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Sales Bootcamp

Learn how to sell - and how to sell properly in this introduction to sales
5.0 (1 rating)
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7 students enrolled
Last updated 8/2014
English
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Includes:
  • 1 hour on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
Understand information gathering in sales
Gain a base understanding in sales
Build rapport with a client
Handle objections
Understand how to close a deal
View Curriculum
Requirements
  • Students should be wokring or about to work in the sales industry
  • A good understanding of English
  • Be able to understand the importance of selling ethically
Description

This Course comprises of a series of videos created with Alan McCarthy the head coach of RDC.
It looks at:

  • Gathering information, the questions you need to ask and how to use the answer. For this we use our Information Arc process
  • We’ll then move on to the actual interface with the client and look at how to build rapport. We’ll look at what rapport is, how to get it and what to do with it once you have it.
  • We'll then consider the thorny subject of handling objections. We'll look at the four types of objection you will get, their styles and how to overcome each one.
  • Finally we'll look at closing the deal. How to use the information you have, the rapport you have built and objections that have come up in the sales process, to move the deal towards a close.

What we don't cover in this course are more complex parts of the sale process such as:

  • competition analysis,
  • the decision making unit,
  • and qualifying a deal

as these are covered in our other courses

Who is the target audience?
  • New sales people
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Curriculum For This Course
Expand All 14 Lectures Collapse All 14 Lectures 01:10:52
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Introduction
1 Lecture 01:28
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Gathering Information
4 Lectures 15:44

This is the first in four videos that looks at the Information Arc that you should go through when moving through the sales process.

This video introduces the Information Arc next we look at 'facts' and 'pain'.

Preview 02:50



The Information Arc - Summary
02:17
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Building Rapport
1 Lecture 11:00
How To Build Rapport and how to use it
11:00
+
Handling Objections
2 Lectures 20:35
The four Types and Styles of Objection
14:53

Overcoming Objections
05:42
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Closing the Deal
6 Lectures 22:05
Introduction
01:32

Earn the Right
05:58

Handle the Objections
05:35

Restate the Value
03:16

Ask for the order
04:26

Summary
01:18
About the Instructor
5.0 Average rating
1 Review
7 Students
1 Course

Managing Director of Virtual Coach the online learning environment for The Resource Development Centre.

Thomas has helped to combine more than 25 years of sales and negotiation coaching from the Resource Development Centre into easy to follow online courses.

Our courses draw on the huge experience and unique style of the Resource Development Centre and give a great insight into moral, ethical and practical sales techniques.

For the past years Thomas has focused on training, developing and coaching experienced sales teams and their executives.

Thomas has a refreshingly realistic style of delivery and his wide range of training material is firmly based on experience to encourage the development of pragmatic skills.

His unique style and experiences in competitive selling strategies for high value sales propositions has resulted in his clients winning a great deal of business, in highly competitive arenas.

A few clients have used our techniques outside the business environment altogether – in such areas as international diplomatic services.

Alongside many other projects, Thomas has recently achieved the following:

  • Helped to deliver a programme of Assurance Planning to 400 team members globally to deliver global sales of $500 million+
  • Created a leading training software solution business
  • Built a brand new recruitment concept for sale people
  • Created a training programme for a company with over 3000 team members
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