Fundamentals of Personal Selling for Beginner Salespeople
4.3 (15 ratings)
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Fundamentals of Personal Selling for Beginner Salespeople

A Super Simple Sales Process that Anyone Can Follow - First Year Sales Success Made Easy
4.3 (15 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
1,515 students enrolled
Created by Matt Miller
Last updated 5/2017
English
Price: Free
Includes:
  • 1.5 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Confidently speak with a new prospect for the first time
  • Slow the process of selling down to allow the prospect to digest information
  • Learn what prospects wants and needs are and how your product can meet them
  • Steer the process - gently - towards the end: signing-up your customer
  • Overcome objections
  • Obtain referrals
  • Build a customer-base for the long-term
  • The relationship of Marketing to Sales and why it is essential to know this
View Curriculum
Requirements
  • No prior knowledge is assumed
  • Students don't need to have any prior experience in personal selling
  • An open mind and a willingness to learn
Description

Are you thinking of getting into sales? Perhaps you have just started and you would like some guidance on sales and what it is all about? Or, maybe you are coming back to sales after a very long time away and you need a refresher?

If this sounds like the situation you face, you may find this course, Fundamentals of Personal Selling, to be just what you need to help you establish yourself as the next Super Seller in your sales role. 

You will discover:

  • What Personal Selling is and why companies have sales departments;
  • Where the Sales Department sits in relation to other essential parts of the company;
  • What is marketing and why you need to know about it;
  • The 4 p's of the Marketing Mix;
  • The 7 p's of the Services Marketing Mix;
  • What is promotion and the promotions mix;
  • Where Personal Selling fits into all of this and why it is important to know;
  • The Sales Process - from start to finish;
  • The 'business-within-a-business' concept that you can use to help propel yourself to sales superstar;
  • Steps you can take to build a lifetime business.
  • Along the way you will learn ideas and tips that you can use immediately in your work and put into practice.

The hardest thing for a new salesperson is being left to sink or swim without any training or guidance. Or, you get the three-part sales induction: "Here is your desk. Here is your phone book, and there is the phone!!" From this you are to make magic happen...or pray you won't be fired!

It is FAR from good enough today. Consumers are so highly educated they can run rings around salespeople who have had sloppy-seconds training. You don't want to know less than your customers!

You want to be THE expert!!

It has always been true in sales, that the salespeople who train themselves the most by listening to audio training, reading professionally on sales, and attending seminars and courses, achieve the best results.

Don't leave your sales training to someone who doesn't care if you fail or succeed. That's NEVER going to be good enough!!

Keep investing in yourself. Take this course and be surprised at how differently you will approach selling. Even small differences in things such as technique can lead to huge gains as tiny changes cascade through your entire sales career. Take the course and I'll see you in the first lecture.

**NOTE: This course is not suitable for expert level salespeople. If you have 5-10 years experience in personal selling you probably have the basics covered anyway. Take an advanced class instead and push yourself harder!**

Who is the target audience?
  • This course is for the beginner who has no experience
  • Also great as a refresher for those returning to selling
  • This is not for a seasoned expert
Students Who Viewed This Course Also Viewed
Curriculum For This Course
17 Lectures
01:39:03
+
Introduction
3 Lectures 20:13

You don't have to start your selling career 'flying blind' with no strategy to make important early sales to see your career achieve lift-off. You can learn a simple and easy-to-use process you can take-away today and start using. 

Introduction
01:20

What is selling and why is it so important. If you know your 'why's' your 'how's' follow almost naturally. 

Why is sales so important?
05:09

One of the big problems is knowing where personal selling sits within the structure of the organization you work for, and also, importantly, the Sales Department's relationship to the Marketing Department and the business's wider marketing efforts. Tapping into your company's unified message is very important. Prospects can tell when a business does not have unity of purpose. Marketing messages must be the same company wide - including in high-contact areas such as personal selling.

Where does Personal Selling sit within the organization?
13:44

True or false

Introduction
1 question
+
Understanding Marketing for Salespeople
3 Lectures 39:06

In this lecture we dive deeper into Marketing and we uncover why there is an important relationship between sales and marketing. We pick apart in greater depth the 4 P's of the Marketing Mix. We will introduce the concept of the 7 P's of the Marketing Mix; the extra P's coming in handy for most businesses since around 80% of the economy is in 'services' now rather than 'goods'. We will talk about Promotions and the Promotions Mix. By the end of the lecture you will clearly understand the relationship of sales to marketing. This will serve you well in your sales career, helping you to find important information so you are well armed to win at selling.

Explaining the Marketing Mix for Salespeople
19:08

In the previous lecture we dived deep into learning about the Marketing Mix. As we did so we discovered that Promotion is an essential element of both the 4 P's and 7 P's version of the Marketing Mix

In this lecture we are going to narrow our focus down to examining the Promotions Mix. This includes those elements of a business's marketing program that deals with promoting the organization's products, message or ideas to a target audience; usually their target market.

We are looking at the Promotions Mix for a specific reason: Sales has its home within the Promotions Mix. That's us! We are part of the marketing team. Keeping ourselves aware of everything the business is doing with its marketing is a must if we are going to excel as salespeople.

Within many businesses the marketing department are at loggerheads with the sales department. By the end of this lecture, however, you will understand why this is pointless. We are on the same team!

Understanding the Promotions Mix for Salespeople
14:22

Businesses spend billions of dollars every year trying to acquire prospects. This sets the baseline Acquisition Cost per lead. Knowing a little about what it takes to entice people to inquire about something your business offers will leave you compelled to make the most from every lead. 'Treat every lead like gold' is a maxim that has never been more important than it is today!

Gaining New Prospects - How do businesses do it?
05:36

This will sharpen your basic understanding of marketing

Marketing for Salespeople
1 question
+
Dealing with prospects - The Sales Process
5 Lectures 25:01

It is the most vital part of the entire sales process. Ensuring you get the first meeting right can set the scene for the rest of your time with your prospect. To give yourself the best chance possible of turning your prospect into a customer make sure you take notes on this lecture.

Each meeting has different outcomes that you will be targeting, which will determine how the rest of the sales process flows. Therefore, in this lecture, we will cover how to approach dealing with each type of 'first meeting'.

A good 'meet and greet' perfectly establishes the groundwork for the next part of the process. Finally, this lecture will cover how to edge your prospect closer to the next stage of the sales process. 


Introduction to your prospect - Meet and greet
01:55

What have your prospects come to you for? 

This is the most important question to ask yourself as it will drive the questions you will want to ask your prospect. From this question a ton of further questions will spring to mind; questions that you and the prospect will both need to settle before moving on.

They are not all-encompassing, nor are they the last word in qualifying questions to ask your prospects. Every sales situation is different. However, the sooner you start to think about and plan what you need to know from your prospects, the sooner you will start to see your sales process sail smoothly from one step to the next.

Qualify your prospect - what are they specifically wanting?
04:12

After correctly qualifying your prospect you will now be able to tailor a presentation/demonstration to their needs. This is where you deliver your sales pitch, persuading your prospect that your company's product is the best one to choose to solve their problem.

Demonstrating/Presenting/Pitching - Now You Are On-Stage
06:58

Flowing almost seamlessly from your demonstration/presentation/sales pitch, your trial close will aim to secure agreements to small commitments, leading ultimately to the big agreement you're working toward in the next step in the sales process.

Trial-Closing - Small Agreements leading to the 'Big One'
03:59

You have worked hard!

You have most-probably spent hours with your prospect. You have answered every question they have asked. You have overcome all of their objections. You have now earned the right to ask them for their business.

So get on with it and do it already!

Ask and you will receive.

Closing the Sale
07:57

True or False.

Opening the Sale
1 question
+
Building Long-term Relationships - Repeats, Referrals and Network Building
3 Lectures 09:05

The sales doesn't end the relationship. In fact, it is just the start of what you should hope will be a long and fruitful relationship.

Deliver Great After-Sales Service
03:17

Learn how to approach the task of gaining repeat and referral business. If you can excel at this your career will really take-off!!!

If you put the hard work into building awesome relationships you will 10X your results, satisfaction and your income.

How to Gain Repeat and Referral Business
03:09

Building a Network
02:39
+
Tips for enhancing your success over your career
3 Lectures 05:38
Learn, learn and learn some more!
01:53

Fit for life. Fit for selling
02:47

#Bonus Lecture - Wrapping it all up
00:58
About the Instructor
Matt Miller
4.3 Average rating
15 Reviews
1,515 Students
1 Course
The future belongs to learners

Hi there,

It's great to be part of such a transformational community!

Udemy presents us with a huge opportunity to learn things quickly and inexpensively, in a way that is highly engaging and convenient. From anywhere in the world, at any time, whether on an iPad, iPhone, Andriod device or a PC or Mac, it is possible to log-on and do some training in a highly relevant skill that we can implement immediately and see results.

Since I have been using Udemy I have learned skills that I have been able to use and practice immediately. And if I ever need to brush-up on a skill to make sure I’ve ‘got it’ I can simply run the course videos again to reinforce my knowledge. It’s that easy!

Thanks to Udemy and several of the courses I have taken I now know how to write and publish books and have several eBooks published on essential business skills like using social media and how to be more effective in personal selling.

Over many months, and after much prodding from people around me who urged me to use some of the teaching skills I learned in a post-graduate education course, I decided to give back to the community I gained new skills from and develop courses based on what I have learned in over 12 years of professional selling, customer service, business development, and in education and training.

I have more recently also studied a Masters in Theology and hope to help people unpack what the Bible, faith, and prayer can do for people in their own lives – no matter where they may be at in their life’s journey.

Above all I hope to give back. I hope people take something away from these courses and see amazing things happen in their own lives!

I learned the hard way in much of my sales career, yet I also had a few great mentors that shared their wisdom and insights. I learned so much from them I was able to triple my productivity within only a few short months. Ever since, I have sought out new knowledge, read thousands of books, journals, magazines, and listened to some of the best audio training available. 

And of course, I have accessed thousands of hours of the best video training on subjects spanning sales, marketing, web development, online marketing, information technology, teaching & training, just to name a few.

Now I have the chance to give back!

A wise man once said, “Tomorrow is for the learners!” Those who strive to be better, do better, and to do it quicker! So much of what we have today we owe to those who kept on learning, solving some of man’s biggest problems along the way.

You may not want to solve mankind’s most pressing problems, but if you only learned one thing; one technique, one tactic, one idea, and it made you more money or created an easier life for yourself and your family, wouldn’t you say it was worth it?

Keep learning because the future is yours!