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Whether you work in the profession of selling or run your own small business, one of the most important skills you can learn is how to sell your products or services.
This sales training course covers all of the fundamental basics of prospecting from learning how to define your target audience, to engaging them into meaningful conversations by asking the right kind of questions.
If your job involves prospecting for new clients, the value of taking this course is priceless. You are about to learn some of the most common prospecting mistakes that sales people make, and how to avoid them. You are about to learn some of the skills, tactics and techniques it took me 15 years to learn, in just a few hours.
The course is delivered in a series or small short video and audio lessons. I have separated the course into days and advise that you take just one section per day. This will ensure that you will soak in all of the information better, and can maybe even go and test the new techniques you learn the same day.
Enjoy, and thank you in advance for your business.
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|Section 1: GETTING STARTED|
|Selling has Changed!|
Suited to Selling
The Characteristics of Elite Sales Professionals
10 Reasons to Love Working in Sales
|Section 2: DAY ONE (PROSPECTING)|
The Definition of Selling
|An introduction to the fundamentals of sales prospecting. Why it is so important and what we should take into account before we begin.|
|Learn how to define your best potential prospects by using vertical prospecting campaigns.|
|Section 3: DAY TWO (PREPARING TO CALL)|
|Learn about phone fear and the very simple way to overcome it forever.|
|Learn how to stop your calls going quiet and start getting better prospecting results.|
|Learn about the reasons why top performers only deliver average results and how to avoid making the same mistake.|
|Learn how to warm up your cold calls by finding the name and email address of almost any contact you want on the web.|
|Section 4: DAY THREE (GATEKEEPERS)|
Learn how to spot if your prospecting calls are being screened by the gatekeeper, or if your prospects are really not available.
|Learn about 7 of the best ways to get past or avoid the gatekeeper and start reaching your contacts directly.|
|Learn about one of the industries most well kept secrets about the gatekeepers, and how to get past them.|
4 Gatekeeper Power Tips
|Section 5: DAY FOUR (PREPARING FOR INITIAL CONTACT)|
|Discover the top 6 reasons why prospects buy and how to handle each one.|
Open the Call & Interrupt the Pattern
Before you start putting together your call scripts it's important to get a clear understanding of the differences between features, benefits and outcomes. In this lesson I will give you a simple and easy to understand definition of each one, so you can start selling what outcomes (value) your solution has to offer.
Your Opening Statement
Your Opening Question
|Section 6: DAY FIVE (TRUST & RAPPORT)|
|Learn about the importance of first impressions and how to make a good one every time.|
|Learn 10 of the best and easiest ways of how to build rapport with your prospective clients.|
Learn how to build one of the most important parts of any client relationship! Trust.
|Section 7: DAY SIX|
|Learn how to leave effective voicemails that get your calls returned.|
|Learn the best way of how to engage your prospects into meaningful dialogues.|
|Learn about the number one rule when it comes to building value and getting your prospects to sell to themselves.|
|Section 8: DAY SEVEN|
|Learn about what a buying signal really is and how to spot them.|
|Learn how to handle your prospects when they tell you they are not interested.|
|Learn how to maintain control of the sale, and keep the sales process flowing in the right direction.|
|Section 9: DAY EIGHT|
|Learn about how often you should follow up with your prospects, and when to consider moving on.|
|Learn how to handle prospects who request that you send them some more information.|
|Learn about the true reasons why your prospects lie.|
|Section 10: DAY NINE|
|In this lesson we are going to talk about inbound prospects, the best ways to handle them and the importance of following the fundamental steps of the sales process.|
|Learn how to deal with those awkward prospects who you just don't hit it off with.|
|Learn about how to deal with negative colleagues and stay motivated in sales.|
|Section 11: DAY TEN|
|Learn about how to make sure that one bad calls doesn't ruin your entire day.|
|Learn the key rule on how to get your prospects excited about your product or service every time.|
|Congratulations but remember to keep educating yourself!|
David Craig White is an International Sales Expert and Motivational Sales Coach, whose sales training programs inspire businesses and individuals around the world to succeed in the profession of selling.
David began his sales career in the banking profession aged just 19. His natural can-do attitude and drive to succeed took him from being an average sales advisor in a bank to being a self-made entrepreneur and highly respected sales expert in under 10 years.
David has extensive sales experience in over 70 countries and across multiple industry sectors including insurance, banking, travel, publishing, advertising and technology.
He was instrumental in the start-up success of the leading digital publishing software vendor Zmags in 2006, before leaving to start the first online advertising marketplace Advertiserbay in 2009. David also went on to play a key role in the sales growth of the e-Publishing software vendor eMagCreator which led to them being named a Gazelle company in 2012 for continuous growth.
Today David does what he love most, which is teaching average sales people and small business owners how to sell and make more money by using value-based selling techniques via his comprehensive sales training programs.
Learn more at davidcraigwhite(dot)com