Sales and Persuasion Skills for Startups
4.2 (114 ratings)
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Sales and Persuasion Skills for Startups

The entrepreneur's sure guide to getting a 'Yes'
Bestselling
4.2 (114 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.
5,010 students enrolled
Last updated 4/2015
English
Current price: $10 Original price: $60 Discount: 83% off
1 day left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1.5 hours on-demand video
  • 10 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • How to get the most out of the course
  • How to use features, benefits and advantages – to your own advantage
  • How to structure a sales call – with you in control
  • Three sessions on how to manage objections – turning them into opportunities
  • Closing techniques – getting to a ‘yes’
  • Recovering from a lost sale
  • Powerful questioning techniques
  • Needs vs wants – and how to sell at a premium price
  • Selling ‘off the page’ – a proven way to generate high quality sales leads
View Curriculum
Requirements
  • None
Description

Start-ups and entrepreneurs are a mixed bunch. But one thing the winners all have in common Is – the ability to influence others. The ability to sell their ideas, sell their products, sell their service.

And the graveyard of business startups is littered with companies that failed to grasp that most important, essential skill - the art of persuasion.

That's what this course delivers in spades. The ability to get people to say 'YES'.

So – what is unique about this course?

  • Unlike so many courses, Len Smith is always available should you have any queries. Just email him - he's here to help.
  • It is a living, growing course - unlike any other course, as students suggest new topics, Len adds them as bonus lessons (he calls them fireside chats). No extra cost, the course just keeps on improving.
  • It is not designed for salespeople wanting to boost their career. Salesman of the Month!
  • It’s not ‘evangelical’ and it’s not designed to tell you how wonderful you are – what fantastic sales talents you’ve got hidden away, just waiting to be revealed. 

No – it’s for real people. Entrepreneurs. Startups. Businesspeople - starting out - who recognise they have a crying need to learn how to get other people to say YES. And that’s what we mean by sales techniques in this course. Not just selling product – although, that IS important, so we do cover all the essentials about selling your product - but it’s also about getting others to buy into your ideas.

Things like, How To….

  • Understand people’s motives for buying – some real surprises there!
  • Make sure you always have a clear objective – never ‘winging it’, hoping that something will come out at the end
  • Understand different personality types – and how to turn their personality traits to your advantage
  • Turn needs into wants - and raise the profitability of what you do, what you sell
  • Turn objections into sales opportunities
  • Gain control and keep the upper hand in any discussion
  • Apply the perfect test to see if others are raising smoke screens or holding something back
  • Overcome ‘price-itis’. Never ever having to sell down on price
  • Understand ‘buying signals’
  • How to write a professional, compelling proposal
  • Discover the best-kept secrets for overcoming road blocks like – “I’ll think about it” “I’ll think it over”
  • Make it easy for your prospects to buy, for your business partners to say ‘yes’

There are countless courses on sales techniques. Mostly developed by trainers. This course is based on years' of personal-face-to-face experience from an expert who has worked at the coal face.

Len Smith has many years' experience in sales & marketing with companies like IBM and has been associated with a number of start-up successes. Developing business and marketing plans, market research, product branding, VC funding and strategic business development.

He's worked as a non-exec, involved in MBOs, company sales and a stock market flotation. He has also helped clients make the difficult leap from Europe to success in North America and the Asia Pacific Region.

Clients have included IBM, Travelex, PricewaterhouseCoopers, Welcom, Marks & Spencer Financial Services and Manchester Business School.

Now he shares his persuasion techniques with you.

Who is the target audience?
  • It is not intended for professional salespeople wanting to sharpen existing skills. It is aimed squarely at entrepreneurs, startups, busy business owners who want quickly to gain the essential skills of selling and persuading.
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Curriculum For This Course
Expand All 26 Lectures Collapse All 26 Lectures 02:57:18
+
Promotional video - why this course?
2 Lectures 15:35

Find out exactly what we cover - what you will achieve from this course. Much more than just sales skills, these persuasion techniques will boost your entire business and personal achievements.

Preview 03:41

Try a complete lecture and see what you think....

Preview 11:54
+
Introduction
1 Lecture 04:21
INTRODUCTION
04:21
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Features & Benefits - not what you thought
2 Lectures 07:07

Bet you can't name five benefits associated with your product or service! We lift the kimono....

Features and benefits
07:07

NOTES Features & Benefits
6 pages
+
Anatomy of a sales call
2 Lectures 05:13

Face-to-face, there are so many pitfalls. This session shows you how to structure a conversation so that you get control and stay in control

Anatomy of a sales call
05:13

Course Notes ANATOMY
5 pages
+
Questioning techniques
2 Lectures 06:41

THIS NEEDS RE-FILMING

Powerful questioning techniques
06:41

QUESTIONING TECHIQUES course notes
5 pages
+
Handling objections
7 Lectures 27:23

Learn how not to be frightened of objections - and how to turn them to your advantage

OBJECTIONS part 1
07:03

NOTES - objections part 1
7 pages

Objections part 2
09:20

NOTES - objections part 2
8 pages

Objections - part 3
05:10

OBJECTIONS PT 3
5 pages

Fireside Chat - The Lost Sale
05:50
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The psychology of buying
2 Lectures 06:34

Remember, when you are selling, someone else is buying. Understand their thought processes and USE them.

The psychology of...
06:34

COURSE NOTES The Psychology Of Buying
7 pages
+
Needs versus Wants
2 Lectures 05:55

Some real surprises here!

NEEDS AND WANTS
05:55


COURSE NOTES Needs Vs Wants
7 pages
+
Closing techniques
2 Lectures 11:52

Subtle (and not-so-subtle) ways to get people to say 'Yes!'

Closing Techniques
11:52

NOTES - Closing Techniques
12 pages
+
Fireside chats
4 Lectures 13:37
Fireside Chat - selling off the page
04:04

Fireside chat - AIDA
06:46

Fireside chat - real life example
02:47

Fireside Chat - Selling off-the-page
11 pages
About the Instructor
Len Smith
4.6 Average rating
3,102 Reviews
63,135 Students
10 Courses
Freelance copywriter and communications consultant

For the past 20 odd years Len has run his own business, Copywriting On Demand and manages The-Writers-Guru.

He works from home, writing copy for organisations around the world - and lots of them have become personal friends.

With forty years' experience in marketing, he spent three years in Paris responsible for IBM product marketing in 14 countries across EMEA.

His biggest market is the USA, followed by the UK, the Arab states and the Netherlands. His business comes via the web and his website attracts more than 1,000 visits a day.

Clients are as diverse as Vodafone, The Finance Leasing Association, Lloyds, PricewaterhouseCoopers, the BBC, a number of multinational pharmaceutical companies - even a TV 'Secret Millionaire'.

Married for more than 50 years (a world record?) he has three sons.

He lives in a rambling old vicarage in Yorkshire that has the distinction of having been built by the Brönte sisters’ Uncle Fennel. Charlotte’s earliest recorded letter was written from the vicarage during one of the children’s brief holidays there.

His interests have included competitive rallying (including an attempt at the Monte Carlo Rally and the Paris Marrakesh), and paragliding. These days he is content with art and opera.

Vacation time aside, Len aims to answer student queries within hours.

Sean Kaye
4.6 Average rating
3,231 Reviews
67,204 Students
14 Courses
Wordpress Expert in SEO, Security and Content Marketing

Sean has had a long and rewarding career in the Enterprise Technology world and has built a successful business in coaching, online marketing, SEO, Wordpress security and content marketing. During his career, Sean has been responsible for multi-million dollar businesses with seven figure profit numbers.

From his years of management experience, Sean is an accomplished business strategist but also an excellent communicator who can teach and educate people in complicated topics. His laid back style and dedication to his students' learning, as well as achieving their desired results makes Sean a leader in online education.

Sean originally comes from Toronto, Ontario but is now based in Sydney, Australia.