Sales Skills Masterclass with Phil Hesketh
4.4 (106 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
1,621 students enrolled

Sales Skills Masterclass with Phil Hesketh

Essential Sales Skills, Sales Strategies, Sales Techniques & Hacks. Close Any Sale Without Sounding Like A Salesman!
4.4 (106 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
1,621 students enrolled
Created by Expert Academy
Last updated 5/2018
English
English [Auto]
Current price: $69.99 Original price: $99.99 Discount: 30% off
5 hours left at this price!
30-Day Money-Back Guarantee
This course includes
  • 2 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Why people buy and how to get people to buy from us
  • How to charge a higher premium
  • Time management for sales people
  • How to increase average order size
  • The guaranteed way to get people to buy from us
  • Why people don't buy, and how to counteract the objection
  • How to be a great presenter and how wow your audience
Requirements
  • An open mind
  • A willingness to learn
Description

Why learn sales? 

Whether you’re selling a product or service, pitching an idea, or even selling yourself—we’re all in sales now.

No matter what your job description is, there's a good chance that at some point you will have to use your sales skills. Traditionally, 'sales' has been thought of as a dirty word, but there is no reason why the process should be immoral or slimy. The course will teach you how to close a sale without sounding like a salesman. 

But can it really be taught? 

Many people have a fixed mindset when it comes to their own abilities in sales. They often believe that other people are good at it, but that they themselves don't have the natural gift that is necessary to excel. However, this could not be further from the truth. Just like any other skill, it can be studied and mastered. This course is based on both decades of scientific research and decades of personal experience

What will I learn? 

This course has been designed to be jam packed with actionable, proven techniques that are tried and tested to help you improve your sales. We will cover topics such as: 

  • How to get people to choose what you want them to choose.

  • How to discount less and charge more money

  • How to charge a higher premium

  • How to overcome objections in the sales process

  • How to improve your efficiency in selling and your overall time management 

BONUS SECTION! 

Every good salesman should know how to deliver killer presentations, so as a FREE BONUS, there is an extra section dedicated to giving you fail-safe tips and techniques to give presentations that wow your audience.

Who is Philip Hesketh?

Philip Hesketh is a motivational speaker specialising in persuasion and influence. His keynote talks have inspired thousands of professionals to engage in better relationships with their clients and customers and increase sales.

Philip’s whole career history is steeped in Business Development. From Procter & Gamble and Tyne Tees Television, to his own advertising agency; his track record of getting new clients is, to use a client’s expression, ‘World Class’.

He has learned what clients want and what they don’t. He has learned what works and what doesn’t. In building a business from zero to £48m he made many, many mistakes. And he claims to have learned more from the mistakes than from the many successful pitches to blue chip companies. His in-house programmes usually form a trilogy over three half days with the focus very much on how to develop relationships and become more persuasive and influential through understanding the whole psychology of why we do what we do. 

Some of Phil's glowing endorsements :

  • "Actor, philosopher, seller, brain shaker, stand-up performer. Your capacity to capture the audience and play with it is unique." Richard Re ~ Business Leader, WELLA

  • "Outstanding! What an absolute joy to listen to your inspirational, entertaining and enlightening presentation." Rosemary Conley, Rosemary Conley Diet and Fitness

  • "I was learning and laughing out loud at the same time. The man’s a star" Kevin Skym ~ Head of Commercial Banking, HSBC

Who this course is for:
  • Anyone who is involved in sales
  • Any business owner or freelancer
Course content
Expand all 35 lectures 01:58:19
+ Introduction
2 lectures 01:24

In this first lecture Phil introduces the course and the concepts that you will be learning throughout the course. He also discuses the best approach to getting the most out of the course. 

Preview 00:59

So who is Philip Hesketh and why should you listen to what he has to say? Here Phil introduces himself properly and tells you why he is a trusted and respected instructor in this area. 

Preview 00:25
+ The Guaranteed Way to Improve Your Sales Technique
3 lectures 08:47

In this lecture Phil introduces the 'Columbo moment' and the killer question that you can use in countless situations to help improve your sales. 

Preview 03:01

How do make sure that what we're offering our clients is what they expect? In this lecture Phil gives us another killer question to use to make sure that we understand precisely what the client is looking for. 

Preview 02:15

In this lecture Phil gives us the final killer question to add to the previous two. By using this approach we can assure that the client has become more and more interested in what we have to offer, and without us coming across as a pushy salesman. 

Preview 03:31
+ Why People Buy and How to Get Them to Buy from Us
4 lectures 15:31

In this lecture, Phil discuses how important it is to understand that emotions play a huge part in the sales process. Logic certainly plays a part initially, but eventually it is the emotional connection that is of utmost importance. After all, people buy from people. 

People Buy Emotionally and Justify Logically. What to Do About It
03:39

In this lecture Phil explains that it can be a common pitfall to assume that you know what the buyer wants before investigating it properly. In order to get around this pitfall Phil gives us yet another killer question to elegantly ensure that you are put in a strong position to pitch correctly. 

Don’t Assume You Know the Buyer’s Priorities
05:18

But what do you do when it's not so easy to establish what the client wants? To unearth this information Phil provides us with another hugely useful question that you can use in many situations. 

How to Unearth the Buyer’s Strategic Needs
02:50

In this lecture Phil shows us that truly understanding the implications for the buyer is paramount to ensuring that your sales pitch is optimally suited to them specifically. 

The Importance of Implications
03:44
+ Why People Don’t Buy and How to Counteract Any Objection
4 lectures 14:13

It can be easy to get derailed if we encounter objections. Phil shows us that it is important to be prepared for these objections and to know how to deal with them properly.

Being Prepared for Objections
03:33

So what are the three most common objections? 

 - It's too expensive

 - I want to think about it

 - The timing's not right

In this lecture Phil confronts these objections head on and provides key tips on how to deal with them. 

The Most Common Objections and How to Handle Them
03:54

Buyers are often confronted with a myriad of options. Sales can often fall through when buyers decide to 'think about it'. In this lecture Phil provides a very handy technique, based on recent research, that helps you help them make a more informed and speedy decision. 

How to Get People to Choose What You Want Them To
04:07

In this lecture Phil explains that understanding egos can be very important element in the sales process. We have to understand what the 'key drivers' are for each of the players involved, and make sure that we're dealing with each person in the correct way. 

What Buyers Say and What They Really Mean
02:39
+ Holding a High Price
5 lectures 16:55

In this lecture, Phil introduces the concept of 'value'. He explains that there are many different types of value, including those that are logical and tangible, but also those that are illogical and intangible. Understanding both types are key to knowing the value of your business and services. 

What Does Value For Money Really Mean?
02:47

In this lecture, Phil shows us that the motivation of losing something is far stronger than the motivation of gaining something. This information can be used to great effect if utilised at a particular, and delicate, moment during the sales process. 

Five Proven Techniques to Save Money and Make Money
03:49

Here, Phil discusses the importance of certain words and phrases during the sales process. Our choice of particular words can change the whole feeling of a sale, so it is critical that we are sure about which ones we would like to use and why. 

The Words: ‘Typically’, ‘Realistically’, ‘Currently’, ‘Given’ and ‘Yet’
02:15

In this lecture, Phil tells us about a technique that can be used to help the price of your goods or services seem much more surmountable. In this way we help lower the boundary and improve our chances of making the sale. 

Justifying Your Price - the Power of One
04:26

In this lecture Phil discusses the potential use (and pitfalls) associated with one of the oldest sales tricks in the book, the quick intake of breath. 

The Final ‘Killer Questions’ That Allow You to Negotiate More Successfully
03:38
+ Win-Win and Increasing Average Order Value
5 lectures 17:54

We are told that the tradition understanding of 'Win-Win' may be flawed. Phil argues that the most important thing to consider is whether you are making the other side feel like they have done well out of the deal. As such, you need to make sure you frame the deal in a way that makes the other side feel that they have squeezed you as much as possible. 

The Real Meaning of ‘Win-Win’
03:44

In this important lecture we are told about the common pitfalls in regards to discounting. In particular, Phil tells us that discounting for no reason can be a particularly poor decision and can weaken your hand considerably, as well as your ongoing relationship with the other side. 

The Rules for Discounting
03:26

Not feeling they are worthy of holding a high price is a common issue for businesses. In this lecture Phil discusses the importance of behaving as though you are worth it. In order to do this you must try and ensure you are two things; rare and special. 

How to Hold a High Price
03:48

Research and experience has shown that they neural pathways are open to buying at the moment of buying, so it is important to capitalise on this by offering additional items, upgrades or services at this pivotal moment. 

How to Increase Average Order
03:27

In this lecture Phil discusses a tried and tested sales technique that helps you frame the price of your services and goods in a favourable way. Specifically, this is achieved by offering 3 pricing options, from low, to high, knowing full well that 90% of customers will choose the middle option specifically because it seems cheap when compared to the third, expensive option. 

The Compromise Effect
03:29
+ Sales Techniques You Need to Know
6 lectures 25:46

In this lecture Phil discusses the importance of time management. He argues that most courses that try to teach this skill get it all wrong. According to Phil, the most important thing is to allocate time to things that are important, but not urgent. 

All You Need to Know About Time Management
02:49

By using the phrase 'will that be enough?' when discussing your price, you may be pleasantly surprised and find that in fact you are about to under charge. In using this phrase, you give the other side the opportunity to let you know whether this might be the case. 

Recognising the Moment That Matters and the Role of ‘Enough’
06:10

In this important lecture, Phil tells us how to deal with a situation in which things are deteriorating quickly. He reminds us that it is not just the facts that matter, but also the feelings. 

What to Do When It Starts Going Wrong
05:07

If you want to really understand what people mean then you should always ask them to clarify it. Here, Phil shows us that this simple technique can hugely help you get to the bottom of the other party's intentions, and also help further develop a strong relationship. 

How to Understand Other People - Can You Clarify?
03:58

It is a common human characteristic that we like to do for others what they have done for us. This is called reciprocity. This can be used to our advantage in business but ensuring that you always do more than is expected of you. In doing this, we immediately make them indebted to us. 

How to Build Your Reputation and Getting Your Client to Feel Indebted to You
03:39

Asking your clients to rate you on a scale from 1 to 10 can be a wonderfully simple technique to help find out what aspects of the relationship need work. Another great tip to use when discussing a sale is to say 'this may not be right for you....but'. In this way we help to further bolster the cabal and the feeling of being in it together. 

Selling in the Long Term and Being Recommended
04:03
+ BONUS SECTION! How to Be a Great Presenter and Wow Your Audience
5 lectures 16:11

Phil argues that there 4 factors that we need to carefully consider before even sitting down to write any speech. These are Purpose, Action, Benefit, Consequence. 

How to Deliver a Great Presentation
02:37

We've all had to sit through presentations that have been based hugely around Powerpoint. In this lecture, Phil tells us why this is nearly always a bad idea and what we can do to avoid falling into common pitfalls and, as such, losing the interest of our audience. 

Why Powerpoint Doesn’t Work and What to Do with It
02:33

How many presentations have we all sat through that have gone in one ear and out of the other? Without careful consideration it is often very easy for our presentations to be forgotten almost immediately. In this lecture Phil shows us that there are 3 key things to factor in to your presentation. These are Repetition, Relevance and Difference. 

How Memory Works
04:55

The real key to giving a great presentation is to tell a story. In this lecture, Phil discusses how powerful and useful it can be to base your key messages around true stories that have happened to you. This has the double benefit of helping you remember your lines, but also in adding authenticity and personality to your message. 

How to Tell Your Own Stories Well so People Warm to You
03:11

To finish this section Phil gives us some final key tips that will ensure our presentations are delivered effectively and are also within the parameters given to us, since going over on time is a huge no-no! 

The Three Key Things About Presenting
02:55
+ Conclusion
1 lecture 01:38

As a final lecture, Phil wraps up the course and summarises what we've learned so far and why it is important. 

What We've Covered so Far
01:38