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Sales Performance Tune Up Pt 2 picks up directly from SPTU Pt 1. You should start there.
Having done great discovery sessions with our prospect we are now ready to build a solution and demonstrate how we address their needs. We cover how to build and present your demo, how to handle objections, how to negotiate a winning outcome and what you need to do when you lose! This is where the rubber meets the road.
Course structure is the same as Pt 1 with short quizzes at the end of key sections to validate that you get it before moving on. Content can be revisited anytime.
It is recommended that you complete the course and then come back and apply each section to your SPECIFIC sales cycles that you are in at this moment.
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|Section 1: Summary of Part 1 and outline of Part 2|
Recap on how to approach this course, don't skip this lesson!Preview
Summary of Part 1Preview
|Section 2: Putting It All Together|
Solution and ProofPreview
Solution Demonstrations 1
Solution Demonstrations 2
When to Demo
From Selling to Buying
|Section 3: Acceptance and Negotiation|
Numbering out due to Udemy structure, this is review of the section referred to as Section 5
Professional Buyer Insights
|Section 4: Are YOU Ready to do the Deal?|
Summary of Section 3
Closing and Transaction
Ready to do the Deal?
|Section 5: Losing|
When you Lose
What to do when you lose
|Section 6: Summing Up|
Course Summary and What to do Next!
What to do next?
Chris is an accomplished technology business and sales leader with over 20 years’ experience selling solutions to people’s business problems. Chris has demonstrated consistent achievement of sales targets, KPI’s & customer satisfaction metrics. He is enthusiastic and brings genuine passion and initiative to strategic, business critical consulting roles. Chris achievements include:
·Number one sales person worldwide 2000 for a NASDAQ listed software company
·Identifying and driving the strategic direction of a business through sales growth, people leadership and change management
·Mentor and train sales people to become high achievers within a team culture working within a repeatable sales process
Throughout his career Chris has demonstrated an ability to quickly understand the business value and real customer value of solutions and to articulate that with customers and business partners at all levels.