Sales: Practical Techniques

Course details

Sales is ultimately about helping other people determine what they want. By understanding how to do this—as well as how to navigate the overall sales process—you'll be better positioned to close deals. In this course, instructor Chris Croft shares key techniques and practices for being an effective salesperson. Chris explores the keys to building rapport, understanding a client's needs, and prescribing a solution. He also discusses how to handle objections, explores methods for closing a sale, and takes a look at efficiency and metrics.

Learning objectives
Building sales relationships
First impressions and body language
Finding out a customer's needs
Prescribing a solution
Dealing with objections
Closing a sale
Keeping the ball in your court
Essential principles of sales efficiency

Concepts

0. Introduction

01 - Welcome

1. Understanding Sales

02 - Staying on the sales tightrope
03 - Prescribing, not selling

2. Building a Sales Relationship

04 - Introduction - Building a sales relationship
05 - Do you need to be liked
06 - First impressions and body language
07 - Make me feel important
08 - Being a great listener
09 - The sales-questioning funnel
10 - Four types of people
11 - Delight factor

3. Diagnosing the Sale

12 - Introduction - Diagnosing the sale
13 - Finding out their needs
14 - Building their needs
15 - Get them to say it

4. Prescribing a Solution

16 - Introduction - Prescribing a solution
17 - The difference between features and benefits

5. Handling Objections

18 - Introduction - Handling objections
19 - Can objections be a good thing for sales
20 - Feel, felt, found
21 - Preparation is the key to sales
22 - Overcoming the It's too expensive objection

6. Closing Sales

23 - Introduction - Closing sales
24 - The principle of closing
25 - The words to use when closing
26 - Keeping the ball in your court

7. Efficiency and Measurement in Sales

27 - Introduction - Efficiency and measurement in sales
28 - Seven essential principles of sales efficiency
29 - The science of sales measurement

Conclusion

30 - Thank you