Online Sales Prospecting Course for Inside Sales & Startups
4.7 (85 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.
3,475 students enrolled
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Online Sales Prospecting Course for Inside Sales & Startups

Learn how to overcome phone fear, beat gatekeepers, build trust and become amazing at prospecting for new clients.
4.7 (85 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.
3,475 students enrolled
Created by David Craig White
Last updated 1/2017
English
Current price: $10 Original price: $200 Discount: 95% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 3.5 hours on-demand video
  • 1 hour on-demand audio
  • 2 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • By the end of this course, you will be able to define, find, engage and pre-qualify new prospective clients for your business. Throughout the course you will learn how to build self-confidence, overcome phone fear, get past gatekeepers, build trust, engage prospects with effective sales scripts, and open-ended questions and much more.
View Curriculum
Requirements
  • I would recommend that you have a decent set of headphones, along with a writing pen and pad for taking notes, and try to get away from the hustle and bustle of life into a quiet area where you avoid distractions.
Description

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.

Who is the target audience?
  • This course is intended for average sales people, and small business owners. No prior sales experience is necessary, but it would help if you are smart, hungry and humble :)
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Curriculum For This Course
39 Lectures
04:15:48
+
GETTING STARTED
5 Lectures 31:14
Selling has Changed!
Preview 02:03

Course Objectives
05:54

Suited to Selling
04:33

The Characteristics of Elite Sales Professionals
09:02

10 Reasons to Love Working in Sales
09:42
+
DAY ONE (PROSPECTING)
3 Lectures 24:05
The Definition of Selling
08:04

An introduction to the fundamentals of sales prospecting. Why it is so important and what we should take into account before we begin.
The Fundamentals of Sales Prospecting
10:04

Learn how to define your best potential prospects by using vertical prospecting campaigns.
How to Discover Your Ideal Target Audience using Vertical Prospecting
05:57
+
DAY TWO (PREPARING TO CALL)
4 Lectures 32:18
Learn about phone fear and the very simple way to overcome it forever.
How to Overcome Phone Fear
10:52

Learn how to stop your calls going quiet and start getting better prospecting results.
The Objective of Your Call
05:22

Learn about the reasons why top performers only deliver average results and how to avoid making the same mistake.
Consistent Prospecting
07:05

Learn how to warm up your cold calls by finding the name and email address of almost any contact you want on the web.
Preview 08:59
+
DAY THREE (GATEKEEPERS)
4 Lectures 31:07

Learn how to spot if your prospecting calls are being screened by the gatekeeper, or if your prospects are really not available.

How to Spot a Call Screen
08:26

Learn about 7 of the best ways to get past or avoid the gatekeeper and start reaching your contacts directly.
7 Ways to Get Past the Gatekeeper
09:40

Learn about one of the industries most well kept secrets about the gatekeepers, and how to get past them.
The 3 Question Thank You Technique (Industry Secret)
09:08

4 Gatekeeper Power Tips
03:53
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DAY FOUR (PREPARING FOR INITIAL CONTACT)
5 Lectures 34:12
Discover the top 6 reasons why prospects buy and how to handle each one.
Preview 06:03

Open the Call & Interrupt the Pattern
06:27

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.

Features, Benefits & Outcomes
06:35

Your Opening Statement
09:18

Your Opening Question
05:49
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DAY FIVE (TRUST & RAPPORT)
3 Lectures 23:12
Learn about the importance of first impressions and how to make a good one every time.
Making a Good First Impression
07:21

Learn 10 of the best and easiest ways of how to build rapport with your prospective clients.
How to Build Rapport
11:05

Learn how to build one of the most important parts of any client relationship! Trust.
How to Build Trust
04:46
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DAY SIX
3 Lectures 16:09
Learn how to leave effective voicemails that get your calls returned.
How to Leave Effective Voicemail
06:14

Learn the best way of how to engage your prospects into meaningful dialogues.
How and When to Use Open-Ended Questions
05:41

Learn about the number one rule when it comes to building value and getting your prospects to sell to themselves.
How Often Should you Talk - The 80 20 Rule
04:14
+
DAY SEVEN
3 Lectures 21:05
Learn about what a buying signal really is and how to spot them.
How to Spot Buying Signals
06:49

Learn how to handle your prospects when they tell you they are not interested.
How to Deal with Not Interested
08:24

Learn how to maintain control of the sale, and keep the sales process flowing in the right direction.
Agreeing on The Next Step
05:52
+
DAY EIGHT
3 Lectures 13:25
Learn about how often you should follow up with your prospects, and when to consider moving on.
When to Follow Up
05:25

Learn how to handle prospects who request that you send them some more information.
How to Handle Requests for Information
04:42

Learn about the true reasons why your prospects lie.
Why Prospects Lie
03:18
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DAY NINE
3 Lectures 18:49
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.
How to Handle Inbound Prospects
05:05

Learn how to deal with those awkward prospects who you just don't hit it off with.
Dealing with Stubborn Prospects
05:12

Learn about how to deal with negative colleagues and stay motivated in sales.
How to Deal with Negative Colleagues
08:32
1 More Section
About the Instructor
David Craig White
4.7 Average rating
85 Reviews
3,475 Students
1 Course
International Sales Expert

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