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3 Students

292 Lessons

Beginner

What You Will Learn?

  • This course will teach you how to become a successful sales consultant
  • You will understand how the sales process works from start to finish
  • This course will help you get the skills you need to get the best from any negotiation and sales situation
  • You will know how to negotiate successfully
  • And more!

Curriculum

12h 15m
Section 2: Prepare The Train Driver - Self Development For The Sales Consultant
38:22
The Continuous Journey
02:24
Universal Laws Of Success
00:58
The Three Pillars Of Success
02:50
Personal Honesty
01:25
Diligence
01:53
Deferred Gratification
03:50
Suppression Of Principle
02:43
Emotional Intelligence
02:13
The Problem Is Internal
02:24
The Two Motivational Forces
04:35
Product Confidence
02:34
Sales Consultant Activities To Complete
00:40
Section 3: Pre-Suppositional Sales - Pre-Suppositions And Worldviews
1:14:25
What Is A Worldview
01:57
Why Pre-Suppositions Are Important
03:24
Two Modes Of Thinking
01:07
Logical Thinking
01:58
Emotional Thinking
03:16
The Dumb Dog
05:12
How We Create Our Values
01:13
Examples Of Rational Ideas
01:25
Examples Of Emotional Beliefs
01:50
Examples Of Values
02:20
Rational Or Emotional
02:35
Finding Someones Presuppositions
03:17
When The Presuppositions Are Not Clear
04:43
The Bank Robber Example
01:18
Why People Buy
05:12
How We Make Buying Decisions
03:19
Matching A World View
04:48
Testing A Worldview
02:37
Test Your Presuppositions
03:31
What Is A Buyer Persona
03:48
Presuppositional Buyer Persona Exercise
04:27
Creating The Persona
04:30
Traditional Buyer Personas
02:51
Combined Buyer Personas
02:19
Journal Activities To Complete
00:42
Section 4: The SMART Process - Learn How To Manage Emotions
42:59
SMART Copyright
00:34
The SMART Process
01:31
Controlling The Room
01:07
The Core of SMART
02:30
How Negative Emotion Controls Us
01:52
How We Take Control
02:48
The 5 Steps Of SMART
00:46
Separate
00:57
Monitor
01:07
Assess
01:52
Replace
01:40
Trust
03:29
SMART In Action
03:01
The SMART Sales Call In Full
02:56
I Will Never Be Any Good At Sales
02:25
The Power Of Self Talk
02:54
Using SMART For Self Development
00:23
Two Usess Of SMART
00:23
Short Term Emotional Management
02:25
Long Term Character Development
00:29
Experienced Negative Emotional Beliefs
03:29
Taught Negative Emotional Beliefs
01:47
Internal Negative Emotional Beliefs
02:02
Activities To Complete For SMART
00:32
Section 5: The Coaches - Getting Ready For Passengers
19:23
Getting Ready For Your Passengers
02:13
Know Your Product
02:18
Product Strengths And Weaknesses
02:05
Knowing Your Competition
02:24
Become The Expert
04:47
Value Propositions
05:03
Activities To Complete Preparing For Your Passengers
00:33
Section 6: The Train Route - Planning Your Sales Route
16:56
Planning Your Route
04:10
Building Your CRM Flow
04:28
Data Analysis
03:37
Implementing Your Sales Funnel
04:04
Activities To Complete For Planning Your Route
00:37
Section 7: Selling Tickets - Understanding How Prospecting Works
32:58
Prospecting The Three Rules
04:35
Qualifying Prospects
02:30
Identifying The Contacts Role
01:58
Dealing With The Gatekeeper
03:21
Dealing With Influencers
03:39
Dealing With Champions
03:01
Dealing With Decision Makers
02:19
Contact Identification Exercise
01:35
Prospecting Secrets
06:46
Getting Entrance Into The Castle
02:42
Activities To Complete Prospecting
00:32
Section 8: Prospecting By Networking
26:50
Prospecting By Networking
01:47
Classification Of Networks
06:01
Door To Door Sales
05:31
Door To Door Conversation Methods
04:13
Getting The Most Out Of Your Networking
03:25
The Elevator Pitch
04:54
Activities To Complete For An Elevator Pitch
00:59
Section 9: Prospecting By Phone
46:23
Finding Prospects By Phone
03:31
Planning Your Phone Calls
03:53
Split Testing Your Scripts
04:44
Dealing With The Gatekeeper Script
05:35
Dealing With The Influencer Script
04:36
Dealing With The Champions Script
04:15
Dealing With Decision Makers Script
04:05
Other Call Support Material
06:18
Voicemail Techniques
08:54
Activities To Complete For Prospecting By Phone
00:32
Section 10: Online Prospecting
31:25
The Power Of Online Prospecting
02:00
Online Prospecting Tools
09:28
Email Statistics
00:58
Understanding Spam
00:48
Permission Based Email Marketing
01:56
Places To Get Their Email Addresses From
01:53
Email Writing Tips
02:56
AIDA Copywriting
04:53
A Sample Email Using AIDA
04:30
Activities Create Your Own Email Using AIDA
01:11
Prospecting By Email Activities To Complete
00:52
Section 11: Making Friends - Friendliness And Personality Types
43:42
Making Friends
02:36
Ten Rules Of Friendliness Part 1
06:20
Ten Rules Of Friendliness Part 2
06:42
Recommended Reading
00:48
Personality Types
03:49
Meet The Blues
02:37
Meet The Reds
02:53
Meet The Greens
02:46
Meet The Yellows
02:18
Advanced Profiling
07:41
Profiling Bob
04:43
Activities To Complete On Friendliness
00:29
Section 12: Body Language - How To Read Your Prospect
1:15:41
Reading The Body
04:19
Social Spaces
06:24
Distance Can Change
02:13
Three Classes Of Body Language
01:16
Aggressive Body Language
03:05
Defensive Body Language
03:23
Friendly Body Language
03:07
Ten Body Language Patterns
01:08
The Crossing Pattern
03:20
The Expanding Pattern
01:44
The Defensive Moving Away Pattern
01:50
The Moving Towards Pattern
03:04
The Opening Pattern
01:10
Preening Pattern
02:55
Repeating Pattern
02:18
Shaping Pattern
01:43
Striking Patterns
02:58
The Touching Pattern
04:48
Ten Core Patterns Exercise
01:17
Micro Expressions
01:24
Seven Common Micro Expressions
05:11
Your Body Language The Importance Of Control
03:21
Tracking Their Body Language
01:20
What Are They Responding To The Three Factors
03:00
Moving Them Through The Sale
01:01
Body Language Flow
04:31
Dealing With More Than One Person
00:40
Activities To Complete Body Language
00:30
Section 13: Listening Station - Questioning And Listening
52:05
How To Show You Are Listening
02:27
Product Based Sales
01:34
Needs Based Sales
02:00
Needs Analysis Funnel
01:16
The Needs Analysis Stages
02:45
The Two Types Of Questions
00:31
Open Questions
04:00
Closed Questions
04:21
The Quick Sale Mobile Example
02:16
The Quick Sale Training Session Example
02:40
The Quick Sale Exercise
03:03
The Three Simple Question Technique
04:10
The Echo Technique
01:49
The 5 Ws
03:13
Washing Machine Retail Sale Example
02:55
The Five Whys
01:03
The Five Whys - George
01:20
The Five Whys - Sally
01:45
The Five Whys - Terry
01:42
Why You Do Not Own A Yacht
00:38
Additional Tools
00:28
Needs Analysis Mind Map
01:16
Needs Analysis Sheet
02:56
Questioning And Listening Activities
00:36
Section 14: Negotiation Station - How To Negotiate Successfully
1:33:57
Core Principles Of Negotiation
00:40
Focusing On Them
02:08
Everyone Has To Win
04:04
Matching Values
02:36
The Path Of Least Resistance
02:03
Shifting The Weight
05:53
The Persuasion Secret
01:19
How To Persuade Someone
01:29
The Electric Car
01:49
The Fashionable Trainers
01:55
Competency Levels
02:55
Assessing Competency Levels
04:04
Features Benefits And Values
01:52
The Christmas Tree Negotiation
04:04
B2B Value Propositions
02:57
Deepening The Value
01:34
Over Decorating The Tree
03:05
The Big 12
00:59
Authority
04:00
Social Proof
02:39
Group Identity
02:07
Deflecting Fault
02:23
Ask For Advice
01:56
Compliment Their Negotiations
01:54
Reciprocity
02:05
Scarcity
01:51
Off Set Values
01:40
Stepped Commitments
02:23
Fear And Hope
02:25
Ranked Priorities
06:33
Negotiating A Price
00:39
The Market Price
02:21
The Anchor Price
02:02
The Walk Away Price
01:43
The First Offer
03:14
The Counter Offer
03:47
Activities To Complete Negotiation Skills
00:34
Section 15: Objection Handling - How To Handle Objections To The Sale
1:45:20
The Golden Rule
01:04
Why Objections Happen
03:21
Objection Tags
00:54
Objection Type
02:44
Objection Class
04:20
Objection Source
01:30
The Objection Clarification Process
00:33
The Onion Technique
00:28
Test The Objection Type
02:56
Classify The Objection
00:47
Test The Objection Source
00:58
Summarise The Objection
00:53
The Objection In Full
01:24
Acknowledge The Objection
02:44
Acknowledgement Examples
01:19
Emotional Objections
03:45
Feel Statements
01:15
Felt Statements
01:02
Found Statements
01:03
Feel Felt Found Example
02:32
Rational Objection Guidelines
00:25
Responding To Rational Objections
00:55
Sharing Data And Information
00:24
Data Sharing Techniques
03:06
Using The Right Techniques
01:06
Valid Objections
01:42
How To Handle Class Objections
00:29
Authority Objections
03:04
Types Of Relationship Objections
00:30
Existing Relationship Objections
01:03
Third Party Relationship Objections
01:55
No Relationship Objections
01:58
Knowledge Objections
02:16
Convenience Objections
01:43
Price Objections
03:22
Objection Handling Sheets
01:33
Remove The Objection
02:41
Dealing With Difficult People
00:39
Use SMART - Dealing With Difficult People
01:13
Grow Some Thick Skin
02:42
Mountaintop Example
01:50
Finding Common Ground
03:43
Focus On The Issue
01:48
A Soft Answer
02:00
Stress Fractures
01:36
Be Their Only Friend
02:00
Types Of Character Traits
00:34
The Demander
02:02
The Dectractor
02:05
The Dynamite
02:12
The Dumper
02:28
The Drainer
02:00
The Disappointer
02:09
The Dictator
02:09
Handling Objections Before The Meeting
01:52
Reducing Objections
02:46
Setting Up An FAQ Page
01:40
Objection Handling Activities To Complete
00:34
Section 16: Closing The Sale
15:45
Understanding Closes
04:23
Understanding Buying Signals
05:35
Closing Questions
04:25
Activities To Complete Closing The Sale
00:31
Section 17: Selling Season Tickets
12:30
Season Tickets The Biggest Source Of Revenue
00:55
Understanding Season Tickets Our Highest Goal
04:25
First Class Passengers After Sales Care
05:12
The Revolution Practicing The Principles
00:42
Thank You And Get In Touch
01:16

Description

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

About the Instructor

100% of students rated this instructor as excellent!
Reviews 0
Students 5
Courses 5

Mark, runs an online training company called SME Heroes, which specialises in training on all things to do with sales, online marketing, management and his personal passion of photography.

He has extensive experience with online business in various forms over the last 15 years and loves to share his hard-won lessons and techniques for online business success.

In addition he also has over 12 years experience in online retail and over 6 years experience as a commercial photographer.

This means he has a deep breadth of experience which comes through in his courses which are always designed to be easy to understand and to pass on the skills he has learned in a practical way.

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