Sales Skills: Communicate with Customers to Win More Sales

Learn the skills to plan and conduct successful sales calls – discover how Fortune 500 top salespeople win more business
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874 students enrolled
Instructed by Richard Ruff Business / Sales
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  • Lectures 18
  • Length 2 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 7/2014 English

Course Description

This sales training course will help you develop sales skills to win more business.

Whether you are new to sales, a veteran salesperson, technical staff who increasingly are being called on for business development, or an inside salesperson who wants to update their sales skills - this course is for you.

The Course

This sales skills course draws from proven sales training programs used by thousands of salespeople over 30 years in Fortune 500 companies - including UPS, GE, J&J, Boston Scientific, Kimberly-Clark, Medtronic, Smith & Nephew - and other market leaders like Booz Allen and the Center for Creative Leadership.

We learned from the very best what it takes to win business and translated those sales skills and insights into ACE - Achieve a Competitive Edge.

Course Structure

The 18 lectures are divided into 8 sections (spanning 2 hours) and cover:

  • fundamentals of face-to-face selling - from opening, call planning and asking questions to objection handling and closing
  • emerging sales topics - team selling, building credibility, using social media, and storytelling

Sections conclude with:

  • lecture notes containing all of the slides and a transcript of the Instructor's presentation for the section
  • questions you can use to help you review the content presented and apply the concepts to your sales challenges
  • online sales tools introduced in the Section

Start Boosting Your Sales - Now

How companies buy, what they buy, and what they are willing to pay are all changing dramatically. ACE - Achieve a Competitive Edgeshares the knowledge and skills you need to win more business in this challenging environment.

Now is the time to for you to get that extra edge - building your sales skills to develop and win more business. Take the first step now and start winning more business.

What are the requirements?

  • There are no prerequisites.

What am I going to get from this course?

  • 18 lectures spanning 2 hours
  • 
By the end of the course, you will be able to

:
  • 
build customer relationships - through networking, establishing credibility, and handling objections


  • 
plan more effective sales calls


  • 
sell value by asking questions, active listening, and positioning your solution


  • close sales more successfully - avoid common myths and use post-call planning


  • 
leverage social media and storytelling in sales calls



What is the target audience?

  • New salespeople get a jump-start developing their sales skills
  • Veteran salespeople update their sales skills to respond to today’s sales challenges
  • Inside salespeople learn sales to manage all steps in the sales cycle
  • Technical people – like engineers, clinical, and IT staff – develop confidence and skills to participate in the sales cycle – from growing existing business, to identifying opportunities, to participating on sales teams

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Introduction
Welcome and Introduction
Preview
04:49
3 questions

This quiz will help you review the skills explored in Section 1.

Section 2: Building Relationships
Networking/Establishing Credibility
19:01
Handling Objections
11:09
9 questions

This quiz will help you review the skills explored in Section 2.

Section 3: Call Planning
Best Practices
09:20
Call Planning
Preview
04:35
3 questions

This quiz will help you review the skills explored in Section 3.

Section 4: Opening the Call
Best Practices
04:41
Common Mistakes
02:41
3 questions

This quiz will help you review the skills explored in Section 4.

Section 5: Selling Value
Ask, Listen, then Talk
07:16
Asking Questions
09:56
Active Listening
08:24
Positioning Your Solution
12:15
12 questions

This quiz will help you review the skills explored in Section 5.

Section 6: Closing the Sale
Best Practices
06:30
Common Myths
03:38
Post Call Planning
05:04
9 questions

This quiz will help you review the skills explored in Section 6.

Section 7: Strategic Topics
Team Selling
08:17
Social Media
03:22
Storytelling
Preview
03:27
9 questions

This quiz will help you review the skills explored in Section 7.

Section 8: Closing Video
Closing Video
04:15

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Instructor Biography

Richard Ruff, Co-founder of Sales Horizons and Sales Consultant

Dr. Ruff has spent the last thirty years designing and managing large-scale sales training engagements for Fortune 500 companies. These projects have provided the opportunity to direct sales training projects for companies such as: UPS, Apple, Smith & Nephew, Textron, Boston Scientific, and Microsoft.

During his career Richard has trained thousands of salespeople in marketing-leading companies to learn the skills required to win against the very best. He, along with Dr. Janet Spirer, transferred their experiences into ACE - Acheive A Competitive Edge.

Richard co-authored Managing Major Sales - a classic book about what it takes to become a successful sales manager and coach. His other books include: Parlez-Vous Business for helping salespeople integrate the language of business into the sales process, and Getting Partnering Right.

Richard publishes the Sales Training Connection, a blog about innovative ideas for improving sales performance.

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