Eight Keys to Sales Success

Learn how to delight your customers with effective sales skills that really work today
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153 students enrolled
Instructed by Mike McCormac Business / Sales
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  • Lectures 40
  • Length 10.5 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 8/2013 English

Course Description

Sick of calling customers but not getting through? Making sales calls and being told no? Customers trying to drive the price right down? Or prospects putting off making a decision? And then never getting back to you?

Sales has changed

Sadly that’s the day-to-day reality for the majority of salespeople today. Why is it? Simple – they’re using sales techniques that used to work, but just don’t get results any longer. Without realising the world has changed, they have accidentally become sales dinosaurs.

Customers have become both more knowledgeable and more demanding. Today’s buyers are savvy, hard-nosed people who know exactly what they want and negotiate hard to get the best possible deal. Or alternatively, they’re super-cautious about taking any sort of risk in today’s world.

Eight secrets of a new approach that works today

It doesn’t have to be that way. When you update your sales skills to deal with today’s realities, the results can be very different.

That demands a whole new sales approach to get prospects to want to listen, to talk openly about their needs, and to agree to a sensible, profitable deal. These eight secrets will enable you to achieve exactly that.

Easy to follow and learn

This course uses short, easy-to-follow videos that teach the very latest sales principles to help you succeed with today's customers.

The material is broken down into eight sales success secrets that really will help you sell more today. Each secret is explained with clear examples to help you put the new knowledge into action immediately.

You’ll learn how to:
  • Have the right mindset and intent to help customers buy
  • Build trust with your customers as you become their ‘go-to-expert’
  • Help your customers see why they need your solution now
  • Make more sales without using the pushy, aggressive tactics that everybody hates

Don't be a sales dinosaur wondering why customers don't buy from you any more. Learn new principles and skills that really work today and go out and help your customers succeed as they buy from you.

Feedback
  • "It was the best training that I’ve ever had for sales”
  • “Value vs price argument gave me something to work on”
  • “I had the chance to recognise what I was doing wrong so far and which points I should stress more in my sales strategy”
  • "The material was absolutely relevant and examples used were memorable”
  • “Very useful in gaining a structured approach to business development. Informative and enjoyable”
  • “Everything was so clear, elaborated and easy to understand”

What are the requirements?

  • None

What am I going to get from this course?

  • This course will show you how to develop sales skills that work today. You will learn how to:
  • Recognise the difference between old style sales skills and new style sales skills – and why the new style works
  • Know why your intent is critical to your sales success
  • Know what customers want, and how to be the sales professional they choose to work with
  • Identify and define your ideal customers and the strengths of what you sell
  • Demonstrate ‘expert’ status to your customers to become their go-to resource
  • Recognise the link between a customer’s problems and the value in your solution
  • Use a simple framework to start new customer relationships
  • Diagnose a customer’s problems and their impacts
  • Use active listening techniques to build trust and understanding
  • Demonstrate the link between the cost of the solution, the value it creates and its return on investment
  • Apply objective tests to qualify sales opportunities to know where best to spend your time
  • Create and deliver compelling presentations of your solutions
  • Create compelling sales proposals for your solutions
  • Use simple but effective ways to gain the customer’s agreement to go ahead
  • Use powerful negotiation techniques to get the best deal for the customer and you

What is the target audience?

  • Anybody in sales who wants to sell more
  • People who are new to sales or find themselves in roles where they need to sell effectively and need a simple framework to succeed

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Introduction
04:08

Find out about the course objectives and what you will learn in Eight Sales Success Secrets That Really Work Today!

15 pages

Find out about the course objectives and what you will learn in Eight Sales Success Secrets That Really Work Today!

Section 2: Secret 1 - Mindset and Intent
07:01

Get your head in the right place. In a crowded market where everybody’s shouting, how do you stand out from the crowd of salespeople? How do you have prospects that not only listen, but actively want to talk with you? Learn how and why sales has changed and what you need to do to be different and effective.

15 pages

Get your head in the right place. In a crowded market where everybody’s shouting, how do you stand out from the crowd of salespeople? How do you have prospects that not only listen, but actively want to talk with you? Learn how and why sales has changed and what you need to do to be different and effective.

1 question

Customers today are very different to customers just five years ago. Why is that?

07:39

This will surprise you. The biggest differentiator in a competitive sale is YOU - more than your solution or even its price,

But that's only true when you become the salesperson your customer wants. Learn about the six things you need to do to delight your customers.

15 pages

This will surprise you. The biggest differentiator in a competitive sale is YOU - more than your solution or even its price,

But that's only true when you become the salesperson your customer wants. Learn about the six things you need to do to delight your customers.

How do customers choose between competing offers?
1 question
06:44

Your intent in sales is everything. Forget old fashioned manipulative sales techniques - they just don't work. Instead focus on what you can do to help your customer - to the exclusion of everything else

12 pages

Your intent in sales is everything. Forget old fashioned manipulative sales techniques - they just don't work. Instead focus on what you can do to help your customer - to the exclusion of everything else

1 question

When you are in discussion with a customer, what is your intent for the outcome of the discussion?

Section 3: Secret 2 - Knowledge
09:42

Forget products and services. Think how you help your customers. What problems do you solve for them? What benefits do you create for them? Learn why value is specific to the customer you are talking with.

23 pages

Forget products and services. Think how you help your customers. What problems do you solve for them? What benefits do you create for them? Learn why value is specific to the customer you are talking with.

1 question

Quiz Description

1 question

What are the three elements of a great elevator pitch, and in what order?

06:50

Customers gained their power advantage by using Google. Learn how you can get back to being equal by using it too.

23 pages

Customers gained their power advantage by using Google. Learn how you can get back to being equal by using it too.

Section 4: Secret 3 - Rapport
06:50

Learn how to become the customer's Go-to-Expert, and why being seen that way will radically change your sales success.

17 pages

Learn how to become the customer's Go-to-Expert, and why being seen that way will radically change your sales success.

1 question

What professional should you adopt as your role model when in discussion with customers?

05:24

It's a proven fact customers are three times more likely to make a purchase to solve a problem rather than gain a benefit. Learn how to join a customer's problems to the problem's impacts, how that creates value for the customer, how that relates to the price of your solution and how to demonstrate what a great investment your solution is.

15 pages

It's a proven fact customers are three times more likely to make a purchase to solve a problem rather than gain a benefit. Learn how to join a customer's problems to the problem's impacts, how that creates value for the customer, how that relates to the price of your solution and how to demonstrate what a great investment your solution is.

1 question

What factor defines the value of your solution to the customer?

03:31

It's that critical make-or-break first discussion with a new customer. Learn what to say to earn respect and get the new relationship off to a great start.

12 pages

It's that critical make-or-break first discussion with a new customer. Learn what to say to earn respect and get the new relationship off to a great start.

Section 5: Secret 4 - Ask Questions
18:29

Questions are a powerful way of positioning you as the customer's Go-to-Expert who really cares they get the right solution. Learn how to use a simple questioning framework to gather all the information you need to be able to really help your customers succeed.

31 pages

Questions are a powerful way of positioning you as the customer's Go-to-Expert who really cares they get the right solution. Learn how to use a simple questioning framework to gather all the information you need to be able to really help your customers succeed.

04:22

This section of the course covers a specific form of questions - those that lead to understanding the customers buying process so that you can match it with your selling process, often in the form of an Evaluation Plan.

10 pages

This section of the course covers a specific form of questions - those that lead to understanding the customers buying process so that you can match it with your selling process, often in the form of an Evaluation Plan.

Section 6: Secret 5 - Listen
06:20

Listening is one of the greatest sales skills. Learn how by actively listening, your customer has a great discussion with you, why you must never prescribe a solution until you know everything about a customer's situation and the need to check understanding frequently.

14 pages

Listening is one of the greatest sales skills. Learn how by actively listening, your customer has a great discussion with you, why you must never prescribe a solution until you know everything about a customer's situation and the need to check understanding frequently.

Section 7: Secret 6 - Value
10:04

What unique value does your solution offer the prospect? Everybody’s worried about price. Or they want to put it off to next month. Or they just don’t want to take any risks. This is all about killer tactics to get past price and delaying tactics.

22 pages

What unique value does your solution offer the prospect? Everybody’s worried about price. Or they want to put it off to next month. Or they just don’t want to take any risks. This is all about killer tactics to get past price and delaying tactics.

Section 8: Secret 7 - Make Your Case
06:24

Sales qualification is a critical subject. It is too easy to let your 'happy ears' take over and waste a lot of time of a deal that's going nowhere. Learn to use the Qualification Spreadsheet to make sure you put all your efforts into the deals you can win.

You can download the spreadsheet mentioned in the video below under 'Downloadable Materials'.

15 pages

Sales qualification is a critical subject. It is too easy to let your 'happy ears' take over and waste a lot of time of a deal that's going nowhere. Learn to use the Qualification Spreadsheet to make sure you put all your efforts into the deals you can win.

Also you can download the Opportunity Qualification spreadsheet here!

06:54

Its quite amazing how little things can change the outcome of a sales negotiation. This part of the course is a bit more light hearted than the rest, but despite that, there’s a serious message behind it. We take a look at some of the words and the use of words you need to avoid, and why.

16 pages

Its quite amazing how little things can change the outcome of a sales negotiation. This part of the course is a bit more light hearted than the rest, but despite that, there’s a serious message behind it. We take a look at some of the words and the use of words you need to avoid, and why.

11:40

Every presentation is about persuading somebody to do something. This part of the course looks at how you structure your message, how you deliver it, and crucially what you do afterwards.

21 pages

Every presentation is about persuading somebody to do something. This part of the course looks at how you structure your message, how you deliver it, and crucially what you do afterwards.

22:00

The win rate of sales proposals is frighteningly low - and it doesn't have to be that way. This part of the course is a high level look at how you can make your sales proposal the winning sales proposal.

47 pages

The win rate of sales proposals is frighteningly low - and it doesn't have to be that way. This part of the course is a high level look at how you can make your sales proposal the winning sales proposal.

Section 9: Secret 8 - Get Commitment
16:21

All sales follow cycles. Listen to your customer carefully, and they will let you know when it is the right time to ask the final question to get their commitment to go ahead. Then all you have to do is ask for the customer's commitment, in the right way.

30 pages

All sales follow cycles. Listen to your customer carefully, and they will let you know when it is the right time to ask the final question to get their commitment to go ahead. Then all you have to do is ask for the customer's commitment, in the right way.

00:01

As well as a key sales skill, negotiation is a key business and life skill. This video teaches modern negotiating techniques that aim to 'make the pie bigger' to increase the value for both the customer and you.

Download - Negotiation slides
43 pages
Section 10: Summary
14:18

All the big takeaways of the course summarised for you in one, short sharp session! Now please go and use everything you have learned and start helping your customers buy from you!

46 pages

All the big takeaways of the course summarised for you in one, short sharp session! Now please go and use everything you have learned and start helping your customers buy from you!

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Instructor Biography

Mike McCormac, Sales and business success guru

Mike McCormac is a recognised international expert in business growth and sales success.

Mike teaches a variety of business and sales topics in business schools and colleges internationally and has an MBA.  His professional career spans several high-profile successful roles in sales, marketing and business leadership. 

Mike has worked for some of the world’s largest corporations and won contracts up to one billion Euros in value.  He has also worked with many small and medium sized businesses to create, train and implement effective business strategy, sales processes and sales skills to drive growth and success. 

Mike’s popular blog www.salessuccessandmore.com features lots of short, pragmatic articles with a business and sales focus. 

Mike is a serial entrepreneur himself, and has a very successful consulting business and a number of successful online businesses.  Mike lives in Cyprus and works with companies internationally.

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