Sales Skills: Maximizing Sales In A Bad Economy

Name: Sales Skills: Maximizing Sales In A Bad Economy
Rating: 4.7 (308 reviews)

A New & Winning Sales Methodology To Increase Profits | Develop Recession-Proof Sales Skills!

Created byExpert Academy, Lahcen Bouya

Last updated 6/2026

English

What you'll learn

Inspire your customers to buy from you by using successful sales methodologies.
Choose a sales methodology to increase the likelihood of customer conversion.
How to do a PEST analysis.
Use the ‘Inspiring Challenger Pitch Structure’ to sell more effectively.
Take control of your sales pipeline to get sales quicker and with less friction.
Maximise sales using robust and applicable concepts.
Increase sales in a competitive market, regardless of your niche.

Course content

6 sections • 24 lectures • 1h 44m total length

Introduction2:42
Gavin welcomes you to the course and shares an overview of his experience and expertise in business sales. He explains how the Inspiring Challenger Sales method came about and contextualises how it is designed to be used in the context of challenges facing companies today.
During this course, you will learn that 'Sales' doesn't have to be a 'dirty word' and that selling in a downturn can offer crucial opportunities for connection and development.
He invites you to read through the course overview and lecture descriptions before proceeding with Section 2.
Insight vs Information2:35
Gavin explains and shares the importance of using his Insight Into Action exercises. He sets his first exercise for you to set your own personal objectives.

The History Of Sales Methodologies5:43
In this lecture, Gavin offers an overview of what will be covered in Section 2, including a focus on sales methodologies that have long been used but are now outdated. He contextualises today's sales reality while navigating a global pandemic and economic downturn. He explains why a new approach is needed and shares the key qualities and three rules of the Inspiring Challenger Sale methodology. You will be introduced to a new approach to cold calling and learn how to identify key behaviours and profiles needed for successful selling.
Gavin sets an Insight Into Action exercise.
Understanding The 5 Different Selling Profiles7:37
In this lecture, Gavin explores the Five Sales Behaviours the Sales Executive Council found in their original groundbreaking research. You can learn to adopt the most effective sales behaviours for today's market conditions and your own target market.
Download the My Previous Sales Learning supporting document.
Why Old Truths About Relationships & Consultative Sales Are No Longer Relevant4:43
Gavin describes the principles and practices behind commercial teaching and will show you how to inspire customers towards your product or service rather than talking about it.
Download the My Sales Profile Learning supporting document.
What Are The Qualities Of The Inspiring Challenger?2:42
Gavin explores what the Inspiring Challenger does during a sale, exploring the importance of the three keys actions you can take for exceptional results: to tailor, to teach and to take control.
The 3 Rules Of The Inspiring Challenger Sale4:25
Gavin introduces the 3 rules of the Inspiring Challenger Sale to provide you with a clear framework to apply the process in your sales.
Download the Adapting For Success supporting document.

Inspiring Customers To Learn & The PEST Analysis4:25
In this lecture, you will explore how to inspire your customer to learn from you during the sales cycle. This will position you as a valuable partner in the sales relationship. Importantly, you will also discover what to teach so that your efforts lead towards more sales for you. Gavin shows you how using a PEST analysis can give you a better understanding of a customer's competitive environment.
Download the What Does A Better Pitch Deck Look Like and PEST Analysis supporting documents.
Porters 5 Market Forces4:03
In this lecture, Gavin introduces a valuable tool called the Porters 5 Forces Model, to understand the dynamics of any market.
Download Porters Five Forces supporting document.
Building Your Expertise5:03
Gavin discusses the importance of becoming the living, breathing expert in your field and illustrates ways to make this happen.
Download the Sources Of Expertise supporting document.
Optimal Tailoring2:51
In this lecture, Gavin explores the most effective way to tailor every pitch so that your presentations are most effectively adapted every time.
Download the Tailoring Your Sales Collateral supporting document.
The Inspiring Challenger Pitch Overview3:44
Gavin introduces the Inspiring Challenger Pitch Structure and shows how the stages of the pitch lead to the sale.
The Warmer: Introducing The Insight3:16
In this lecture, Gavin introduces the critical first stage of the Inspiring Challenger Pitch – The Warmer.
The Reframe & Rational Drowning3:16
Gavin explores the first two stages of the Inspiring Challenger Sales Structure and shows you how to start using them in your pitch.
Download the Creating Your Warmer supporting document.
Emotional Impact & A New Way8:51
In this lecture, Gavin explores the following stages of the Inspiring Challenger Sales Structure, enabling you to see how to pitch using the structure for yourself.
Download the Unique Selling Points supporting document.

Maximise Your Customer Decision Making Network5:52
In the first lecture of this section, Gavin discusses the importance of maximising your customer's decision-making matrix.
Download the Decision Making Units supporting document.
Understanding The Decision Making Process & Who Is Influencing The Process4:36
Gavin describes how to understand the decision-making process in your customer's business and explains the importance of discovering it during your sales conversations.
Download the Influencing The Process supporting document.
Methods Of Customer Mapping5:29
In this lecture, Gavin demonstrates some different ways to map out your customer decision-making networks.
Download the Influencing Creating Your Decision Makers Map supporting document.
Creating A Joined Up Approach2:30
Gavin shares the importance of a joined-up approach in all aspects of your business towards adopting The Inspiring Challenger Sale and provides ideas on how to make it happen.
Download the Enrolling Your Team supporting document.

Taking Control Of Your Sales Pipeline7:15
In this lecture, Gavin describes the importance of taking control of your sales pipeline.
Download the Uncovering The Why Beneath The Why supporting document.
The Assertiveness Continuum3:43
Gavin explores the difference between being assertive and aggressive and how you can take control effectively without being too pushy.
Download The Assertiveness Continuum supporting document.
Using The Agreement Staircase4:56
In this lecture, Gavin introduces a powerful tool called the Agreement Staircase for getting to that all-important 'yes'.
Download the Agreement Staircase supporting document.
How To Get Anything You Want In Life2:58
Gavin shares a powerful secret for success, in any area of your life.

Requirements

No requirements

Description

Maximising sales and converting people into recurring customers has never been harder, but that doesn’t mean it’s impossible. In this course, you will learn exactly how to build sales methodologies and apply them to your company’s marketing strategy. One of the methods we’ll be covering is known as the ‘Inspiring Challenger Sale’, and is a robust set of tactics that you can take advantage of to promote profitable growth within your business.

The course begins by focusing on the psychology of sales, and how certain behaviours will increase your success within a competitive market. This includes concepts such as selling profiles, the rules of the ‘Inspiring Challenger Sale’, and the main qualities of the ‘Inspiring Challenger’ - all concepts that you can apply in the field straight away.

The sales process isn’t just a simple case of persuading the customer to buy your product. In order to keep them coming back for more, you need to inspire them to learn. By teaching you optimal tailoring, the five market forces, how to do a PEST analysis and abstract concepts such as ‘The Warmer’ and ‘The Reframe’, you will understand exactly how to keep the customer on your side and edge closer to a completed sale.

As you reach a closed sale, you need to understand what influences the decisions a customer will make. This comprises the concluding lectures of the course, as you will master competitive sales through the use of customer mapping, the ‘agreement staircase’, the ‘assertiveness continuum’ and the creation of a ‘joined up approach’. These concepts might seem alien to you now, but soon they’ll be excellent tools and tricks you will be integrating within your marketing methodology to correctly maximise sales potential for your company.

Whilst this course is mainly tailored for sales executives and business owners looking to develop sales methodologies in an uncertain marketing climate, it is perfect for anyone in the sales industry, especially those who want to learn the key to selling with integrity and confidence.

Who this course is for:

Businesses or individuals selling a product to customers in unprecedented market conditions
Professionals looking to form a marketing methodology to maximise sales potential
Business owners looking to increase conversion and promote profitable growth
Professionals in sales/commercial support roles that want to know how to sell more in an increasingly competitive market
Anyone wanting to learn how to sell with integrity and confidence

Sales Skills: Maximizing Sales In A Bad Economy

What you'll learn

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Course content

Introduction2 lectures • 5min

What Are The Behaviours Needed For Success5 lectures • 25min

Inspiring Customers To Learn8 lectures • 35min

Customer Decision Making4 lectures • 18min

Taking Control4 lectures • 19min

Conclusion1 lecture • 2min

Requirements

Description

Who this course is for: