There’s a saying: Until you sell something, you don’t make money. As true as this statement is, there’s another thing that all sales people know: The best way to make money is to keep your customers satisfied, so they continue to buy from you.
Servant Salesmanship will provide students with a solid understanding of the process of selling. Beginning with understanding what business you are really in, and why people buy from you, to developing a sales process, Servant Salesmanship imparts the art of serving, rather than selling, your customers. We’ll teach you that the key to building strong customer relationships is to build profit generating partnerships with your customers. Servant Salesmanship will teach you how to ask for the order with the primary motive of benefiting the customer.
This course is divided into eight sessions. The first session, Introduction, is designed to explain who can benefit by taking this course, and how you can use the material to enhance sales in your business
Session Two, Until You Sell Something, You Don’t Make Money introduces key concepts about selling. In this session, we focus on serving customers. When you do so, you will sell them your services – and enter into a mutual profit generating partnership.
Session Three,Understanding the Needs of Our Customers. In this session, we want to dig into a specific company in the book publishing industry, and answer two questions: First, what business are they really in? Second, why do their customers buy from them – instead of from someone else? .
Session Four, Prospecting: Looking for Opportunities to Serve Someone, reveals key information about your chosen company for you to compare to what you were able to discover in the previous session. Knowing these things will helps us as we prospect for potential customers whom we can serve with what we sell.
Session Five, Planning Your Sales Strategy, examines the difference between Selling and Serving, as well as how to use a Customer Relationship Management software database. You’ll learn how to create a sales process roadmap that allows you to journey with your potential customer to the destination of having a satisfied client.
Session Six, What Motivates a Customer to Buy, looks at methods for speaking with three types of buyers: The Conscious Buyer, the Unconscious Buyer, and the Preconscious Buyer.
Session Seven, Planning on Closing the Sale, shows you the customer’s three basic buying criteria. First, does the product do what it promises to do? Second, the value I receive from purchasing it equal to or greater than the price being charged? Third, what sort of service will I receive over the life of the product or service? In this session, we’ll explore these issues so we can better understand how to serve our customers.
Session 8, Next Steps, summarizes what has been learned in this course, and preview additional courses in the series available from Generation Self Employed.
David introduces the course, discussing who can benefit from taking the course, and how the curriculum will help people if they decide to launch a business.
In this lesson, we provide you the course outline and lesson descriptions for each learning session. Please be sure to download the course syllabus
In this lesson, In this session, we want to approach the process of selling as if it were a journey we undertake to serve people we don’t even know. We’ll ask you to return to your DISC profile and Spiritual Gifts Assessment to help you evaluate yourself to see if you have the characteristics of a good sales person. . Please be sure to download the PDF lesson in the Materials section.
In this video, you will learn how to identify selling characteristics, how to introduce a “sales script” with a prospect during your meeting/conversation, and to compare your DISC profile with the characteristics of selling. As you study this lesson, keep in mind that if your main goal is serve the customer and help them achieve their goals, you will make money.
In this video, you will learn about the attributes for a good sales person. You’ll be challenged to think about situations in which you have had to “sell” your self to someone – using your personal skills to ask someone out on a date, purchase something from you, or to hire you for a job.
In this video, you will learn about having a sales process and how to develop one. As you learn about this process, think about what it is you need to do to personalize your sales pitch so that it flows with your personality.
In this session, we want to dig into the company you chose to research and model for this course. To do so properly, we need to answer many questions, but two in particular. First, what business are they really in? Second, why do their customers buy from them – instead of from someone else? Please be sure to download the PDF lesson in the Materials section.
In this video, we review the assignment you had from the close of the last session. You’ll review your presentation spiel, also known as an “elevator pitch” for one of the three companies you chose.
In this lesson, you will learn how to uncover things you need to know about the product or service you are selling. By knowing the story of your company and the product or service you sell, you’ll be better able to understand how your company can help your customers achieve their goals.
In this lesson, we provide you links to Adobe Digital Publishing, Author House, and Rethink Books. We also provide links to youtube videos for some of their products and services. In this way, you can learn more about them.
In this lesson, we stress that in order to sell your services, you must answer two questions about your business: First, what business are you REALLY in? Second, why do your customers buy from you?
In this lesson, we’ll help you develop your company mission statement, and define what you want by establishing your business goals. We’ll also ask you to identify your main competition, and what sets you apart from them.
In the previous session, we asked you to dig into the company you’ve chosen to represent in our simulated sales process. In this session, we’ll reveal some things we’ve learned about each company for you to compare to what you were able to discover. Please be sure to download the PDF lesson in the Materials section.
In this lesson, we will show you how to translate your understanding what business you’re in and why customers buy from you into the development of a customer prospect list.
In this lesson, you’ll learn how to identify a qualified prospect, as well as information sources that can help you target your ideal customer. We’ll show you how to use such sources as Reference USA and Alexa.com to prospect for people with money to buy, authority to buy, and the desire to buy.
In this lesson, you’ll learn how to set a sales interview with your prospect. We’ll explore how to create a cold call script and apply the seven step process to secure a sales appointment to present your product/service to your prospect.
In this session, we'll give you an assignment to work on your cold call prospecting skills.
In this session, we expand on our initial sales process introduction where we wanted to get our “foot in the door.” To make the sale, we need a strategy. In this session, we’ll explore how we go about creating that sales strategy.
In this lesson, you will be expanding on your sales process and learn how to create a sales strategy road map. We’ll ask you to present your cold call script you drafted in the last session to someone you know. As you practice, remember: This is training you’ll need to sell your own products and services some day.
In this video, you will learn how to develop your sales process. As you study this lesson, you’ll show you how Customer Relationship Management (CRM) software can help you track your sales prospects.
What are the things you should think about when setting up a method to track your sales prospects? In this lesson, we'll illustrate some issues to think about as you consider how to set up a simple tracking system using Microsoft Office's Access program.
In this video, you will learn how to implement your sales process for your website using your database. We’ll consider the example of Author House, a company that markets self publishing services.
In this video, you will learn how to track your prospective buyer through your sales process. As you watch this video, remember how to identify your target market and how to describe how your products would be good for your prospective buyer.
In this assignment, we'll ask you to take a stab at creating a list of fields you would use in a customer relationship database. We've also provided a more detailed description of a sales project you may wish to try.
In this session, we want to delve more deeply into the reasons why people do and do not buy things. Thus, our next challenge is to have them share with us the information we need to identify the benefits we might be able to provide them given different customer buying needs.
In this video, you will learn how people think when it comes time to make a purchase. We’ll also discuss sales roles and how they relate to the DISC profile. You’ll learn how to use your sales process to develop a needs based selling approach.
In this lesson, you will learn how to satisfy the buyer’s needs by discussing the features, advantages, and benefits of what you sell, and linking a solution to the buyer’s needs. Knowing your buyers needs will help you identify which such features to pitch to your customer.
In this lesson, you’ll learn the art of uncovering your customer’s needs by discovering what causes them pain. We’ll establish a scenario and ask you to role play it to learn how to discover what your customer needs, and how you can serve them by fulfilling their needs.
In this lesson, you will analyze the insights to be learned from the role-playing exercise. You’ll learn the six words that reveal a customers fears, how to identify them during the sales process, and understand the key aspects that influence the purchase decision.
In this lesson, we outline more of the assignment on using a team sales process. Be sure to access the oral presentation evaluation form provided as a supplementary document with this lesson.
Throughout this course, we've been building toward completing the Class Project Assignment. You'll actually need 3 people to role play this if you wish to complete it. In this session, we'll consider who these people are, and what they need to do.
In this video, you will learn about what you need for your sales presentation by determining the customer’s buying criteria, developing a cost of ownerships sales concept for your customer and recognizing what a buying signal is. After this lesson, you will understand the importance of always having a sales call objective and knowing how to implement it.
In this video, you will learn how to anticipate and deal with objections, as well as how to prepare your sales team to understand and respond to customer concerns. When you’ve completed this lesson, you will be better able to serve the needs of your customer.
In this video, you will learn how to provide a life cycle cost to your product. As you watch this video, we will explore how to apply what you learn here into real life situations.
In this video, you will learn how to close the sale with your presentation. As you watch this lesson, you will come to understand the importance of not only asking for the sale, but asking in the right way, and with the right motives – to serve your customer.
It's time to complete your sales presentation. Consider making a Youtube video out of it
In this lesson, we summarize what has been learned in this course and preview additional courses in the series available from Generation Self Employed.
I have always enjoyed being a teacher. I have taught adult Sunday School classes and small group bible studies for the last twenty years. Outside of the Bible, I am an Adjunct Professor of Business Management and Economics for the University of Phoenix, Indiana Wesleyan University, and several other Indiana colleges, including Ivy Tech. I teach both online and face to face courses. I was named the 2005 Faculty of the Year by the first graduating class of the Indianapolis Campus of the University of Phoenix.
From 1992 to 1995, I was the State Director of the Indiana Christian Coalition, and I’ve served as a political consultant to several political campaigns for statewide office. I’ve worked for such organizations as the Indiana Fiscal Policy Institute and as a Budget Analyst for the Indiana Legislature. And, in 1999, I was privileged to prepare a socio-economic analysis of Central Indiana for Dr. Billy Graham’s 1999 Indianapolis Crusade.
I enjoy writing, and have self-published several books, including two Christian historical novels, The Brotherhood of the Scroll and The Sword of the Scroll, To The Brotherhood of the Scroll, I’ve written a companion course curriculum, “Clash of the Superpowers: A Comparative History Curriculum.”
My wife Sally and I have been married since 1979 and have three adult children, of whom we are very proud. Sarah is 32 and is a Surgeon. Jason is 31, married to his wife Gail and they have a son, Isaac. Josh is 26 and attends IUPUI.
My life verse is Proverbs 15:2, “The wise man makes knowledge acceptable.”