Create More New Business
1 Buying Decision Making Unit (18 minutes)
In a sale, there may be many people involved, and they may have different "roles". This eSeminar investigates the roles that exist in a Buying Process, and demonstrates that each role player has different needs - which you must be aware of, and meet. Through a series of audio-enabled slides, an interactive section, and an exercise, 4 main roles are explored. We discuss their traits, what's important to them, how to identify them, and we end with a short discussion on influence levels.
2 Closing Skills (23 minutes)
In order to get a sale, you need to close it. This eSeminar will help you understand that Closing starts at the beginning of the sales process and continues through it by using Qualification techniques. You will learn the 3-stage Model of sales (Prospect, Suspect, and Lead). The eSeminar will propose some closing "techniques", suggesting that these should always be part of the much larger proposition that Closing starts early on.
3 Cold Calling for Appointments (25 minutes)
Cold Calling is something that is often feared by Salespeople, yet a necessary function of their role. In this 25-minute eSeminar, we will look at the things that are necessary to be successful, including an understanding of your own personal metrics and activity levels. You will also cover the subjects of Business Reasons, Compelling Reasons, and Getting the Appointment, all essential to a successful Cold Call. The eSeminar contains Interactive elements, and a cumulative Exercise that helps you build an effective Cold-Calling "Script".
4 Creating Value (31 minutes)
Features, Functionality and Price are all important in a sale, but they are not the most important thing. The most important thing in a sales is to create Value for your client or potential client. This module will Clarify the importance of adding Value during a sales process, explain the Journey that a Buyer typically goes on during a sales process, and explain how you can identify, and/or add Value at each of these stages. Using slides, interactions and exercises, the module works through a typical sales process, explaining the behaviours you need to exhibit, and the questions you need to ask at each of the stages. You will understand how to assess what value "looks like" for each person in a sales process, and how to create value for them.
5 Objection Handling (28 minutes)
No matter how long you prepare your pitch or sales campaign, people will always raise Objections. After completing this 28-minute eSeminar, which includes exercises and interactive portions, you will have learned how to recognise standard Buyer Objections, and some techniques for overcoming them. You will learn the differences between Features, Advantages and Benefits, and how to use to use these appropriately to overcome Objections.
6 Pipeline Creation (30 minutes)
In sales, your Pipeline ultimately controls how successful you are. In this 30-minute eSeminar, we will introduce the component parts of a Pipeline, explain their importance, and what you need to do to ensure that you really understand what is currently guiding your understanding of Suspects, Prospects and Sales Leads.
7 Presentation Skills: Module 1 (35 minutes)
Presenting is a fundamental skill for Salespeople. In this eSeminar, delivered by a mixture of slides, audio, and interactive elements, we will guide you through the principles of good presenting. You will explore the components the things that make a presentation "great", and how to apply the principles to your work. You will learn the importance of, and scope of, planning your presentation and how to structure the Opening, Middle and Closing sections. Different styles for each section will be suggested. Modules 2 and 3 will build on Module 1, however it can be used as a standalone course.
8 Presentation Skills: Module 2 (33 minutes)
This 33-minute module builds on Module 1, however it can be used as a standalone course. In this eSeminar, delivered by a mixture of slides, audio, and interactive elements, we will guide you through the principles of good presenting. You will explore different ways to deliver your message, and how to use your voice as a presentation "instrument". You will learn the importance of audience interaction/attention, non-verbal communication, and will learn some basic skills you can use when planning for, and handling audience questions.
9 Presentation Skills: Module 3 (22 minute)
This 22-minute module builds on Modules 1 and 2 but can be used as a standalone course. We will guide you through the principles of good presenting, and some of the risks involved when technology is introduced. You'll examine common mistakes in presentation design, and look at some of considerations that need to be made when using graphics in slides. Style modifications for Technical presentations, Team presentations, and presentations involving multinational delivery groups/audiences are also discussed.
10 ** Presentation Skills Bundled Version with all three presentations and respective .pdfs of each presentation
11 Qualifying a Sale (14 minutes)
How do you objectively measure the quality of your Sales Pipeline? One simple measure or "rating" of your Opportunities can be achieved using a simple model known as the SCOTSMAN Model. In this eSeminar, (which includes interactive elements, an "offline" exercise, and a Quiz), you will learn about why Qualification is so important in the sales process. You will see, and understand the 8 areas of the SCOTSMAN model, and then perform an exercise to quickly "rate" one of your current sales opportunities using the model.
12 Questioning Skills (28 minutes)
This module deals with how to question effectively, with the aim of moving the client closer to a buying decision. We'll introduce the "4R's" model; (Reality, Reasons for Change, Repercussions of Inaction, Return on Investment); used to guide the client through the Questioning Process. You will learn the importance of Open and Closed questions at each stage, which will help you gain a better understanding of the Buyer's situation, and then to focus on their needs. Using slides, audio, Exercises, Interactive elements and a Quiz, you will learn how to use Questioning to take the Buyer on a "journey", helping them reach a successful conclusion in the Sales Process.
13 Sales Prospecting (19 minutes):
In this 19 minute module, we tackle sales prospecting, i.e. the process of uncovering potential customers. By the end, you will understand the importance of prospecting, have the skills allowing you to create a focused list of good quality prospects, and you will be able to determine the best means of reaching your prospects, once you have identified them. The module includes exercises based on your "real world", in order to underpin the theory, and the module will assist you in understanding one of the most important skills in a salesperson's skill set. **NOTE - this is a "How To" model. Please only purchase this module if your sales process allows for you to Prospect flexibly. If you have an established or mandatory process, this module will not be appropriate**.
14 Successful Sales Meeting and Call Agendas (21 minutes)
Sales Meetings and Calls need to move the sales process forward - yet often they are wasted opportunities. In this eSeminar you will learn how to recognize a successful meeting or call, and how to set an Agenda that ensures it is successful. You will learn how an Agenda needs to vary depending on where you are in the Sales Cycle, and you will explore the Goals, Outcomes, and Benefits for Buyers that you should set and expect at for each type.
15 Telephone Based Selling (39 minutes)
Selling over the phone (Telesales) has always been important, and is the lowest-cost way to make direct contact with potential clients. This 38-minute eSeminar will help you make better use of the telephone as a "selling-tool"
Utilising slides + audio, interactions and exercises you will learn the benefits of the phone as a selling medium. You will be introduced to the importance of phone/calling metrics, and how they should guide your calling behaviour, and you will understand the concept of, and importance of data accuracy in Prospect Lists.
We will introduce the concept of Questions, Statements and Tools that need to be used at each stage of the Sales process, and how you should measure success. Techniques for working with "Gatekeepers" are explored, as well as an introduction to Closing techniques that may be useful in a telephone-calling situation.
Vocal and "presentational"" techniques are out of scope.
NOTE - this course is appropriate for Telesales and selling staff that have flexibility within the sales cycle. It does not cover Telemarketing, where formal scripts are used, and where there is little opportunity for personal creativity in the selling process.
16 Writing Powerful Sales Proposals (40 minutes)
A potential customer has asked you to submit a written Proposal; great news; however, how can you maximise the impact of the Proposal ? This 40-minute eSeminar, (containing Slides, Audio, Interactions, Exercises and a Quiz), clarifies exactly what a Proposal is, (and is not...). You will understand the Pre-Requisites for writing a Proposal, and learn about the major content areas within the document. You will learn about the importance of the Review stage, the all important Submission stage, and appreciate that the post-Submission stage can also be important.