Sales and Persuasion Skills for Startups

The entrepreneur's sure guide to getting a 'Yes'
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4,682 students enrolled
Instructed by Len Smith, Sean Kaye Business / Sales
$60
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  • Lectures 26
  • Contents Video: 1.5 hours
    Other: 1 hour
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 6/2012 English

Course 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.

What are the requirements?

  • None

What am I going to get from this course?

  • 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

What 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.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

03:41

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.

11:54

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

Section 1: Introduction
INTRODUCTION
04:21
Section 2: Features & Benefits - not what you thought
07:07

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

NOTES Features & Benefits
6 pages
Section 3: Anatomy of a sales call
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

Course Notes ANATOMY
5 pages
Section 4: Questioning techniques
06:41

THIS NEEDS RE-FILMING

QUESTIONING TECHIQUES course notes
5 pages
Section 5: Handling objections
07:03

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

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
Section 6: The psychology of buying
06:34

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

COURSE NOTES The Psychology Of Buying
7 pages
Section 7: Needs versus Wants
05:55

Some real surprises here!

7 pages


Section 8: Closing techniques
11:52

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

NOTES - Closing Techniques
12 pages
Section 9: Fireside chats
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

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Instructor Biography

Len Smith, 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.

Instructor Biography

Sean Kaye, 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.

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