Selling is just a conversation - Managing complex sales
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Selling is just a conversation - Managing complex sales

The fundamentals on how to successfully conduct high value business-to-business sales.
0.0 (0 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.
0 students enrolled
Created by Chris Allen
Last updated 7/2017
English
Curiosity Sale
Current price: $10 Original price: $115 Discount: 91% off
30-Day Money-Back Guarantee
Includes:
  • 37 mins on-demand video
  • 1 Article
  • 1 Supplemental Resource
  • Full lifetime access
  • Access on mobile and TV
  • Assignments
  • Certificate of Completion
What Will I Learn?
  • Have relaxed and highly effective b2b sales conversations that seperate them from the competition
  • Manage 'complex' sales situations that involve many people over an extended period of time
  • Accurately forecast future sales and build a plan of action to achieve them
View Curriculum
Requirements
  • You should want to sell high value solutions in the b2b maketplace
  • You should enjoy being with fellow business people
Description

When I started out selling high value software and services, I was awful. I had been given many 'sales tricks' on how to persuade people to buy from me, but I couldn't remember them when I needed them! My sales were erratic because I was so worried about what I was going to say, that I never listened to the prospect. I just spouted the 'corporate pitch' in the hope that something might stick. Not much did. 

It took me many disastrous telephone calls and meetings to realise that what I needed was to focus on the path of the conversations (a bit like fraud investigators 'following the money'!). I practised following, then guiding and finally enjoying sales conversations along the path. Once I recognised that path, having conversations was easy. 

This course is about that path!

The course

Nowadays, business customers look to their potential suppliers to help them resolve issues and not simply to provide them with products or services. To satisfy this need, the Selling is just a conversation (SIJAC) programme guides you through the process of uncovering your customers' needs and matching your products and/or services to help solve the problems, in a relaxed and engaging way.

If you already work in the b2b sector, want to develop sales skills that will make you stand out from the competition, then this course is for you. Even you don't regard yourself as a full time sales professional, this course is still for you.

The course takes you along you a straightforward sales path that is easy to follow regardless of whether you think you are a 'sales type' or not. Using it, you will quickly gain more confidence (and business!) as you learn to be yourself while engaging in complex sales conversations.
The Course covers:

1. Understanding conversation structures

2. Understand the structure of sales conversations

3. How to create positive business relationships in a few minutes

4. How to offer your services without sounding pushy

The course consists of 18 short video lessons with 9 short quizzes to to reinforce the lessons and 2 (optional) assignments to help you apply the techniques in your work. It'll take you between 1 and 2 hours to complete, depending on your level of engagement with the assignments.

I hope you find the course enjoyable as well as useful!

Chris Allen

Who is the target audience?
  • Anyone who wants to sell customised b2b products and/or services, even if it is only part time
  • Consultants or Technical people who want (or have been asked) to move into b2b sales
  • Consultants or Technical people who have been asked to support their organisation's sales people
  • Business owners who want to sell more of their products or services to other orgaisations
Students Who Viewed This Course Also Viewed
Curriculum For This Course
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Course curriculum
1 Lecture 03:06

Introduction - Selling is just a conversation. Right?
2 questions
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How different conversations achieve their goals
5 Lectures 08:11

This is a short quiz to help you remember the points that were raised in the previous video

Why sales conversations seem hard at first
2 questions

This  video illustrates how we think during social conversations. Notice your thinking next time you have a social conversation with a new person.

Preview 01:31

This is a short quiz to help you remember the points that were raised in the previous video

The anatonomy of social conversations
2 questions


This is a short quiz to help you remember the points that were raised in the previous video

The anatonomy of transaction conversations
4 questions


This is a short quiz to help you remember the points that were raised in the previous video

The anatonomy of workplace conversations
5 questions


This is a short quiz to help you remember the points that were raised in the previous video

The anatonomy of sales conversations
3 questions
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Getting down to business of b2b sales
11 Lectures 23:23
Introducing the b2b sales journey
02:28

Intrducing the b2b sales technique
01:18

Planning a sales conversation - start with the premise
01:44

Planning a sales conversation - choosing ideal outcomes
01:13

Planning a sales conversation - what's it going to be about
01:45

Plan YOUR sales journey
02:07

This assignment is to encourage you to plan the sales conversation outcomes you'd like to achieve from your next five sales conversations.
Plan your ideal outcomes for the next five sales conversations
1 question

Sales relationships
02:51

This is a short quiz to help you remember the points that were raised in the previous video

Building the relationship
3 questions

Build YOUR relationships quickly
02:29

Even though you may not yet know the person with whom you are going to have the sales conversation, you can increase your chances of quickly building a great relationship with them if you get organised beforehand
Build a great relationship quickly!
1 question

Getting down to business
02:34

This is a short quiz to help you remember the points that were raised in the previous video

Getting down to business
2 questions

Gaining agreement and closing
03:00

This is a short quiz to help you remember the points that were raised in the previous video

Gaining agreement and closing
3 questions

This is a short round up of the course content.

A short review of the course content
01:54
About the Instructor
Chris Allen
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CEO Clientfocus Ltd.

Chris Allen has over 30 years of sales and marketing experience in high value information technology products and services. His background is in sales, international marketing and worldwide operations at SVP level for major American and European software and service companies.

Since 1993 Chris has run Clientfocus Ltd, a sales training company (and owner of the SIJAC brand) that specialises in corporate sales training. Along with his colleagues, Chris has delivered sales training to hundreds of medium and large organisations throughout Europe, North and South America, South Africa, Australia, Asia and China.