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:
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!
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.
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.
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.
This quiz tests the knowledge gains over section 1 of the course
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.
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.
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.
This quiz tests the knowledge contained in Section 2 of the course
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.
In the previous lecture, we explored the 5-Step Sales Process. In this lecture we explore an 8-Step Sales Process.
Objections are 'signposts to a sale'. If the reason a potential customer will not commit is because of an objection, and then you can overcome that objection, you are logically closer to making the sale. By raising an objection, a potential customer is giving you an area to focus on to close that sale. This is what is meant by the phrase, 'objections are sign-posts to a sale'.
For the above reasons, salespeople should embrace objections and not do what many do, fear them. Embracing objections and dealing with them, is often one of the fastest ways of closing and consolidating a sale. In this lecture we delve deeper into how to handle objections and why, when you hear an objection from a prospective customer, it can actually be your best friend.
This quiz tests your knowledge pf the topics in Section 3 of the course
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'.
This lecture goes deeper into the Triple-Layer Sales Process and focuses on the sales 'angle'.
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.
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.
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.
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.
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 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.
This quiz test the knowledge gained in Section 4 of the quiz
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.