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How to be Effective at Selling

Learn how to sell by understanding the buyers perspective.
4.6 (7 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.
790 students enrolled
Created by Robert Silva
Last updated 10/2015
English
$19 $20 5% off
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • 4 mins on-demand audio
  • 2 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
Be able to develop trust in your relationships, earn a sustainable mindshare by linking valued information to your customer’s business.
Know how to go about doing a needs assessment. (A valuable item when you are selling or advising anyone.)
Solve the challenge of finding win-win solutions.
Use the four-step approach to build long-term relationships with your clients, network or business dealings.
Lord Kelvin said, “I often say that when you can measure what you are speaking about, and express it in numbers, you know something about it.” Sales is about number. I just would add to what Lord Kelvin said that what gets measured gets done. Therefore, ultimately, the focus of this course is to help participants to improve their sales and profit position.
View Curriculum
Requirements
  • No prerequisite
  • Pen, paper, and an open mind.
Description

This course will consist of the five key areas that are essential for anyone to move from selling to becoming a business consultant:

  1. Core competencies to build rapport How to establish credibility is essential in any business. Kouzes and Posner researched why leaders gain and lose credibility. We will see the four building blocks of credibility that is essential for building trust – be it with customers or your team. In a nutshell, we will see how to be sincere, show competence, inspire others and develop empathy.
  2. Core competencies to explore clients´ needs We will learn how to identify the "gap" between the current situation and the desired results. This process is vital not only for a salesperson, but also for any consultant. Needs assessment analysis is a key step in determining what the client has and what he expects.
  3. Core competencies for advocating solutions In this step, participants will learn how to advocate, present and close the deal. Our purpose in this module is to recommend products or services that meet a compelling need of our client. Any time you are unable to meet a real need of your prospect, you run the risk of handing him a blank check.
  4. Core competencies in dealing with objections We will understand what an objection is and why customers ended up making objections. We will understand if the objection is valid or invalid and we will see how to address any objection.
  5. Core competencies for doing what needs to be done Many companies lose clients at this stage. They ignore the client after they close the deal. Giving support to clients´ buying decision is the pillar of long-term relationship. You just don´t want to sell once and never again. Thus, we will understand that the client is eager to know four things, namely:
    • How can I be sure you will do what you promised me?
    • How do I know your product or service will do for me what you say they will do?
    • How do I know your company is the best company for me? And
    • How do I know your solution will continue to be the best one down the road given the rapid pace of change in the market?
Who is the target audience?
  • Anyone looking for a sales job
  • Anyone with a sales job.
  • Anyone who is opening their own business.
  • Anyone looking to expand their position within their business.
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Curriculum For This Course
Expand All 66 Lectures Collapse All 66 Lectures 01:11:55
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Introduction
5 Lectures 05:28

Learn more about your Instructor, Robert Silva.

Preview 01:12

Because you are not the only one who has similar products and services. Effective selling is having clients prefer buying from you rather than from the competition.

Preview 01:20

Finding out your capacity to sell.

Questionnaire
2 pages

Debriefing of Questionnaire: "Find Your Capacity to Sell"
00:59

Exceptional salesperson has a win-win focus.

Exceptional Salesperson
01:57
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Core Competencies to Build Rapport
7 Lectures 11:36

Building rapport with your client means to build trust, to make him feel that you understand him, to have a strong common bond.

Preview 02:26

The cycle of suspicious still, to suspicious until, to trust until, to trust still.

Preview 01:40

Being sincere is being who you are. Not a façade. Being congruent, not pretending. "Tell like it is"

The 1st Principles of Trust - Sincerity
01:08

Listen attentively to what the client is saying. Anticipate problems. Convert issues in questions. Prepare answers. Approach client with a win-win spirit.

The 2nd Principles of Trust - Empathy
01:15

If you have a track record, so much the better. If you don't prepare yourself really well and have someone from the community whom they respect to present you.

The 3rd Principles of Trust - Competence
00:57

Be a true embodiment of courage and fortitude in the face of opposition, criticism, and judgement. Show guts, strength, perseverance and commitment.

The 4th Principles of Trust - Transformational
03:03

Anyone who can be transformational, sincere, sensitive enough to demonstrate empathy and competence, has all the basic ingredients to build rapport successfully.

Conclusion – Trust is the Cornerstone
01:07
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Core Competencies to Explore Clients´ Needs
17 Lectures 18:56

Learn how to explore client's needs to avoid the challenge of having a good quality product, competitive price, but the client says, "Sorry, not interested!"

Preview 01:16

A problem is anything that bothers, takes your time, your energy, and costs money. Need is a psychological feeling that something is missing. You have to have. It's a must- a necessity.

Preview 02:25

Explore difference of what the person has now and what he/she wants in the future.

Preview 00:56

The purpose is to gather data.

Asking Questions: Facts
01:56

The purpose is to evaluate the client's perceptions about the challenges they are facing.

Asking Questions: Feelings
00:41

The purpose of this type of question is to understand the consequence of implementing the solution, or the consequence of not doing anything or even implementing it poorly.

Asking Questions: Impact
00:50

The purpose of this type of question is to help your clients to see value in your solution.

Asking Questions: Value Adding
01:10

The purpose of this type of question is to help you detect inconsistencies and determine what needs to be further explained.

Asking Questions: Clarifying Questions
00:50

The purpose of this type of question is to find out what's wrong and avoid mistakes.

Asking Questions: Logical Questions
00:41

The purpose of this type of question is to determine if the client will put his money where his mouth is.

Asking Questions: Priority Check Questions
00:54

The purpose of this type of question is to explore and discover what has not been revieled.

Asking Questions: Open-Ended Questions
00:52

This type of question is to verify what the ideal situation might be if there were no barriers.

Asking Questions: Hypothetical Questions
00:54

Catch all questions is a type of question you ask to find out if you missed something during the conversation.

Asking Questions: Catch-All Type of Question
00:31

This type of question is to get from an unproductive conversation to a productive one.

Asking Questions: Questions to Redirect
00:54

We tend to hear mostly what we want to hear, not what the other person is trying to tell us.

You Need to Learn How to Listen
02:08

To be able to notice the verbal and nonverbal cues that the client gives us because, they are a basis for detecting problems.

Observing Signs
01:18

Your goal is to understand all the needs and problems and avoid giving solutions at this stage.

Conclusion Section 3
00:40
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Core Competencies for Advocating Solutions
13 Lectures 13:06

To recommend a solution that fits like a glove!

Preview 00:49

Features are anything you can touch, feel, change- the characteristics of the product or service.

Advantages are the intrinsic value behind the product or service.

Benefits are the WIFM ( What's in it for me?)

Preview 02:09

Interactive activity where you will list your product features, advantages, and benefits shown in the next three videos.

Exercise Positioning: "Crazy Inventions"
00:52

Crazy Inventions – "Shirt Folder" Pitch
01:17

Crazy Inventions – "Shirt Folder" Video Demo
01:16

Crazy inventions – "Shirt Folder" Debriefing
00:40

List all features, product advantages, and benefits.

Crazy Inventions – "Sink Positive" Pitch
01:06

Crazy Inventions – "Sink Positive" Video Demo
01:43

Crazy Inventions – "Sink Positive" Debriefing
00:36

List all features, product advantages, and benefits.

Crazy Inventions – "Walking Table" Pitch
01:08

Crazy Inventions – "Walking Table" Video Demo
00:09

Crazy inventions – "Walking Table" Debriefing
00:38

Laziness to prepare yourself for the sale could end up costing the sale. If you want to get your message across, you must work hard in translating features into benefits for your client. Customers buy for their own reasons, not ours.

Conclusion Section 4
00:43
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Core Competencies for Dealing With Objections
16 Lectures 12:05

Learn that what matters is not to win, overcome or crush every single objection; rather, that the goal is to make the sale. Once you overcame an objection, close the deal!

Preview 00:34

Learn to clarify what your client did not understand about what your product does.

Preview 00:40

If there is skepticism that means he/she is not convinced. So you need to gain trust and show some evidence that the product does what you say it does.

Type of Objection – (Skepticism)
00:38

Find a contingent solution for the obstacle of excuses, which can be a lie or a strategy.

Type of Objection – (Excuse)
00:59

Your client provides a valid argument, in which you need to show your differential to overcome the objection.

Type of Objection – (True Objection)
00:50

Analyzing of objections. Questioning what could have triggered objections. What questions can be asked to overcome objections.

Handling 9 ≠ Objections – (Positioning of Exercise)
00:40

Objection 1
00:46

Objection 2
00:39

Objection 3
01:07

Objection 4
01:02

Objection 5
00:38

Objection 6
00:39

Objection 7
00:47

Objection 8
00:36

Objection 9
00:55

If your client does not want to close the deal, remember he is simply saying, " I'm not convinced yet.". Basically, an objection is a concern that has not been addressed appropriately.

Conclusion Section 5
00:35
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Core Competencies for Doing What Needs to be Done
8 Lectures 05:44

Be able to recognize when customers are dissatisfied. Differentiate yourself from competitors by increasing the level of customer satisfaction so as to have a customer for life!

Preview 00:42

Many issues, the main one being bad service!

Preview 01:13

Congratulate your client for the purchase.

1st Golden Rule
00:49

Implement the solution.

2nd Golden Rule
00:34

Solve their problems.

3rd Golden Rule
00:59

Maintain rapport!

4th Golden Rule
00:40

Download the Golden Rules Resource Sheet
3 pages

As Jim Rohn said, " Your life does not get better by chance, it gets better by change."

Conclusion Section 6
00:47
About the Instructor
4.5 Average rating
14 Reviews
2,721 Students
4 Courses
United Nations Master Trainer of Entrepreneurship

Robert Silva was born in Brazil. He is the son of Spaniards immigrants who left Malaga to come to Brazil. He graduated as Chemical Technician and went to pursue his Chemical Engineering degree in the States. He graduated as a Chemical Engineer from Iowa State University and went to work in Germany for Dow Chemical GmbH.

Roberto returned to the States to pursue his MBA degree with emphasis in finance. To support himself he taught diffential calculus. After his MBA, he returned to Brazil and worked for Du Pont for 8 years. He took on several assignment -- one of the them working as the Plant Area Manager for the Du Pont Titanium Plant in Antioch, California.

For the past 12 years, Roberto has worked for United Nations Conference on Trade and Development delivering workshops on entrepreneurship.

Founder of Brasil Portrait, acquired by BACE Healthcare, a Hartman Group company.

Specialties: Negotiator, salesperson, Master trainer, chemical engineer, Strategic Planning

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