A big "Thank You" to my students for all of the 5* reviews. I have your interests at heart, and I wlll continue to improve the course based on your suggestions.
Last updated 1/23/2016: Revising name on 1/23/2016 to include job seeking skills. When you think about it getting a job is a business-to-business sales skill. Stay tuned for additional lectures.
Added a new Bonus Responses section and responded to a review by Fred Darley about the value of cold calling. I plan to use this section to respond to students thoughts when they bring up a topic that I feel will interest all students.
The name of the course has been changed as I decided to incorporate it in a series of courses that focus on telemarketing as well as in-personselling in 2016. I'm taking a modular approach that my students tell me they prefer. Also, I'm upgrading the content. (The course image will be soon be improved to show the course's level.
It now includes a lecture that explains how to use the tools in the course to get referrals, and reference material and free goodies in the new Bonus Material section.
Coming soon: 90 second tutorial videos on sales techniques.
ABOUT THIS COURSE
Increase Sales to Prospects, Clients and Customers
DO YOU WANT MORE REFERRALS, MORE NEW SALES, MORE SALES PER CUSTOMER? You can do that by using the telemarketing and telesales techniques in this course to strengthen relationships with prospects and customers.
Let's take a couple of examples.
Example #1: You've been trying to convert a prospect to a customer, but are not having success. You try calling the prospect and talking to them about a poem that you recently read. You ask them if you can e-mail them the poem and get their opinion. They agree. You e-mail them the poem, and then call them back to discuss it.
The poem focuses their attention on the importance of communication. Your prospect spends five minutes explaining how important communication is to him. She then realizes that she want to buy from you and places an order.
More referrals and more sales to existing and new customers are not only possible, they are within easy reach when you use some of the simple techniques in this course to motivate prospects, customers and clients to want to buy from you.
Example #2: Try as you can, you are in a slump. It doesn't seem to matter what you do, Every phone call you make results in a customer or prospect putting off the decision to buy. You watch the video in Lesson 13 and then you send this e-mail to one of your customers: The email does not ask them to buy anything. Instead, it asks their opinion about a one-page document. Your customer is flattered because you have shared this personal item with them. When you call them to follow up on the e-mail, they enter into a personal discussion with you about your values. After a minute or two, the customer says, "Jerri, I don't need anything this week, but why don't you touch base with ..." She provides you with two referrals. You call the referrals and close a sale. You're out of your slump.
The techniques in this course are simple, and effective. They work because they empower you to establish and build rapport, something that is often difficult for inside (telesales) salespeople to do. The best part is that you can put them to use in one hour.
You have no risk. Click the "Take this Course" button now,and start to realize higher sales.
Discover how to get referrals by building stronger relationships with your clients.
This is the first of a series of sales tips that are excerpts from a forthcoming course on 90-second tips. It explains why it especially important when you are cold calling to not mention your company's name.
If you can help your prospects and clients to enjoy the happiness in their lives, they are likely to respond by showing you a measure of gratitude. Prospects and clients have bad days and good days. They want to have a sense of celebration in their lives. Use this lecture to help them celebrate the good times, and they will be appreciative and buy more from you. This presentation will make it easy to enter into a discussion with them.
When clients realize that you care about their desires, they often feel like reciprocating and buying from you--if you can provide what they need. This presentation helps you to show them that you care about their desires and needs.
The difference between success and failure is often the willingness to do take action. This course makes it easy for you to take constructive action. Take action immediately!
This lesson encourages students to introduce themselves in the course so that they can get assistance from the instructor and other students in areas such as:
Prospects, customers and clients enjoy relationships with salespeople who communicate well with them. Often, this can be the difference between making a single sale or a series of sales. Use this presentation to engage in conversations that reinforce your willingness to communicate well and appropriately.
Unfortunately, many people feel that salespeople are sleazy. Here's a way that you can help them to understand the artistry and beauty of selling as a profession. That will help you to close more sales.
As a student in this class, you are part of a community. The more you participate in that community, the more you will get out of this class. You've paid good, hard-earned, money to be a part of this class and the community. Take full advantage of that community. Ask questions. Get answers. Share your insights. Benefit from the insights of others. Try creating a discussion now, and see what happens.
I wrote a poem called The Wavy Line Theory.
It professes drawing a wavy line when you can't draw a perfectly straight one.
Sometimes this works. Other times, it doesn't. This presentation is an audio and video exploration of the theory.
Take a moment to do this activity with a current customer, and you're likely to get some referrals.
Salespeople: Discuss this poem and, most importantly, the picture with prospects to how they regard the importance of enthusiasm in their lives. You'll probably enjoy the discussion very much.
Sales managers: Consider dedicating part of a sales meeting to this poem, and the impact that enthusiasm has when a salesperson is speaking with prospects, customers, their families and people that they meet in everyday life.
One way to encourage customers to listen to what you have to say is to put yourself out there and ask them to see if they feel you are oppositional. This lecture shows a way to do that, with humor. You may be surprised at what you discover.
This short quiz helps you to pinpoint the advantages of using The Wavy Line Theory to get more referrals and close more sales.
Unfortunately, slumps are a fact of life for salespeople. All salespeople go through them. The trick is to get out of a slump as quickly as possible. One of the things that can get you out of a slump quickly is positive feedback (and orders) from clients. In this lecture we explore a way to solicit this feedback.
Regardless of how good of a salesperson you are, there will be times when you're a little down. This video from my course in meditation and constructive questions may be just the thing you need to rejuvenate. Enjoy.
Depending on the product or service that you sell, a slump can be not selling anything for a couple or hours, or many months. Slumps are not pleasant and it behooves you to get out of a slump as soon as possible. Better yet, prevent slumps.
This lecture is from my module on Self Interviews. It is awareness training, and the reason that I'm including it in this course is because there are many different challenges in this course. It's important that you accomplish them in as expeditious a manner as possible. This lecture drums home that point. Enjoy.
Most salespeople do well when they are thinking positively, rather than negatively. A spiral of negative thinking can come out of one word, one thought. This poem helps the reader to the recognize the value of a single phrase to make them feel more positive, and be more productive.
Salespeople: This poem is quick to read and may just change your focus. Sometimes, a change in focus is all you need to get back in the groove.
Also, this is a great poem to share with a prospect. Download it. Call a prospect, or a client whom you haven't spoke with in a while. Tell them that you think of them as a positive person. Ask them if you can send them a really short poem and get their reaction to it.
Sales Managers: You might want to use this as a topic during a sales meeting.
This lecture is from my course on meditation. I've included it here because constructive questions provide a different way to help you solve problems and counteract the destructive effects of negative thinking.
Negative thinking can truly frustrate salespeople. By asking some of these questions you may find that you can shift out of negative thinking quickly, and get back on track to beating quota. Enjoy!
Not everyone responds to the same music. While many people find that listening to Gregorian Chants in Lecture 13 is relaxing, some prefer rap. This is the same video as the one in Lecture 13, but with rap music instead. (It is one of many lectures in my meditation course in a section called Meditation with a Twist.) If this is your thing, enjoy!
This lecture is from my course on Meditation. I've included it because there are times when every salesperson gets down, and expressing gratitude is one way to provide for a quick pick-me-up. Enjoy.
It's been a pleasure having you in my course, and I hope to see you again. If you've finished this course, don't forget to get your certificate of completion, and stop by again. I'm going to be adding bonus content to it.
Answer these questions correctly and you'll sell more, and probably work less.
Hello Fred Darley,
Thank you for this 5* review:
An ideal course for the person type like me who is old school and skeptical of the value of telemarketing due to its potential to be abused in the marketplace. I am always open minded to learning new things and perspectives. Alan does a wonderful job illustrating that in the right light cold calling may just be ok.
Many salespeople find that cold calling can make a huge difference in their careers. It's one way that they build strong relationships with clients. These relationships can be the keystone for their careers. Unfortunately, there are many articles out there that make cold calling out to be onerous. Done properly, cold calling can be fun and profitable. In many ways, cold calling can be compared to blind dating. Many marriages have resulted from people going out on blind dates, even though blind dates often have a bad reputation.
I trust that you'll enjoy this critique.
As you can see from this page, my courses are diverse and have a four-star and five-star ratings.
For 2016 and 2017 I've decided to focus on:
(1) Creating a series of courses for sales and telephone sales. These are based on telling the truth in the most positive way; and
(2) Creating a series of courses that empower adults (and children) to write children's books. Many of the skills that you glean will transfer over to other fiction, and some non-fiction writing.
I create courses where I actually write a children's book, explain how I've written it, and then walk you through the steps of writing your own book.
I have purposely made these courses short and I write one book per course. You can peek over my shoulder and see how I do it. Then, you are challenged to write your own book.
If you want to write a book, this is the course for you. And, all of my courses (writing and otherwise) have a better-than-money-back guarantee. I'll answer any questions you have, usually within 2 business days. (This is a big deal. If you were to write to my publisher, it would take me about a month to get your inquiry.)
The courses are appropriate for anyone over age 18 and children of all ages. A helper is required for children under age 13. Helpers typically are a:
* Older sibling
* Uncle, Aunt or other relative
* Neighbor (Age 18+)
* Friend (Age 18 +)
When you take these courses you will be able to write a book, help a child write a book. A special treat is to write a book that you will give, or dedicate, to a child.