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2021-01-12 10:26:32
30-Day Money-Back Guarantee

This course includes:

  • 12 hours on-demand video
  • 1 downloadable resource
  • Full lifetime access
  • Access on mobile and TV
Business Sales Sales Skills

Sales Skills & Negotiation Skills - Selling Masterclass 2021

Step By Step Negotiation Skills / Sales Training For Beginners - Learn To Negotiate & Sell & Become A Master Salesman
Rating: 4.4 out of 54.4 (921 ratings)
5,551 students
Created by Mark Timberlake
Last updated 7/2019
English
English [Auto]
30-Day Money-Back Guarantee

What you'll learn

  • This course will teach you how to become a successful sales consultant.
  • You will understand how the sales process works from start to finish.
  • This course will help you get the skills you need to get the best from any negotiation and sales situation.
  • You will know how to negotiate successfully.
  • You will know how to handle objections
  • You will know how to read your prospects in a sales meeting.
  • You will know how to find prospects to sell to.
  • Once you have taken this course, you will be able to develop a sales strategy.
  • You will know how to manage your emotions in a sales situation.
  • You will know how to close a sale.
  • And you will also know how to leverage your prospect for multiple sales opportunities.
Curated for the Udemy for Business collection

Requirements

  • You will need a desire to master the selling process and be interested in sales and negotiation.
  • You will need to be willing to commit to spending time studying this course.

Description

Sales Skills & Negotiation Skills Selling Masterclass - A step by step guide to becoming a Master Salesman!

Sales skills and negotiation skills, a beginners guide to business development for the sales consultant.

The complete guide to mastering selling skills, sales strategies and sales techniques so that you can become a master Sales Consultant.

Do You Want To Learn How To Sell Your Own Ideas And Products?

There is no mountain that you cannot climb, if you master the art of selling.

There are so many opportunities in life that are missed because people don’t develop good sales skills.

What You Will Learn:

  • In this course you will learn how to master the sales process.

  • You will learn how to develop a sales strategy.

  • You will learn how to manage your own emotions in a sales situation.

  • You will learn how to find prospects to sell to.

  • You will learn how to read your prospects.

  • You will learn how to negotiate successfully.

  • You will learn how to handle objections.

  • You will also learn how to close the sale.

  • You will also learn how to leverage your contacts so you can sell to the same prospects again and again.

Topics Covered In The Course:

Module 1: Prepare The Train Driver - Self Development Of The Sales Consultant

  • Introduction To The Course

  • Sales Skills Course Overview

  • The Mind Of A Consultant

  • Mastering Sales Is Mastering Life Skills

  • The Continuous Journey

  • Universal Laws Of Success

  • The Three Pillars Of Success

  • Personal Honesty

  • Diligence

  • Deferred Gratification

  • Suppression Of Principle

  • Emotional Intelligence

  • Core Principles Of Emotional Intelligence

  • The Problem Is Internal

  • The Two Motivational Forces

  • Product Confidence

Module 2: Pre-suppositional Sales - Pre-suppositions And Worldviews

  • The Train Track - Pre-Suppositional Sales Defined

  • What Is A Worldview

  • Why Pre-Suppositions Are Important

  • Two Modes Of Thinking

  • Logical Thinking

  • Emotional Thinking

  • The Dumb Dog

  • How We Create Our Values

  • Examples Of Rational Ideas

  • Examples Of Emotional Beliefs

  • Examples Of Values

  • Rational Or Emotional

  • Finding Someones Presuppositions

  • When The Presuppositions Are Not Clear

  • The Bank Robber Example

  • Why People Buy

  • How We Make Buying Decisions

  • Matching A World View

  • Testing A Worldview

  • Test Your Presuppositions

  • What Is A Buyer Persona

  • Presuppositional Buyer Persona Exercise

  • Creating The Persona

  • Traditional Buyer Personas

  • Combined Buyer Personas

Module 3: The SMART Process

  • The SMART Process

  • Controlling The Room

  • The Core of SMART

  • How Negative Emotion Controls Us

  • How We Take Control

  • The 5 Steps Of SMART

  • Separate

  • Monitor

  • Assess

  • Replace

  • Trust

  • SMART In Action

  • The SMART Sales Call In Full

  • I Will Never Be Any Good At Sales

  • The Power Of Self Talk

  • Using SMART For Self Development

  • Two Uses Of SMART

  • Short Term Emotional Management

  • Long Term Character Development

  • Experienced Negative Emotional Beliefs

  • Taught Negative Emotional Beliefs

  • Internal Negative Emotional Beliefs

Module 4: The Coaches - Getting Ready For Passengers

  • Getting Ready For Your Passengers

  • Know Your Product

  • Product Strengths And Weaknesses

  • Knowing Your Competition

  • Become The Expert

  • Value Propositions

Module 5: The Train Route - Planning Your Sales Route

  • Planning Your Route

  • Building Your CRM Flow

  • Data Analysis

  • Implementing Your Sales Funnel

Module 6: Selling Tickets - Dealing With Prospecting

  • Prospecting The Three Rules

  • Qualifying Prospects

  • Identifying The Contacts Role

  • Dealing With The Gatekeeper

  • Dealing With Influencers

  • Dealing With Champions

  • Dealing With Decision Makers

  • Contact Identification Exercise

  • Prospecting Secrets

  • Getting Entrance Into The Castle

Module 7: Prospecting By Network

  • Prospecting By Networking

  • Classification Of Networks

  • Door To Door Sales

  • Door To Door Conversation Methods

  • Getting The Most Out Of Your Networking

  • The Elevator Pitch

Module 8: Prospecting By Phone

  • Finding Prospects By Phone

  • Planning Your Phone Calls

  • Split Testing Your Scripts

  • Dealing With The Gatekeeper Script

  • Dealing With The Influencer Script

  • Dealing With The Champions Script

  • Dealing With Decision Makers Script

  • Other Call Support Material

  • Voicemail Techniques

Module 9: Online Prospecting

  • The Power Of Online Prospecting

  • Online Prospecting Tools

  • Email Statistics

  • Understanding Spam

  • Permission Based Email Marketing

  • Email Writing Tips

  • Places To Get Their Email Addresses From

  • Email Writing Tips

  • AIDA Copywriting

  • A Sample Email Using AIDA

  • Activities Create Your Own Email Using AIDA

Module 10: Making Friends - Friendliness And Personality Types

  • Making Friends

  • Ten Rules Of Friendliness Part 1

  • Ten Rules Of Friendliness Part 2

  • Recommended Reading

  • Personality Types

  • Meet The Blues

  • Meet The Reds

  • Meet The Greens

  • Meet The Yellows

  • Advanced Profiling

  • Profiling Bob

Module 11: Body Language How To Read Your Prospect

  • Reading The Body

  • Social Spaces

  • Distance Can Change

  • Three Classes Of Body Language

  • Aggressive Body Language

  • Defensive Body Language

  • Friendly Body Language

  • Ten Body Language Patterns

  • The Crossing  Pattern

  • The Expanding Pattern

  • The Defensive Moving Away Pattern

  • The Moving Towards Pattern

  • The Opening Pattern

  • Preening Pattern

  • Defensive Repeating Pattern

  • Shaping Pattern

  • Striking Patterns

  • The Touching Pattern

  • Ten Core Patterns Exercise

  • Personality Type Body Language

  • Micro Expressions

  • Seven Common Micro Expressions

  • Your Body Language The Importance Of Control

  • Tracking Their Body Language

  • What Are They Responding To The Three Factors

  • Moving Them Through The Sale

  • Body Language Flow

  • Dealing With More Than One Person

Module 12: Listening Station - Listening In Sales

  • The Art Of Questioning And Listening

  • How To Show You Are Listening

  • Product Based Sales

  • Needs Based Sales

  • Needs Analysis Funnel

  • The Needs Analysis Stages

  • The Two Types Of Questions

  • Open Questions

  • Closed Questions

  • The Quick Sale Mobile Example

  • The Quick Sale Training Session Example

  • The Quick Sale Exercise

  • The Three Simple Question Technique

  • The Echo Technique

  • The 5 Ws

  • Washing Machine Retail Sale Example

  • The Five Whys

  • The Five Whys - George

  • The Five Whys - Sally

  • The Five Whys - Terry

  • Why You Do Not Own A Yacht

  • Additional Tools

  • Needs Analysis Mind Map

  • Needs Analysis Sheet

Module 13: Negotiation Station

  • The Negotiation Station

  • Core Principles Of Negotiation

  • Focusing On Them

  • Everyone Has To Win

  • Matching Values

  • The Path Of Least Resistance

  • Shifting The Weight

  • The Persuasion Secret

  • How To Persuade Someone

  • The Electric Car

  • The Fashionable Trainers

  • Competency Levels

  • Assessing Competency Levels

  • Features Benefits And Values

  • The Christmas Tree Negotiation

  • B2B Value Propositions

  • Deepening The Value

  • Over Decorating The Tree

  • The Big 12

  • Authority

  • Social Proof

  • Group Identity

  • Deflecting Fault

  • Ask For Advice

  • Compliment Their Negotiations

  • Reciprocity

  • Scarcity

  • Off Set Values

  • Stepped Commitments

  • Fear And Hope

  • Ranked Priorities

  • Negotiating A Price

  • The Market Price

  • The Anchor Price

  • The Walk Away Price

  • The First Offer

  • The Counter Offer

Module 14: Objection Handling Station - How To Handle Objections

  • Handling Objections

  • The Golden Rule To Handling Objections

  • Why Objections Happen

  • Objection Tags - Tagging Objections

  • Objection Types

  • Objection Class

  • Objection Source

  • The Objection Clarification Process

  • The Onion Technique - Peeling Back The Objections

  • Testing  The Objection Type

  • Classify The Objection

  • Test The Objection Source

  • Summarise The Objection

  • The Objection In Full

  • Acknowledge The Objection

  • Acknowledgement Examples

  • Emotional Objections

  • Feel Statements

  • Felt Statements

  • Found Statements

  • Feel Felt Found Example

  • Rational Objection Guidelines

  • Responding To Rational Objections

  • Sharing Data And Information

  • Data Sharing Techniques

  • Using The Right Techniques

  • Valid Objections

  • How To Handle Class Objections

  • Authority Objections

  • Types Of Relationship Objections

  • Existing Relationship Objections

  • Third Party Relationship Objections

  • No Relationship Objections

  • Knowledge Objections

  • Convenience Objections

  • Price Objections

  • Objection Handling Sheets

  • Removing The Objection

  • Dealing With Difficult People

  • Dealing With Difficult People - Use SMART

  • Grow Some Thick Skin

  • The Mountaintop Example

  • Finding Common Ground

  • Focus On The Issue

  • A Soft Answer

  • Stress Fractures

  • Be Their Only Friend

  • Types Of Character Traits

  • The Demander

  • The Detractor

  • The Dynamite

  • The Dumper

  • The Drainer

  • The Disappointer

  • The Dictator

  • Handling Objections Before The Meeting

  • Reducing Objections

  • Setting Up An FAQ Page

Module 15: Closing The Sale - How To Close Effectively

  • Destination Station Closing The Sale

  • Understanding Closes

  • Understanding Buying Signals

  • Closing Questions

Module 16 Selling Season Tickets - The Value Of A Lifetime Customer

  • Season Tickets The Biggest Source Of Revenue

  • Understanding Season Tickets

  • First Class Passengers - After Sales Care

  • The Revolution - Practising The Principles

Any question just ask, we hope to see you in the course!

Mark Timberlake

Who this course is for:

  • This course if for beginners in sales and business development.
  • If you just starting out in sales then this course is for you.
  • Do not take this course if you are an experienced sales consultant as you will find a lot of the content too basic.

Featured review

Julio Cesar Sobrino
Julio Cesar Sobrino
13 courses
5 reviews
Rating: 5.0 out of 510 months ago
I'm really happy I bought this course, but the most important I finished and think the value of the course is pretty much bigger than the price. For me it was a great experience because I don't speak english everyday so I used the course also to improve my english; I understood every single idea, the teacher speaks very clear english. The content of the course is amazing. I was looking for a methodic sales course and I really found it. Thank you very much!!!

Course content

17 sections • 291 lectures • 12h 9m total length

  • Preview03:19
  • Preview00:56
  • Sales Skills Activities To Complete
    01:30

  • The Mind Of A Consultant
    03:10
  • Preview02:50
  • The Continuous Journey
    02:23
  • Universal Laws Of Success
    00:57
  • The Three Pillars Of Success
    00:30
  • Personal Honesty
    01:24
  • Diligence
    01:52
  • Deferred Gratification
    03:49
  • Suppression Of Principle
    02:42
  • Emotional Intelligence
    02:12
  • Core Principles Of Emotional Intelligence
    Preview03:52
  • The Problem Is Internal
    02:24
  • The Two Motivational Forces
    04:35
  • Product Confidence
    02:34
  • Sales Consultant Activities To Complete
    00:39

  • Preview00:46
  • What Is A Worldview
    01:56
  • Why Pre-Suppositions Are Important
    03:23
  • Two Modes Of Thinking
    01:07
  • Logical Thinking
    01:57
  • Emotional Thinking
    03:15
  • The Dumb Dog
    05:12
  • How We Create Our Values
    01:13
  • Examples Of Rational Ideas
    01:24
  • Examples Of Emotional Beliefs
    01:49
  • Examples Of Values
    02:19
  • Rational Or Emotional
    02:34
  • Finding Someones Presuppositions
    03:17
  • When The Presuppositions Are Not Clear
    04:42
  • The Bank Robber Example
    01:18
  • Why People Buy
    05:12
  • How We Make Buying Decisions
    03:18
  • Matching A World View
    04:47
  • Testing A Worldview
    02:36
  • Test Your Presuppositions
    03:31
  • What Is A Buyer Persona
    03:47
  • Presuppositional Buyer Persona Exercise
    04:26
  • Creating The Persona
    04:29
  • Traditional Buyer Personas
    02:50
  • Combined Buyer Personas
    02:19
  • Journal Activities To Complete
    00:41

  • SMART Copyright
    00:34
  • The SMART Process
    01:31
  • Controlling The Room
    01:07
  • The Core of SMART
    02:29
  • How Negative Emotion Controls Us
    01:51
  • How We Take Control
    02:47
  • The 5 Steps Of SMART
    00:45
  • Seperate
    00:56
  • Monitor
    01:06
  • Assess
    01:52
  • Replace
    01:39
  • Trust
    03:29
  • SMART In Action
    03:00
  • The SMART Sales Call In Full
    02:56
  • I Will Never Be Any Good At Sales
    02:25
  • The Power Of Self Talk
    02:54
  • Two Uses Of SMART
    00:23
  • Short Term Emotional Management
    02:24
  • Long Term Character Development
    00:29
  • Experienced Negative Emotional Beliefs
    03:28
  • Taught Negative Emotional Beliefs
    01:46
  • Internal Negative Emotional Beliefs
    02:01
  • Activities To Complete For SMART
    00:32

  • Getting Ready For Your Passengers
    02:12
  • Know Your Product
    02:17
  • Product Strengths And Weaknesses
    02:04
  • Knowing Your Competition
    02:23
  • Become The Expert
    04:47
  • Value Propositions
    05:02
  • Activities To Complete Preparing For Your Passengers
    00:32

  • Planning Your Route
    04:09
  • Building Your CRM Flow
    04:28
  • Data Analysis
    03:36
  • Implementing Your Sales Funnel
    04:03
  • Activities To Complete For Your Route
    00:36

  • Prospecting The Three Rules
    04:34
  • Preview02:29
  • Identifying The Contacts Role
    01:57
  • Dealing With The Gatekeeper
    03:20
  • Dealing With Influencers
    03:38
  • Dealing With Champions
    03:01
  • Dealing With Decision Makers
    02:19
  • Contact Identification Exercise
    01:35
  • Prospecting Secrets
    06:46
  • Getting Entrance Into The Castle
    02:42
  • Activities To Complete For Dealing With Prospecting
    00:32

  • Prospecting By Networking
    01:46
  • Classification Of Networks
    06:01
  • Door To Door Sales
    05:31
  • Door To Door Conversation Methods
    04:12
  • Getting The Most Out Of Your Networking
    03:24
  • The Elevator Pitch
    04:53
  • Activities To Complete For An Elevator Pitch
    00:59

  • Finding Prospects By Phone
    03:31
  • Planning Your Phone Calls
    03:52
  • Split Testing Your Scripts
    04:44
  • Dealing With The Gatekeeper Script
    05:34
  • Dealing With The Influencer Script
    04:35
  • Dealing With The Champions Script
    04:14
  • Dealing With Decision Makers Script
    04:04
  • Other Call Support Material
    06:17
  • Voicemail Techniques
    08:53
  • Activities To Complete For Prospecting By Phone
    00:31

  • The Power Of Online Prospecting
    01:59
  • Online Prospecting Tools
    09:27
  • Email Statistics
    00:57
  • Understanding Spam
    00:47
  • Permission Based Email Marketing
    01:55
  • Places To Get Their Email Addresses From
    01:52
  • Email Writing Tips
    02:56
  • AIDA Copywriting
    04:52
  • A Sample Email Using AIDA
    04:30
  • Activities Create Your Own Email Using AIDA
    01:11

Instructor

Mark Timberlake
Professional Online Training Courses For Beginners
Mark Timberlake
  • 4.4 Instructor Rating
  • 17,556 Reviews
  • 210,062 Students
  • 39 Courses

Mark runs an online training company called SME Heroes, which specialises in training on all things to do with sales, online marketing, management and his personal passion of photography.

He has extensive experience with online business in various forms over the last 15 years and loves to share his hard won lessons and techniques for online business success.

In addition he also has over 12 years experience in online retail and over 6 years experience as a commercial photographer. 

This means he has a deep breadth of experience which comes through in his courses which are always designed to be easy to understand and to pass on the skills he has learned in a practical way.

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