Sales Excellence Award
5.0 (2 ratings)
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Sales Excellence Award

These sessions are all about getting in the right mindset for a sale.
5.0 (2 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.
4 students enrolled
Created by Mr Sean McPheat
Last updated 8/2016
English
Current price: $10 Original price: $20 Discount: 50% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 3.5 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Get Focused For Selling
  • Learn How To Make A Successful Cold Call
  • Be More Confident With Your Sales Interactions
  • Understand Buyers
  • How To Gain An Unfair Advantage
View Curriculum
Requirements
  • Makesure You Have A Pad & Pen To Hand To Make Notes
  • The Assessment At The End Will Test Your Learning
Description

The Sales Excellence Award is a 5 module bite sized video series focusing on providing you with techniques and strategies to get you focused for selling.

Each session last between 4 - 6 minutes, ideal when you need to brush up on your sales skills when you have very limited time to do so.

After working through the 5 modules you will be able to improve your sales skills and be prepared with the right mindset to start actioning what you have learnt back in the workplace.

There is also a quiz where you can test that you have embedded all of the learning.

Who is the target audience?
  • Field Sales People
  • Business To Business Sales People
  • Sales People Who Have Had No Formal Training
  • Sales People Who Need A Refresher
  • New Sales People
  • Client Relationship Managers
  • Account Managers
  • Business Development Managers
  • Commercial Managers
  • Students Looking To Progress Into A Sales Role
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Curriculum For This Course
36 Lectures
03:27:03
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Introduction
1 Lecture 01:40

Find out what we will cover during the Sales Excellence Award.

Preview 01:40
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Module 1 - Getting Focused For Selling
6 Lectures 30:27

What animal are you dealing with today? Why are they so different? How do they make their decisions? What has caused this change in the balance of power?

Preview 05:14

Just why are some sales people more successful than others? What mindset and approach do you need before you make that call or walk in the door?

Preview 04:35

Why you should pull out problems and then solve them. Why “show up, throw up selling” does not work. Learn what it takes to pull out needs, wants, desires and how to surface pain!

The Pull Don't Push Attitude
05:06

Do you really plan out what you’re doing? Why planning is vital to your success. Work through a checklist so you’ll always have your bases covered.

Planning & Preparation
05:09

Cover the 4 areas where you will need to “know your stuff” and have expert knowledge and awareness in. Learn how to become a true expert and the the little areas of knowledge that your competitors will be found wanting in if you can cover them off.

Know Your Stuff
05:47

There are more ups and downs in selling than in any other profession – learn how to manage the peaks and the troughs by managing your emotions, your mental state and overall attitude during these times.

How To Manage Your State
04:36
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Module 2: Successful Cold Calling
9 Lectures 46:11

Love them or loathe them but the business prevention team play a vital role in your success!

How To Identify A Gatekeeper Screen
05:15

You might be making cold calls but don’t go into them cold yourself! Know your goals and plan of attack!

Pre-Call Planning & Objective Setting
05:44

On this track you’ll cover how to make sure that the meetings that you set up actually go ahead!

How To Cement Your Appointments In Stone
05:23

Closing down a prospect there and then over the telephone is tough. Discover what you need to cover here!

How To Close A Direct Sale
05:46

After you’ve identifed whether a gatekeeper screen is being used, you then need to know how to get through them

How To Get Through A Gatekeeper Screen
05:28

On this track you’ll cover how to make sure that the meetings that you set up actually go ahead by using the C.E.M.E.N.T process. Listen to actual examples of how this is done and simply copy!

How to cement your appointments in stone
05:49

You’ve been taught that you need to “sell appointments” right? Well, how can you do this exactly?

How To Sell An Appointment
03:40

This session is a 5 minute pre cold call warm up that will get your head into gear!

On Your Way To The Telephone
04:28

Why saying “Did you read the information I sent you?” is the worst possible thing that you can say when following up?

Successful Follow Up Calls
04:38
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Module 3 – How To Plan Out & Make Successful Sales Interactions
8 Lectures 48:42

Having implemented what I’ve covered in this programme, closing will be a synch.

Closing: How To Move The Sale Forward
03:52

You know what objections are coming! I’ll show you a technique to understand when they surface and how to shoot them down!

How To Front Load Objections
06:23

Learn the P X 2, V X 1 formula for giving discounts. You’ll discover that by using this specific response you’ll not have to cave in!

How To Offer Discounts Correctly
06:41

As you’re driving to your next sales meeting, slip this session on and I’ll make sure you are ready for success.

Objection Handling Masterclass
06:51

This session will focus on making sure you are ready for the sales meeting. The session covesr what you should have done already and need to do in this upcoming sales interaction to get the business.

On Your Way To The Meeting
05:13

You don’t want to sound like a robot during your presentations! Follow this formula for your sales interactions.

Planned Not Canned Presentation
06:00

A lot of your success will be determined before the actual meeting takes place.

Pre-Meeting Mindset & Objection Setting
06:37

Learn how to present your products and services with impact by following my guidance and approach.

Presenting With Impact
07:05
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Module 4 – How To Understand Where Your Buyer Is Coming From
5 Lectures 35:11

Building rapport is vital. But it’s more than just matching and mirroring body language!

How To Build Rapport
05:18

We all know the role that emotion and logic plays in the selling process but how, exactly, can we use this?

How To Use Emotion & Logic To Influnence
05:54

Learn 4 specific preferences that your buyers have in the way that they take in information and make decisions.

Understanding How Your Buyers Process Information
09:46

How beneficial would it be if you could slice open your prospect’s brain to see how they think.

Understanding How Your Buyers Think
07:21

During this session you’ll cover the 4 main buyer types you’ll come up against and how to sell to each one.

Understanding Buyer Types
06:52
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Module 5 – How To Gain An Unfair Advantage Over Your Competition
7 Lectures 44:52

You’ll learn how to position yourself as an authority in your field so you gain instant credibility and expert status!

From Sales Person To Trusted Advisor
06:39

There will be times when it’s a straight dog fight between you and the competition for a piece of business.

How To Bash The Competition Without Bashing Them
05:42

We’re using someone already and we’re really happy” Sometimes there’s not a lot to follow that!

How To Remove Existing Supplier Relationships
07:48

It’s very rare that you’ll be the only supplier that your prospects are looking at.

How To Remove Your Competitors From The Situation
04:44

You’re waiting on a decision and the sales cycle is coming to a grinding halt…

Keeping Your Prospects Warm During The Sales Cycle
05:42

Your prospects are under pressure, are time poor and have many different activities that are competing for their attention.

Speed Gives You An Immediate Advantage...
07:48

This session covers the essential ratios and numbers of your selling. I’ll cover the SOS (Science of selling) and how to use this.

Understanding Your Numbers For Accelerated Results
06:29

Quiz
10 questions
About the Instructor
Mr Sean McPheat
5.0 Average rating
2 Reviews
4 Students
1 Course
Managing Director

Founder and Managing Director of MTD Sales Training, Sean McPheat has been referred to in the national press as a thought leader on modern day selling. Sean is a bestselling author, a much sought-after international speaker and his passion and expertise lies in his ability to generate increased revenues and profits for his clients.