Selling Is Simple

Selling is Simple

Selling is simply a conversation with a purpose

• Discover the Contents and Outline of Selling Is Simple

  "Everyone lives by selling something." Robert Louis Stevenson

  Course Contents

  Attitude
  In this section you will learn how to build a mindset and attitude for sales success.
  Learn what makes people successful in sales. - discover you too can sell

  Sales Process
  Discover how a sales process is the steps to the sale
  Learn how the benefits of a sales process will help you understand the definable steps in a sale.
  What are the repeatable activities you need to complete for sales success?
  Get measurable results which will grow your sales

  Lead Generation
  Learn how to source leads for you business
  Use LinkedIn, Facebook and Snail Mail to get prospects for your business

  Appointment Making
  Learn how to properly open a telephone sales call
  Learn the ten mistakes made on the telephone
  Get past gatekeepers
  Overcome objections
  How to get the appointment

  Questioning Skills
  Ask the proper questions to qualify your prospects
  Understand the following types of questions
  Probing
  Process
  Provoking
  Validating
  Uncovering the Facts
  Discover the Problem/Pain

  Adding Value
  Learn How to Add Value in Selling
  Create a Value Proposition
  Understanding Value
  Understand Value Added Selling
  Discover How You Can Add Value to Your Customer
  Learn How Your Customers View Value

  Capability
  Learn What Differentiates You From the Competition
  How Capable Are You of Solving Your Customers Problems?
  What Results Will you Achieve for Your Prospect
  Understand the Real Meaning of Benefits

  Getting Commitment
  Learn How to Address Customer Concerns
  Answer Objections
  Trial Closing Questions
  Closing Questions That Get Results
  Closing the Sale

  Discover
  "Selling is just a conversation with a purpose"
  Colly Graham
  salesxcellence

  Resources

In this Lecture You will learn the meaning of Sales Terms

• Prospecting

• Prospect

• Ideal Customer Profile

• Lead

• Lead Qualification

• Qualified Lead

• Objection/Concerns

• Social Selling

• Value Proposition

• Closing

Selling Is Simple

Attitude In Selling Part One

Some men see things as they are and say “Why?” But I dream of things that never were; and  say,  “Why not?”
George Bernard Shaw

Having the right mindset in selling ensures sales success, have you the motivation and methods necessary to succeed in sales?

Attitude

Harnessing the Power of Mindset Part Two

What are  the characteristics of the successful salesperson?  Learn how your attitude, skills and knowledge form the habits you need to be successful in sales. Discover the power of goal setting in selling and take a quantum leap to sales success.

• Learn how our emotions are created by three forces

• The Success or Failure Sequence

• The Three FACTS that determine your success

• Discover Your Empowering beliefs or Limiting beliefs

• Managing Our Emotions

• What are Functional Fantasies

• “Begin with the end in mind” Stephen Covey

• Write down the goal you want to achieve

"If you plan on being anything less than you are capable of being, you will probably be unhappy all the days of your life."
                                                                                                                                                                                Abraham Maslow

Prospecting - Sales Strategy and Sales Process

"If you don't know where you are going any road will take you"

We need direction - a sales strategy to determine our path to sales success

For Sales Success

• A Sales Strategy
  A sales strategy is a plan, how to go about selling products and services
  

• A successful Sales Formula
  Learn a simple formula to be successful in sales
  

• Discover our Ideal Client
  What qualities does your ideal customer/clients have?
  Who should you focus on to sell to?
  

• A Sales Process
  Having a standardised sales process adds strategy, structure and accountability to your sales activities, leading to a higher success rate.

Prospecting Part 2 - Lead Generation and Appointment Making

Discover how to find prospects that you can sell to, learn how to get in the door:

• Using social media

• Build a relationship

• Lead Nurturing

• How to write an email that gets opened

• The key drivers in winning sales

• Business development prompter

• Creating a Worthwhile Conversation

• Opening the Call

• Nine Hidden Buyer Questions

• Creating Value Propositions

Knowing how to make sales appointments which get you in the door is one of the most crucial steps in the sales process

What are Objections

Objection is when a prospect presents a concern or tries to stall you regarding your offer.

• The Four Most Common Responses

• Learn the Three Fs

• How to Answer the Common Objections

• Getting Past the Gatekeeper

• The Decision Makers Assistant

• Voicemail

• Be Assertive

Learn how to build rapport, listen and earn trust

Discover why doctors are successful in understanding peoples' problems.

One of the most important skills in selling is to build rapport and empathise with your prospect.

Building trust - people buy from people they trust, we show you the qualities you need to build trust with your prospects.

And the skill of listening, learn how to talk less and listen more

How to Make a Sales Presentation

Discover why the sales pitch is dead and learn why you need to become a story teller

• Ditch the Pitch

• Learn how to pre-plan your presentation

• Be prepared

• Know where the solution lies

• Take your prospect on the Hero's Journey

• A Story in Three Acts

• How do the Movies Present a Story

• Using  Business Development Prompter

• Understand the Value Proposition

• Understand the Benefits of Your Solution

• Understand the Features - Advantage - Benefits of your Product or Service

• Discover How Value lies in the Benefits

• Learn How to Present the Benefits
  
  

Answering Concerns and Objections

How do you answer customer concerns - learn how to effective address your customer's concerns

Be prepared for objections and discover the armoury of answers for concerns and objections

Closing the Sale

Alex Baldwin in Glenn Garry Glen Ross says ABC always be closing, is this correct?

Find out in this segment.

Closing sales is about getting commitment - learn how to get commitment