SALES LESSONS - from the customers you're selling to

Name: SALES LESSONS - from the customers you're selling to
Rating: 4.5 (20 reviews)

How would your CUSTOMER measure you as a salesperson? Find out what they love and hate about your sales & selling skills

Created byAndy Edwards

Last updated 8/2022

English

What you'll learn

Understand the customer at every step of the sales process
Top up your existing sales skills with insights from buyers
How to take into account what the client wants - and needs - when selling to them
Appreciate why ever-more 'clever' sales techniques will eventually fail you
Discover what customers measure - rather than what sales managers measure!

Course content

5 sections • 29 lectures • 2h 16m total length

Promotional Video3:35
On completing this course, you will be able to maximise your existing sales skills (because I’m assuming you have some already) by understanding at a far deeper level what customers REALLY want from you.
Introduction4:42
There’s nothing wrong with possessing a great set of sales skills… but I want to turn your attention – and those skills – towards the customer’s point of view – how the customer really sees things.
Don't buy this unless...2:51
I always believe that we should manage the expectations of our customers – and this is no exception. You have bought – or are thinking of buying a course from me, so I want to be really clear about what you can expect.
What are we, if not salespeople?3:35
We are professional salesmen and saleswomen whose ultimate job it is to ensure products and services are exchanged for cash… pretty much the basic definition of a sale. But customers might want to think of us in a different way.
Good and bad salespeople4:21
What is the difference between good and bad sales behavior? Not much! But you must learn to ensure the level at which you are manifesting your sales skills (and their associated traits) is appropriate for each and every individual customer.
Commercial realities3:44
A perfect start (or enhancement) to your sales career is to identify which of four fundamental needs your own product or service addresses. Perhaps it addresses MORE than one element?
Dysfunctional selling has led to dysfunctional buying3:22
As a result of bad sales practices over the years, customers deny access to salespeople. Some have what salespeople call ‘gatekeepers’ to stop sales calls from getting through. Customers are not interested in a salesperson... which could be a big mistake!
Who is your 'Avatar'?4:35
Who are your best customers? Seek out customers who are like those in your top 20%. If you don’t automatically measure or group your clients into useful categories, then learn the three filters through which your best clients easily pass.
Your customer's journey5:12
What is your client thinking about at each stage of the journey? Are you dragging them down the road - or giving them the option to 'drive' themselves?

Introduction to ASK4:31
Discover the three ways of creating more turnover in a business.
The Marketing Function5:31
Explore the marketing function as the lead-generation precursor to sales, distinguishing between sought and non-sought offerings, crafting timely, value-driven messages, and leveraging ambassadors to attract inquiries.
The Hunter5:53
Customers think of the Hunter as aggressive, pushy, manipulative, and even hostile. And the reason is simple – Hunters are focused on their result… the sale. Learn the four 'R's' in order to ensure the customer recognises a genuine relationship is in place.
Referrals5:53
Often considered the easiest, quickest - and cheapest way of acquiring new business, referrals have the power to change your sales career... but be sure you promote and reward the right behaviour in your client.
How your marketing 'lands' with your customer5:13
From the prospective customers’ perspective – how is your marketing perceived? When it comes to your efforts to attract new clients, know your customers’ preferences. Understand and enhance activities in the top three preferences of your client.
Leveraging your contacts4:16
What a waste it would be to bring in more clients only to lose potential revenue by not having a system to maximise these new clients. Which is why you should always start with what you have got! Find out the top 14 target audiences for ANY business - and in THIS order!

Introduction to 'SERVING' the customer3:59
Bring to mind the person or people in front of us - and how best we might serve them. We want the same thing: An exact match to their needs and wants!
The Decision Making Unit (DMU)3:51
Understand that rarely does a planned purchase happen without input from other interested parties and stakeholders – each of whom may have a different requirement or input. Learn about each of these potential stakeholders - and what each of them needs from you!
The value of VALUE5:11
If price were the only important element, then everyone would be driving the lowest priced car, wearing the lowest-priced clothes and using the lowest-priced watch to tell the time. And, whilst plenty of people choose to buy at a low price, there are millions of others who choose Ferrari, Armani and Rolex. It depends on what’s important to the client. And THAT'S where 'Value' comes in.
Consultative questions6:04
Customers don’t want you to come with prescribed answers to what you perceive their problems or goals might be – so you’ll need to identify what questions to ask. Simply seeking to provide answers - without knowing the questions on a customer's mind, risks inaccurate solutions, and a patronising salesperson!
Customer Care - a conversation (not a 'sale')6:43
This lecture tells of a conversation I had with a potential client about their customer care… It shows that even when a customer says something that you totally understand – be sure that you understand THEIR meaning of the word.
Brochure use4:12
Do you know what really annoys customers? Brochures! Not for what they are – but for how they are used by salespeople. Try this and see your customers' interest stick!
What's in your KITBAG?4:28
Imagine standing so far ahead of your competition that your clients can't see them! Have the right 'kit bag' tools at your disposal - and utterly 'WOW' your prospective customers.
How to get back IN with a client6:26
"I met with and/or proposed to my potential (or even existing) client. I left it with them and I haven’t heard anything from them. It’s been two weeks… So, how do I get back in? How do I get back in without being pushy or irritating?” Find your answer in this lecture!

Introduction to the K or KEEP element5:36
Even if you were bringing in a steady flow of new customers, if the existing customers left at the same – or a higher rate, then you wouldn’t have a business for very long. A simple 'Thank You' will help...
Stepping into your authority5:00
Your confidence breeds confidence in the client – and they will trust their own decisions more – having been guided by you, the expert. If you have no confidence in your authority – then don’t expect your customer to have it for you. Besides you probably won’t see them again…
More questions!!5:51
There are two questions which could be responsible for 50, 60, 75% or more of your new business. These questions cement trust between you and your client - and turn you into their 'partner' rather than a 'salesperson'.
NON sales contact5:14
The danger is that you develop a relationship until your customer buys from you – but you then ignore them until you need to add a bit more to your quota. You’ve got to maintain the relationship – show them – tell them that you love them every now and then!
Why ASKING for referrals works so well4:17
This last lecture in the K section or Keep of the ASK acronym, is here to remind you that potential customers like receiving referrals – it’s cited as one of the most popular ways of finding a supplier and is therefore, usually your best chance of new business…

Final thoughts and bonus2:49
Just remember to think of your selling as something you do WITH and FOR someone - not to and at them. Customers have feelings too you know - and should never be considered as a measurement or statistic - leave that to your sales managers!
And one last piece of advice. No matter who you think IS or ISN'T in the room... always assume your customer can hear what you say about them.

Requirements

An open mind and an interest in how other people tick!

Description

MOST SALES COURSES ARE WRITTEN BY SALESPEOPLE FOR SALESPEOPLE

And there's nothing wrong with sharpening your professional sales skills. However...

Understandably, salespeople concentrate on the sale. In terms of their career, promotion prospects, pay packet, and status - the number and value of sales tends to be how salespeople are measured.

But it’s how they’re measured by their sales manager – it’s how they’re measured by their leaders and colleagues… it’s how they are measured INTERNALLY by the Company they work for.

So, this course flips things around. It looks at how your CUSTOMER would measure you as a salesperson. To be honest they don’t care about your sales quota that month. They are entirely disinterested in your promotional prospects and couldn’t give a flying fig about your pay packet!

On completing this course, you will be able to capitalise on your existing sales skills (because I’m assuming you have some already) by understanding at a far deeper level what customers REALLY want from you. And the surprise is that it’s not just the product or service you are actually selling.

This course ‘SALES LESSONS - from the customers you're selling to’ will build on and enhance your existing sales skills. Watch your sales multiply as you start to incorporate what most other salespeople simply fail to consider.

After looking at the problem (from the customer's point of view), the course takes you through the acronym ASK. This stands for Attract; Serve; Keep - and what the customer needs and wants from you at each stage of the process.

There are a number of handouts and information sheets along the way as you develop your people skills specifically for a sales or SELLING environment.

Check out the free videos - and, if you DO buy and think it's rubbish, remember you can get your money back within 30 days (but it isn't rubbish, I promise!)

Who this course is for:

Existing sales people (whether 'Hunters' or 'Farmers')
Those who are thinking of a career in sales
Anyone who influences the customer as part of their job

SALES LESSONS - from the customers you're selling to

What you'll learn

Explore related topics

Course content

Introduction9 lectures • 36min

Introducing A.S.K - concentrating on 'A' for ATTRACT.6 lectures • 31min

Section 3 The 'S' of A.S.K. - SERVING8 lectures • 41min

Section 4 The K of A.S.K5 lectures • 26min

Section 5 ...And lastly...1 lecture • 3min

Requirements

Description

Who this course is for: