A big "Thank You" to my students for all of the 5* reviews. I have your interests at heart, and I wlll continue to improve the course based on your suggestions.
Last Updated: 01/23/2016
This course is being expanded as of 1/23/16. It will soon include information for job seekers. If you stop to think about it, getting a job is a business-to-business sales process. I also feel this information is valuable because almost everyone needs to change jobs occasionally. Stay tuned for additional lectures.
About this Course:
This module focuses on integrity-based Business-to-Business telephone canvassing. (Much of the information in it also works for in-person sales as well as telemarketing.) You'll be more productive within two weeks.
Truly understanding your product or service, from each customer's point-of-view is the key to everything from preparing every sales presentation an effective cold telemarketing call to an "elevator" pitch that you deliver face-to-face.
This module empowers you to answer a series of questions that will help you to identify these magic sales words for each of your products. At first, you'll find this difficult to do. However, you'll probably be surprised at how easy it is, once you set up the right environment.
Perhaps the second most valuable thing that you'll get from this course is a full understanding of a why it's necessary to renew your prospect's interest every 18-seconds. Once you understand this, you'll be much more productive.The course includes:
If you are highly motivated, you can do this course in one day, but it's probably best to digest each lecture and budget a week to finish.Purchase this course if you:
Are an inside or outside salesperson who wants to close more sales;
Discover secrets of telemarketing that make telephone prospecting, especially cold calling by phone much more productive. Great for salespeople and sale managers, particularly those who are interested in training telemarketers.
You can't make a sale unless the person you're speaking with is interested in what you have to say. In this module we will discover how to interview yourself (or your managers) so you can identify the benefits of your product so that you can use them in every phase of the sales cycle. The information is particularly valuable for people who are telemarketing business-to-business (B2B) phone presentations.
At any given time in the cold canvass (telephone) sales process, you have 18 seconds to make a point.If you exceed this time, you run the risk of boring your prospect or client. The information that you glean from this module will empower you to stay on track, 18-seconds at a time.
The Law of Attraction doesn't seem to have anything to do with not mentioning your company's name when you're cold calling, but it does, and this concise video explains why.
The goal of this module is to help you identify the benefits of your product so that you can use them in every phase of the sales cycle. However, just stopping there is likely to be unsatisfying. So, I have also shown how to use this information to approach the person who answers the phone and the Suspected Decision Maker. Additional modules plug the information you have gleaned into other sales situations such as explaining the reason for your call to a secretary, explaining the reason for your call if the person you are calling does not answer, etc. See the Bonus Lecture for additional information.
This lesson encourages students to introduce themselves in the course so that they can get assistance from the instructor and other students in areas such as:
This brief video pinpoints the reasons that this course will help telemarketers and outside salespeople succeed. It's a great lesson for telephone sales people who make outbound calls as well as customer service representatives that handle inbound traffic (phone calls.)
Once you understand the value of an 18-second attention span, you'll be much more productive. That's why I'm asking you to post a discussion item with your understanding of why the 18-second attention span is crucial.
The eight words that you use to describe the product or service you are selling may be the most important words in the entire sales process, especially if you are telemarketing to businesspeople. If you don't get these right, the number of phone presentations and in-person sales opportunities you experience will be dramatically reduced.
Please review the various lectures, especially Building Trust 18 Seconds at a Time and Describe in EIGHT (8) Words or Less the Product or Service You Sell. It's great information if you involved in outside sales, but crucial if you do teleselling, telecommerce or telemarketing.
Take a look at some of the resources that I've attached here. They are from forthcoming modules, and they include Integrity-Based phrases that will help you to see how to use the 8 words. (This is, of course, covered in detail in the other modules.)
Then, write out the eight-word phrase that you feel will help you to sell one product, and post it in the discussion area to receive feedback.
Discover how asking questions in a discussion form can maximize your sales by getting the answers you need from students who work in the area of telemarketing, telesales or telecommerce. Answers often provide insight that make the process of cold calling, as well following up easier.
As you go through this course, you are liable to have questions, questions which sometimes can best be explained by uploading a picture or screen capture to a discussion item. This short video explains how to do that, and it uses examples of images that I have uploaded in courses that I'm taking.
If you can describe what your product or service does to help customers succeed you are much closer to closing sales than you would be if you were to struggle through telemarketing calls. This module helps you to identify the phrases you can use to generate leads, follow up and close more sales, by telemarketing or in-person.
The key to closing a sale, whether you are telemarketing or making in-person presentations, is often showing a prospect how they can avoid, or eliminate hassles. This is particularly true when following up during the telephone sales process when you don't have face-to-face contact.
I'm just touching base to see what I can do to help you get maximum value from the course. Let me know what I can do to enhance your telephone sales and other business-to-business (B2B) sales efforts.
According to virtually every government web site in the world, productivity is a key factor for businesspeople. This lesson explains how you can demonstrate to a client that you can make their business more productive. It's valuable for outside salespeople and absolutely crucial information for telemarketers who rarely get a chance to build strong personal ties with their clients.
This lesson explains how to work up (prepare) telephone sales and in-person presentations that produce superb results because they show a customer, client or prospect how to be more productive, thereby increasing profitability.
Facilitating an understanding of what your clients have to gain by using your product, service or company is not necessarily easy. This brief tutorial shows you one way that will minimize the chances that you will undermine your sales process.
If you reduce your prospect's stress, especially extreme stress, you will make a business friend who will one day return the favor. Few other systems show telemarketers and outside salespeople how to reduce their customers stress.
If you take a few moments to do the web search described in this video, you'll find that the information you'll glean will do two things:
1. It will validate much of the information in Section 2.
2. It will be good practice for the procedures that will help you to identify the words and phrases that will help you to sell more with less effort.
This search is particularly valuable for telemarketers and telesales people who are responsible for generating leads.
This brief audio focuses on the words and phrases that you've developed. It challenges you to assemble them into a presentation, and it suggests that you use the next lecture as a model to help you achieve that goal. See the .pdf file in the resources for a printout of the words used in the first portion of this presentation.
This document shows you how you can plug in the phases you've developed into your own presentation. The blank spaces are where you insert words. You can easily modify the Word document in the previous lecture to include information on your company and product.
This lecture is from my course on meditation. I've included it here because constructive questions provide a different way to help you solve problems and counteract the destructive effects of negative thinking.
Negative thinking can truly frustrate salespeople. By asking some of these questions you may find that you can shift out of negative thinking quickly, and get back on track to beating quota. Enjoy!
This lecture will soon be replaced with a topic of that students choose. Start a discussion and let me know what you'd like to have included. For example, would you like a lecture on how to help clients realize what they have to gain by using your product, or a lecture on how to give an inexpensive gift that has a high perceived value?
If you get a chance, check out my course on writing children's books, my course on meditation and my children's books.
Also, please visit http://www.alanhjordan.com.
In the near future, I'll be uploading information about upcoming modules on http:/www.entertaininglearning.com
Also, I'm uploading some photographs that I took recently. Three were taken at the recent world renown Reno Balloon Race, and one is a striking picture of the full moon. Enjoy!
This lecture is from my course on Meditation. I've included it because there are times when every salesperson gets down, and expressing gratitude is one way to provide for a quick pick-me-up. Enjoy.
Congratulations on reaching the end of this course. Don't forget to obtain your CERTIFICATE OF COMPLETION from Udemy. Don't be upset if a little later on you discover that you are no longer 100% complete. I will be adding content, and as content is added, your percentage of completion will go down. Don't be a stranger. Stop back again, and review some of the new lectures, etc.
Review the most important concepts that are embodied in this course.
As you can see from this page, my courses are diverse and have a four-star and five-star ratings.
For 2016 and 2017 I've decided to focus on:
(1) Creating a series of courses for sales and telephone sales. These are based on telling the truth in the most positive way; and
(2) Creating a series of courses that empower adults (and children) to write children's books. Many of the skills that you glean will transfer over to other fiction, and some non-fiction writing.
I create courses where I actually write a children's book, explain how I've written it, and then walk you through the steps of writing your own book.
I have purposely made these courses short and I write one book per course. You can peek over my shoulder and see how I do it. Then, you are challenged to write your own book.
If you want to write a book, this is the course for you. And, all of my courses (writing and otherwise) have a better-than-money-back guarantee. I'll answer any questions you have, usually within 2 business days. (This is a big deal. If you were to write to my publisher, it would take me about a month to get your inquiry.)
The courses are appropriate for anyone over age 18 and children of all ages. A helper is required for children under age 13. Helpers typically are a:
* Older sibling
* Uncle, Aunt or other relative
* Neighbor (Age 18+)
* Friend (Age 18 +)
When you take these courses you will be able to write a book, help a child write a book. A special treat is to write a book that you will give, or dedicate, to a child.