Sales & Negotiation Skills Business Development Masterclass

[Bo0mB0oma]

 

Sales & Negotiation Skills Business Development Masterclass

.MP4 | Video: 1280x720, 30 fps® | Audio: AAC, 4800 Hz, 2ch | 7.09 GB

Duration: 12 hour | Genre: eLearning | Language: English

 

Master Sales & Negotiation Skills - A Beginners Guide For The New Sales Consultant - Sales Training.

 

What you'll learn

 

Once you have taken this course, you will be able to develop a sales strategy.

You will know how to manage your emotions in a sales situation.

You will know how to find prospects to sell to.

You will know how to read your prospects in a sales meeting.

You will know how to negotiate successfully.

You will know how to handle objections

You will know how to close a sale.

And you will also know how to leverage your prospect for multiple sales opportunities.

 

Requirements

 

You will need a desire to master the selling process and be interested in sales and negotiation.

You will need to be willing to commit to spending time studying this course.

 

Description

 

Sales & Negotiation Skills Business Development Masterclass:

 

Master sales and negotiation skills, a beginners guide to business development for the sales consultant.

 

The complete guide to mastering sales skills, sales strategies and sales techniques so that you can become a master Sales Consultant.

 

Do You Want To Learn How To Sell Your Own Ideas And Products?

 

There is no mountain that you cannot climb, if you master the art of selling.

 

There are so many opportunities in life that are missed because people don't develop good sales skills.

 

What You Will Learn:

 

In this course you will learn how to master the sales process.

 

You will learn how to develop a sales strategy.

 

You will learn how to manage your own emotions in a sales situation.

 

You will learn how to find prospects to sell to.

 

You will learn how to read your prospects.

 

You will learn how to negotiate successfully.

 

You will learn how to handle objections.

 

You will also learn how to close the sale.

 

You will also learn how to leverage your contacts so you can sell to the same prospects again and again.

 

Topics Covered In The Course:

 

Module 1: Prepare The Train Driver - Self Development Of The Sales Consultant

 

Introduction To The Course

Sales Skills Course Overview

The Mind Of A Consultant

Mastering Sales Is Mastering Life Skills

The Continuous Journey

Universal Laws Of Success

The Three Pillars Of Success

Personal Honesty

Diligence

Deferred Gratification

Suppression Of Principle

Emotional Intelligence

Core Principles Of Emotional Intelligence

The Problem Is Internal

The Two Motivational Forces

Product Confidence

 

Module 2: Pre-suppositional Sales - Pre-suppositions And Worldviews

 

The Train Track - Pre-Suppositional Sales Defined

What Is A Worldview

Why Pre-Suppositions Are Important

Two Modes Of Thinking

Logical Thinking

Emotional Thinking

The Dumb Dog

How We Create Our Values

Examples Of Rational Ideas

Examples Of Emotional Beliefs

Examples Of Values

Rational Or Emotional

Finding Someones Presuppositions

When The Presuppositions Are Not Clear

The Bank Robber Example

Why People Buy

How We Make Buying Decisions

Matching A World View

Testing A Worldview

Test Your Presuppositions

What Is A Buyer Persona

Presuppositional Buyer Persona Exercise

Creating The Persona

Traditional Buyer Personas

Combined Buyer Personas

 

Module 3: The SMART Process

 

The SMART Process

Controlling The Room

The Core of SMART

How Negative Emotion Controls Us

How We Take Control

The 5 Steps Of SMART

Separate

Monitor

Assess

Replace

Trust

SMART In Action

The SMART Sales Call In Full

I Will Never Be Any Good At Sales

The Power Of Self Talk

Using SMART For Self Development

Two Uses Of SMART

Short Term Emotional Management

Long Term Character Development

Experienced Negative Emotional Beliefs

Taught Negative Emotional Beliefs

Internal Negative Emotional Beliefs

 

Module 4: The Coaches - Getting Ready For Passengers

 

Getting Ready For Your Passengers

Know Your Product

Product Strengths And Weaknesses

Knowing Your Competition

Become The Expert

 

Value Propositions

 

Module 5: The Train Route - Planning Your Sales Route

 

Planning Your Route

Building Your CRM Flow

Data Analysis

Implementing Your Sales Funnel

 

Module 6: Selling Tickets - Dealing With Prospecting

 

Prospecting The Three Rules

Qualifying Prospects

Identifying The Contacts Role

Dealing With The Gatekeeper

Dealing With Influencers

Dealing With Champions

Dealing With Decision Makers

Contact Identification Exercise

Prospecting Secrets

Getting Entrance Into The Castle

 

Module 7: Prospecting By Network

 

Prospecting By Networking

Classification Of Networks

Door To Door Sales

Door To Door Conversation Methods

Getting The Most Out Of Your Networking

The Elevator Pitch

 

Module 8: Prospecting By Phone

 

Finding Prospects By Phone

Planning Your Phone Calls

Split Testing Your Scripts

Dealing With The Gatekeeper Script

Dealing With The Influencer Script

Dealing With The Champions Script

Dealing With Decision Makers Script

Other Call Support Material

Voicemail Techniques

 

Module 9: Online Prospecting

 

The Power Of Online Prospecting

Online Prospecting Tools

Email Statistics

Understanding Spam

Permission Based Email Marketing

Email Writing Tips

Places To Get Their Email Addresses From

Email Writing Tips

AIDA Copywriting

A Sample Email Using AIDA

Activities Create Your Own Email Using AIDA

 

Module 10: Making Friends - Friendliness And Personality Types

 

Making Friends

Ten Rules Of Friendliness Part 1

Ten Rules Of Friendliness Part 2

Recommended Reading

Personality Types

Meet The Blues

Meet The Reds

Meet The Greens

Meet The Yellows

Advanced Profiling

Profiling Bob

 

Module 11: Body Language How To Read Your Prospect

 

Reading The Body

Social Spaces

Distance Can Change

Three Classes Of Body Language

Aggressive Body Language

Defensive Body Language

Friendly Body Language

Ten Body Language Patterns

The Crossing Pattern

The Expanding Pattern

The Defensive Moving Away Pattern

The Moving Towards Pattern

The Opening Pattern

Preening Pattern

Defensive Repeating Pattern

Shaping Pattern

Striking Patterns

The Touching Pattern

Ten Core Patterns Exercise

Personality Type Body Language

Micro Expressions

Seven Common Micro Expressions

Your Body Language The Importance Of Control

Tracking Their Body Language

What Are They Responding To The Three Factors

Moving Them Through The Sale

Body Language Flow

Dealing With More Than One Person

 

Module 12: Listening Station - Listening In Sales

 

The Art Of Questioning And Listening

How To Show You Are Listening

Product Based Sales

Needs Based Sales

Needs Analysis Funnel

The Needs Analysis Stages

The Two Types Of Questions

Open Questions

Closed Questions

The Quick Sale Mobile Example

The Quick Sale Training Session Example

The Quick Sale Exercise

The Three Simple Question Technique

The Echo Technique

The 5 Ws

Washing Machine Retail Sale Example

The Five Whys

The Five Whys - George

The Five Whys - Sally

The Five Whys - Terry

Why You Do Not Own A Yacht

Additional Tools

Needs Analysis Mind Map

Needs Analysis Sheet

 

Module 13: Negotiation Station

 

The Negotiation Station

Core Principles Of Negotiation

Focusing On Them

Everyone Has To Win

Matching Values

The Path Of Least Resistance

Shifting The Weight

The Persuasion Secret

How To Persuade Someone

The Electric Car

The Fashionable Trainers

Competency Levels

Assessing Competency Levels

Features Benefits And Values

The Christmas Tree Negotiation

B2B Value Propositions

Deepening The Value

Over Decorating The Tree

The Big 12

Authority

Social Proof

Group Identity

Deflecting Fault

Ask For Advice

Compliment Their Negotiations

Reciprocity

Scarcity

Off Set Values

Stepped Commitments

Fear And Hope

Ranked Priorities

Negotiating A Price

The Market Price

The Anchor Price

The Walk Away Price

The First Offer

The Counter Offer

 

Module 14: Objection Handling Station - How To Handle Objections

 

Handling Objections

The Golden Rule To Handling Objections

Why Objections Happen

Objection Tags - Tagging Objections

Objection Types

Objection Class

Objection Source

The Objection Clarification Process

The Onion Technique - Peeling Back The Objections

Testing The Objection Type

Classify The Objection

Test The Objection Source

Summarise The Objection

The Objection In Full

Acknowledge The Objection

Acknowledgement Examples

Emotional Objections

Feel Statements

Felt Statements

Found Statements

Feel Felt Found Example

Rational Objection Guidelines

Responding To Rational Objections

Sharing Data And Information

Data Sharing Techniques

Using The Right Techniques

Valid Objections

How To Handle Class Objections

Authority Objections

Types Of Relationship Objections

Existing Relationship Objections

Third Party Relationship Objections

No Relationship Objections

Knowledge Objections

Convenience Objections

Price Objections

Objection Handling Sheets

Removing The Objection

Dealing With Difficult People

Dealing With Difficult People - Use SMART

Grow Some Thick Skin

The Mountaintop Example

Finding Common Ground

Focus On The Issue

A Soft Answer

Stress Fractures

Be Their Only Friend

Types Of Character Traits

The Demander

The Detractor

The Dynamite

The Dumper

The Drainer

The Disappointer

The Dictator

Handling Objections Before The Meeting

Reducing Objections

Setting Up An FAQ Page

 

Module 15: Closing The Sale - How To Close Effectively

 

Destination Station Closing The Sale

Understanding Closes

Understanding Buying Signals

Closing Questions

 

Module 16 Selling Season Tickets - The Value Of A Lifetime Customer

 

Season Tickets The Biggest Source Of Revenue

Understanding Season Tickets

First Class Passengers - After Sales Care

The Revolution - Practising The Principles

 

Any question just ask, we hope to see you in the course!

 

Mark Timberlake

 

Who is the target audience?

 

This course if for beginners in sales and business development.

If you just starting out in sales then this course is for you.

Do not take this course if you are an experienced sales consultant as you will find a lot of the content too basic.

 

 

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