Sales Training: The Secret of Successful Sales
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Sales Training: The Secret of Successful Sales

Beginner to Advanced: Easy-to-Learn Processes that Great Salespeople Use to Get Great Results.
4.0 (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.
7 students enrolled
Created by Steve Payne
Last updated 8/2017
English
Current price: $10 Original price: $95 Discount: 89% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • 10 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Connect with potential customers and convert them into actual customers
  • Increase your sales success rate
  • Develop more lifetime sales from customers
  • Up-sell more products or services by creating stronger relationships
  • How you could make more money with less effort
View Curriculum
Requirements
  • You should be able to use a computer at beginner level
Description

Selling is important to all of us. I have spent many years in sales environments watching people who get average results and others who just seem to have 'it'. The latter group make more sales and get more repeat business. Why is that? What is it that they are doing that the first group are not?

In the answer to the above question is the secret of genuine sales success. If your customers have no choice where to buy and you are the only person supplying what they want, with a little bit of advertising, they will come to you; but if you have competitors, how do you make sure that people buy from you and not someone else?

The Top 10 keys to successful selling is:

  1. Building strong relationships by resonating with what is important to the customer
  2. Asking the right questions
  3. Listening (really listening) to what the customer wants and doesn't want
  4. Understanding the decision-making process of others
  5. Ethically influencing the decision-making process of others
  6. Building customer loyalty through 'relational' selling
  7. Acting as a consultant first, sales person second
  8. Understanding the pain-pleasure principle
  9. Adding value and taking massive action

The Quality Street Gang:

The Quality-Street Gang is a term used to describe a group of sales people who make more money than other sales people, with less calls/sales pitches and 'seemingly' less effort. 

On this course, I will share some essential secrets of successful sales. Secrets that will make you a member of the 'Quality Street Gang'.

So what are you waiting for? Enrol on this course and see the difference it makes to your sales results!

Who is the target audience?
  • Anyone interested in selling more of their product or service
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Curriculum For This Course
18 Lectures
01:11:14
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Core Sales Fundamentals
5 Lectures 23:29

The Key to Success
04:24

It is important for a salesperson to understand why a potential client buys. Selling is about matching needs, wants and desires. It is about understanding pain points to move away from and pleasure points to move towards. It is about meeting the client where they are, and then making it easy for them to move to where they want to be.  

In this video, we look at some of the key elements in why people buy. We mention Transactional Selling, which usually involves a customer knowing what they want and the only variables are things like price and lead times. Customer service may feature, but usually in a small way. This kind of selling can be functional and may not lead to repeat business if there is competition. In this case the salesperson may simply want to get the sale in. Typically this happens in situations such as a monopoly, where customer service might not be seen as so important to the seller or in trading commodities. In this video we also look at the benefits of Relational Selling, because when you sell relationally, that is to say you build relationships, you are also creating stronger possibilities for future repeat customer sales. 

Preview 08:15

In this video we explore how you can find ways of understanding the client's perspective and where they are in the buying cycle; are they a cold lead, are they warm and already moving towards buying or are they hot and ready to purchase? 

A great salesperson knows how to put themselves in the client's shoes by asking questions and paying attention to the responses, both verbally and non-verbally. Seeing things as the potential client does is crucial to consistent sales performance.

The Client's Perspective
07:05

Making sure that you sell ethically is very important in sales. We have probably all heard of the metaphor of sales people being like sharks, or hunting and being predatory. Do not sell your reputation for money as you will soon find that you have no audience. In this video we look at some key points around the ethics that surrounds sales, such as not selling things to people who do not want our need your product.

Sales Ethics
02:32

This quiz tests the knowledge gains over section 1 of the course

Section 1 Quiz
7 questions
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Key Sales Skills
3 Lectures 21:26

This video explores one of the most important factors in selling, that is the salesperson's ability to 'course-correct' based on the feedback they receive. Selling is a listening game. Being able to 'calibrate', or notice changes in your potential client's response or state, is essential to sell successfully. 

Developing a 'super-sense' to know what is happening with your potential client is essential to navigate the sales process.

Building Awareness
04:30

This video mainly focuses on connection, or as it is often known, rapport. Rapport is a key word in sales and all effective communication. The Cambridge dictionary defines rapport as "a good understanding of someone and an ability to communicate well with them". Rapport brings stronger trust and connection and this video looks at how we create more of it.

Building Connection
09:39

This video explores how listening for key clues in someones language can give you the clues to select the language most likely to influence you potential client.

Influencing Language
07:17

This quiz tests the knowledge contained in Section 2 of the course

Section 2 Quiz
7 questions
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Classic Sales Models
2 Lectures 08:19

There are many models or process in sales. This video looks at a 5-Step Sales Process built around listening and linking the needs/desires of your client to the benefits of your product/service.

The 5-Step Sales Process
03:39

In the previous lecture, we explored the 5-Step Sales Process. In this lecture we explore an 8-Step Sales Process.

The 8-step Sales Process
04:40

This quiz tests your knowledge pf the topics in Section 3 of the course

Section 3 Quiz
8 questions
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The Triple-Layer Sales Model
8 Lectures 18:00

This video looks at the Triple-Layer Sales process. The premise is that there is what we say, why we say it and more importantly, why we really say it. This approach is based on the psychology of the sales process. This lecture focuses on the 'Introduction'. 

Preview 04:04

This lecture goes deeper into the Triple-Layer Sales Process and focuses on the sales 'angle'.

The Triple-Layer Sales Process - Part 2 'The Angle'
02:15

This video goes deeper into the Triple-Layer Sales Process and focuses on the sales 'Q&A'. This is the area where they salesperson gains information and creates stronger rapport. The salesperson is also beginning to formulate their approach to closing the sale later in the process.

The Triple-Layer Sales Process - Part 3 'Q&A'
02:39

This video goes deeper into the Triple-Layer Sales Process and focuses on the sales 'bridge''. This is where the salesperson changes role from consultant to salesperson.

The Triple-Layer Sales Process - Part 4 'The Bridge'
01:04

People buy benefits, not features, it is what a product or service will do for them that is important. This video is about 'why' we really talk about benefits.

The Triple-Layer Sales Process - Part 5 'Features and Benefits'
01:50

In order to serve your client, you've got to ask for the order. Everything up to this point has been to get the client to the stage where they want your solution. Now it its time to give the potential customer the opportunity to become a genuine customer.

The Triple-Layer Sales Process - Part 6 'The 1st Close'
01:40

This video goes deeper into the Triple-Layer Sales Process and focuses on the sales 'objections'. You should never mention a feature without the associated benefit, because people buy benefits, not features. 

The Triple-Layer Sales Process - Part 7 'Objections'
01:47

The second close is all about consolidation. In this video we look at what we are really doing (and looking to achieve) with this part of the process; convince and consolidate.

The Triple-Layer Sales Process - Part 8 'Re-Close and Consolidate''
02:41

This quiz test the knowledge gained in Section 4 of the quiz

Section 4 Quiz
9 questions
About the Instructor
Steve Payne
4.8 Average rating
60 Reviews
462 Students
2 Courses
Master Trainer of NLP, International Coach and Author

Founder & CEO of NLP Dynamics and the Academy of Coaching and Training

Steven is an international executive coach, actor, author, entrepreneur and motivational speaker and one of very few certified Master Trainers of NLP in the world. He has been helping individuals and organisations achieve their performance goals for over twenty years. As an actor Steven trained at the Central School of Speech and Drama in London and has worked in radio drama for BBC Radio 4, as well as appearing in theatre, film and television over many years. His television roles include appearances in some of the UK’s best-known television series. 

In February 2017, Steven was nominated by The Best You magazine for Best Personal Development Author for his critically acclaimed book 'My 31 Practices', co-written with Alan Williams.  

As a business coach, Steven has helped senior executives from blue chip companies to SMEs in Europe, America and South America achieve their full potential. He has developed training programmes that that help companies deal with the challenges brought about by organisational change. Much of Steven’s work in business is based on creating a values-based culture. Steven has also created coach-training programmes for the Academy of Coaching and Training (ACT), accredited by the Association for Coaching in the UK. 

Steven has a passion for helping people overcome assumed limitations to reach their full potential. He runs certified training courses in Public Speaking, NLP and Coaching across Europe and South America.

Steve speaks Brazilian Portuguese and his hobbies include travel, film, screenwriting and flying. He holds a private pilots licence.