Selling Smarter: A Complete Guide for Sales Professional

Become a Confident Salesperson by Mastering the 80/20 Rule, Lead Follow-Up, and Daily Prospecting

Created byDina Jumabayeva

Last updated 4/2025

English

English [Auto],

What you'll learn

Understand the modern sales approach and how helping others achieve their goals can lead to personal and professional success.
Set and pursue sales goals using effective goal-setting techniques that enhance motivation and results.
Apply different sales techniques depending on the situation and the type of customer.
Utilize a prospect board to track potential leads and improve follow-up strategies.
Identify target markets and ideal customers using the 80/20 rule to focus on high-value prospects.

Course content

1 section • 15 lectures • 54m total length

Introduction to the Course1:49
Learn to identify customer needs and persuade with honesty and competence, using daily prospecting, networking, and the 80/20 rule to target markets and handle objections.
Essential Selling Skills6:06
Develop essential selling skills, including rapport, observation, interrogation, presentation, negotiation, and strategic planning, while cultivating optimism, professionalism, and strong self-talk to boost sales performance.
What is Selling3:24
Explore what selling is by examining how positive self-talk shapes attitudes and emotions, helping you stay in charge of yourself at every stage of the sale.
Features and Benefits1:23
Learn to cut through information overload by leveraging credibility and product knowledge to define features, advantages, and benefits that meet customers’ needs.
Setting SMART Goals2:56
Set goals using the smart framework: specific, measurable, attainable, realistic, and timely, and write them down to stay positive and personal for sales professionals.
Time Management Tips3:07
Master time management by applying proven techniques, like daily prioritization and routine review, and leveraging automation tools to cut admin tasks and boost sales performance.
Types of Selling4:11
Learn upselling, cross-selling, and value added selling, and apply planning, implementation, and follow-up phases to align buyer value with profitable offerings.
Targeting Your Market4:11
Master upselling, cross-selling, and value added selling to meet buyer needs and increase profit. Explore the three selling phases: planning, implementation, and follow-up to tailor value for buyers.
The Prospect Board4:57
Track the four-part sales cycle—perception, research, evaluation, decision—with the prospect board mounted on the wall, a date-driven tool that ranks prospects using o, f a and 25%, 50%, 90% columns.
Networking6:43
Master networking as a practical skill to build relationships and generate referrals. Learn to engage, qualify groups, and follow up effectively at events.
The Art of Conversation5:01
Explore the four levels of conversation from eye contact and small talk to sharing facts, viewpoints, and personal feelings, with practical exercises to boost comfort and professional communication.
Regaining Lost Accounts2:06
Regain inactive or lost clients by contacting them, apologizing sincerely, and resolving issues to reestablish the relationship, since 4% complain and 70–95% return when resolved quickly.
Cold Calling5:26
Learn to make cold calls the primary prospecting method, using a six-call-per-day routine, prepared openings, and scripts to overcome reluctance, handle gatekeepers, and leverage warm-up strategies and referrals.
The 80 20 Rule1:31
Apply the Pareto principle by focusing your time on the top 20% of activities that deliver 80% of your results, and continuously prioritize those tasks to boost sales performance.
It's Not Just Numbers Game1:56
Selling smarter means focusing on the human element, building relationships, and respecting the prospect’s time, because people buy from those they like, not just numbers.

Requirements

A basic interest in sales, networking, or customer service
A willingness to engage in real-world activities like networking or cold calling
Access to tools for note-taking, goal tracking, and managing leads (digital or physical)

Description

Master the Art of Sales: Build Relationships, Persuade with Purpose & Close with Confidence

Sales is more than just a business function — it's the heartbeat of every successful brand. At its core, sales is about building meaningful relationships, persuading with integrity, and creating win-win solutions for both you and your clients. This course is your step-by-step guide to becoming a confident, strategic, and skilled salesperson in today’s fast-paced world.

You’ll discover how to apply the 80/20 rule to focus your efforts where they matter most, build a powerful network, and never miss an opportunity to prospect — whether it’s through cold calls, follow-ups, or relationship-building.

By the end of this course, you’ll be able to:

Understand a powerful paradox: when you help others get what they want, you naturally get more of what you want.
Set clear, focused goals and develop action-driven strategies to reach them.
Confidently present the competitive strengths of your product or service while proactively handling objections.
Tailor your sales techniques to different situations using various styles of selling.
Use a prospect board to visually track and manage your leads.
Identify your ideal target market and hone in on the most profitable clients using the 80/20 principle.
Build and practice networking skills that open doors and spark opportunities.

Whether you're brand new to sales or looking to sharpen your skills, this course will give you the confidence and tools to thrive.
Ready to elevate your sales game? Let’s get started.

Who this course is for:

Aspiring sales professionals who want to build a strong foundation in modern sales techniques.
Entrepreneurs and small business owners looking to improve their ability to attract and retain customers.
e transitioning into a sales role or seeking to sharpen their networking and goal-setting skills.