Smart Steps to Take in the First 90 Days of a New Sales Job

Name: Smart Steps to Take in the First 90 Days of a New Sales Job
Rating: 4.7 (12 reviews)

Get Off to a Fast Start in Your New Position

Highest Rated

Created byBob Berkowitz, Media Training Worldwide Digital

Last updated 8/2024

English

English [Auto],

What you'll learn

How to achieve sales goals in the first 90 days of a new position or business.
Teach tools that will help learners get off to a fast start in their sales career or enterprise.
The importance of becoming an expert on your product or service.
Understanding the needs, desires, and challenges of your prospective customers.

Course content

2 sections • 44 lectures • 1h 10m total length

Introduction1:35
Explore why everyone is in sales and master your first 90 days by learning the company, asking questions, and aligning with customer needs and leadership expectations.
Get over your negative thinking about being in sales1:14
Overcome the negative stereotype of sales and embrace its role as a positive, essential driver of business growth that helps meet client needs and solve problems.
Really research your new company1:54
Research your new company by studying its products, history, and evolving customer preferences, and talk to people at multiple levels to gain actionable insights before day one.
Be a good editor of your own sales pitch1:28
Edit your own sales pitch by asking smart questions and listening, avoiding unnecessary technical detail, and treating each customer as an individual with relevant needs.
Find out what your customer really, really wants1:10
Identify your prospect's real needs and psychological drivers, such as status and visibility, by asking smart follow-up questions and listening deeply before reaching out.
How to boost your customers confidence in your product2:29
Offer free trials and take-home experiences to let customers try the product and see tangible benefits. Support with case studies and testimonials to build confidence in the product.
Be your competitor's customer1:05
Become your competitor's customer to learn from their model, analyze manufacturing, comfort, engine efficiency, and the sales process, then upgrade to match or exceed them.
Create a focus group for your presentation1:21
Create 2-3 focus groups to test your sales presentation, videotape sessions, and collect real-time feedback from diverse customers to refine your pitch.
Should you bad mouth the competition?1:14
Focus on highlighting your product benefits rather than trashing the competition; when prompted, compare offerings to show why your solution fits the customer's needs.
Develop 50 Q&As customers would ask1:35
Develop 50 questions and 50 answers prospective clients would ask about your products or services, then practice Q&A sessions to educate and engage buyers.
Make sure you understand your customer's non-verbal communications1:17
Learn to read your customer's non-verbal cues in the first 90 days of a sales role, pause when skepticism appears, and address questions to align on every point.
Present your sales pitch in person--if possible1:05
Present your sales pitch in person whenever possible to gauge feedback through eye contact, body language, and voice. Prioritize the first meeting in person, with follow-ups allowed by technology.
Set smart sales goals for yourself0:58
Set smart monthly sales goals by defining calls, meetings, sales, and earnings, write them by hand, and display them daily to guide your first 90 days.
Stay in touch with your customer after the sale1:23
Stay in touch with your customer after the sale to address questions and share product updates. Encourage referrals and collect written or video testimonials to boost credibility with future prospects.
Talk less, listen more1:03
Learn to talk less and listen more to uncover client goals and achievements. Nod and ask concise questions like 'can you tell me more about that?' to gather information.
Talk your customer out of a sale1:24
Prioritize the customer's real needs by steering them away from unnecessary purchases. Build trust through honest recommendations and pursue long-term rewards over fast money.
This is the number one key to successful selling1:33
Develop empathy as the number one key to successful selling by seeing clients’ challenges from their perspective, asking smart questions, listening, and tailoring your presentation to their needs.
How to be a confident sales person1:15
Be a confident evangelist for your product, believing it 100% and presenting it as the best value in its class. If you doubt it, customers will sense it.
Successful sales people watch customer's body language1:17
Watch customers' body language to identify nonverbal cues and skepticism during the first meetings in the first 90 days, pause to invite questions, address gaps, and align on next steps.
Would you be a customer for your product?1:49
Put yourself in your customer's shoes and act as a customer for your product to demonstrate belief and backing; ensure your values and clothes reflect the taste of your customer.
What can you learn from your competitors?1:01
Study competitors to borrow successful ideas and features and adapt them to your offerings. Analyze regional strengths, like Latin America, and apply relevant lessons to improve your sales approach.
What's the one thing I can do that will make me better in sales?1:00
Identify one daily action to improve sales, learn from experienced peers, and apply new insights to customer interactions to drive immediate progress.
Another really smart post sales technique1:14
Adopt a smart post-sales technique that strengthens client relationships through generosity, gifts, ongoing contact, and memorable experiences to stay top of mind for future business.
Smart sales people tell stories3:21
Tell purposeful stories that reveal how we help customers, address misconceptions, and use messages and illustrations to clarify who we are, what we stand for, and what they should know.

90% of our communications is with ourselves.2:08
Explore how 90% of our communication happens inside our own heads and learn to translate inner dialogue into clear, precise business messages that others understand.
Best business advice: Pay attention2:03
Pay attention to your customers and what they’re buying now versus yesterday. Talk to your salespeople, watch competitors, and follow trends to avoid missing shifts.
Don't make dumb assumptions about clients1:14
Avoid assumptions in client conversations by backing every statement with clear explanations, and ask clarifying questions to foster smart discussions and better decisions.
How should someone respond to criticism?1:04
Assess how candidates respond to criticism and mistakes, looking for honesty and self-awareness. See how they describe lessons learned and actions going forward in a new sales role.
Be a trends forecaster1:14
Be a trends forecaster to stand out in a sales job interview by outlining future opportunities and risks on the horizon, showing how insights benefit the company.
Be a problem solver2:45
Be a problem solver by fixing big issues and reducing corporate headaches, demonstrated through real-life examples from politics and media to boost impact in your first 90 days in sales.
Listen without judgement0:58
Listen attentively without judgment to every speaker, treating people with dignity and respect in every interaction, especially during the first 90 days in a new sales role.
What do you want them to know?1:13
Distill your message into three key points, speak in terms your audience understands, and frame your goals from their perspective to explain why your products benefit them.
You are what you wear?2:02
Learn to assess a company’s dress code by reviewing its website images of key personnel, then dress appropriately for interviews in suits, dresses, or more casual options.
Consequences of bad business communications1:59
Examine the consequences of bad business communication when listeners don’t speak up and misinterpret messages. Consider how miscommunication in health care context can mean the difference between life and death.
Don't be a slave to the question1:48
Turn every interview question into a showcase of your impact by highlighting how you expanded your role beyond duties with concrete examples of driving outcomes.
Focus on the situation, not the person0:44
Focus on the situation, not the person, and use positive reinforcement for desirable sales behaviors during the first 90 days, with objective, specific, actionable improvement suggestions.
Some people can never admit they are wrong1:14
Learn strategies for handling an insecure, ego-driven colleague who refuses to admit mistakes, including offering constructive feedback and assessing whether to keep them on your sales team.
Don't be a prisoner of perfectionism1:17
Replace perfectionism with excellence by prioritizing being great and exploring new possibilities in your first 90 days in a new sales job.
The difference between listening and hearing3:00
Master the difference between listening and hearing by pursuing objective comprehension of what others convey, and stay present to understand clearly without critiquing.
The power of the business card2:28
Prioritize key contacts before every event, collect business cards, and note interests to personalize follow-ups. Nurture relationships by consistently sharing relevant articles and podcasts that add value.
How did you become great and how could you mess it up?2:16
Learn how top sales performers became great by detailing the steps, adjustments, and plans they used, and consider what could derail them to avoid pitfalls in the first 90 days.
Create your own personal board of directors1:40
Build a personal board of directors to gain candid advice, insights, and feedback on pursuing a new sales job and what to tell prospective employers, including outsider perspectives.
How to achieve your hardest goals1:56
Learn to conquer hard goals in your first 90 days in a new sales job by breaking them into three smallest daily steps and gradually increasing effort.
How to persuade anyone2:31
Go for how they feel about something rather than what they think, and enter their emotional space to persuade in sales and networking.

Requirements

No experience is necessary.

Description

Everyone in business is in sales. I mean everyone. If you’re in marketing, you’re in sales. If you’re in production or distribution, yes, you’re in sales. If your job is in product development, you need to pitch what you’ve come up with to somebody who can make your idea a reality. And If you’re an entrepreneur, you’re really in sales, no matter what your new company is about. You’re selling investors, people you want to hire, the media and of course customers. Without sales, you have a hobby, not a business. In fact, Dan Pink the author of "To Sell is Human. The Surprising Truth about Moving Others" says that 40% of our time in business involves selling.

The first three months of a new sales position is critical to your success. This is a time when you will immerse yourself in the products and services that you are offering to customers. You will learn what customers really, really want--and what they are not interested in. You will gain insight into the unspoken needs of your customers, things like status, prestige, and power.

Mentors and colleagues in a new company can certainly help you get off to an outrageously good start. But there are no guarantees that you'll find one. Even without them, this program will support you in getting a jump star on the competition in the world of sales.

So please stay with us to learn how to be really successful in your first 90 days of a new sales job.

Who this course is for:

Anyone who is in business is in sales. You need to persuade customers, investors, the media, or your bosses that you have something of value that the market place wants.

Smart Steps to Take in the First 90 Days of a New Sales Job

What you'll learn

Explore related topics

Course content

Introduction24 lectures • 35min

Smart ideas for success20 lectures • 36min

Requirements

Description

Who this course is for: