Professional Selling: 3 Steps to High-Performance Specialization

Learn the "WHY" and the "HOW" of successful sales. Including much from a university degree program, these courses will teach learners essential skills and techniques, rooted in research, that will help them become successful, high-performing sales people.

Instructors: Scott Inks +1 more

What you'll learn

  •   How to THINK like a high-performer. How to PREPARE like a high-performer. How to BE a high-performer.

    • Skills you'll gain

  •   B2B Sales
  •   Sales Presentation
  •   General Sales Practices
  •   Needs Assessment
  •   Solution Selling
  •   Communication
  •   Sales
  •   Sales Prospecting
  •   Selling Techniques
  •   Overcoming Objections
  •   Rapport Building
  •   Customer Relationship Building

    • Specialization - 3 course series

    Creating a Presentation of Solutions

    Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales and the sales process. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course One will be provided “The Road Map” to the sales process and learn how the highest performing salespeople think about sales and sales activity. Important to successfully developing strong relationships is understanding how to build trust and how salespeople move customers through their purchasing decisions.

    Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of prospecting and establishing needs. Learners will gain a clear understanding of the prospecting process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course Two will gain skills in understanding their product's value, identifying good prospects, maximizing the sales funnel, improving conversion ratios, creating a strategic prospecting plan, understanding the WIFM, creating an effective elevator speech, overcoming call reluctance, and so much more.

    Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales call preparation, execution, and follow up. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course Three will gain skills in planning a sales call from beginning to end while also seeking out opportunities to connect with the prospect. Important to successfully engaging with the prospect is being able to present and quantify the product as a solution to the prospect's problems. Successful salespeople need to be able to manage objections, build trust, and gain commitment as well as follow up with their prospect and turn them into a buyer.

    Professional Selling: Step 2 - Prepare Like a High-Performer

    Professional Selling: Step 3 - Become a High-Performer

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