Sales Skills Masterclass with Phil Hesketh
- 2 hours on-demand video
- Full lifetime access
- Access on mobile and TV
- Certificate of Completion
Get your team access to 4,000+ top Udemy courses anytime, anywhere.Try Udemy for Business
- 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
- An open mind
- A willingness to learn
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
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
- Anyone who is involved in sales
- Any business owner or freelancer
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.
In this lecture Phil introduces the 'Columbo moment' and the killer question that you can use in countless situations to help improve your sales.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.