The Foundations Of Selling

Free Download The Foundations Of Selling
Published 12/2023
MP4 | Video: h264, 1920×1080 | Audio: AAC, 44.1 KHz
Language: English | Size: 2.20 GB | Duration: 6h 42m
How to Build a Lucrative Career in Sales

What you’ll learn
Learn the fundamentals of sales and selling
Explore the importance of interpersonal communications skills
Learn how to stay focused and motivated
Learn how to make a significant income in sales
Requirements
This is a foundations course so no prerequisite, other than an interest in Sales, is required
Description
The Foundations of Selling is a 7 hour course that explores the world of sales and selling by first exploring the significance of learning how to effectively communicate with other people. Taught by long time digital marketing consultant and media salesperson Spider Graham, this course offers a conversational yet no-nonsense approach to sales strategies, the modern sales cycle and dealing with adversity along the way.This course is designed to help people just getting started in their sales careers to gain a deeper insight into ways to create a financial future by first learning how to be an effective communicator, problem solver, and sales strategist. It focuses on the importance of interpersonal skills, business planning and an understanding of selling fundamentals.Learners taking this course can expect to cover:* An understanding of why people buy and don’t buy* Selling communications models* How to get started in sales* Understanding human behaviors* Targeting sales opportunities* Dealing with everyday challenges and setbacks* Understanding different personality types* Generating trust and likability* Overcoming the fear of selling* How to qualify prospects* How to present value to prospects* Overcoming sales objections* How to close sales dealsOverall, this course is designed to be informative, easy-to-follow, inspiring and fun. Click on the sample lessons to learn more!
Overview
Section 1: Introduction
Lecture 1 Introduction
Lecture 2 About The Course
Lecture 3 Why Do People Buy? – Part 1
Lecture 4 Why Do People Buy? – Part 2
Lecture 5 How Can I Make People Buy From Me?
Lecture 6 Can YOU Be Successful in Sales?
Lecture 7 Reasons You Can’t Sell
Lecture 8 It’s All About Persistence
Lecture 9 A Few Key Definitions
Lecture 10 Up Next – How to Get Started in Sales
Section 2: Getting Started in Sales
Lecture 11 Getting Started in Sales
Lecture 12 A Brief History of Sales
Lecture 13 How to be Slightly Superhuman
Lecture 14 Your Future Success in Sales
Lecture 15 Understanding Human Behavior
Lecture 16 Start With a Great Attitude
Lecture 17 How Do People Perceive YOU?
Lecture 18 Selling Isn’t Easy
Lecture 19 Learning the Fundamentals
Lecture 20 People Buy From People they Trust
Lecture 21 Things Salespeople Should Avoid
Lecture 22 Common Mistakes to Avoid
Lecture 23 Perception Equals Reality
Lecture 24 How to Succeed in Sales
Lecture 25 Selling Myths to Avoid
Lecture 26 Avoid Self-Sabotaging Behaviors
Lecture 27 Managing Discouragement
Lecture 28 Recognizing the Value of Failure
Lecture 29 Managing Discouragement – Part 2
Lecture 30 Up Next – Selling Basics
Section 3: Selling Basics
Lecture 31 Selling Basics
Lecture 32 A Brief History of Sales
Lecture 33 The Ethics of Selling
Lecture 34 Defining Sales
Lecture 35 More Selling Basics
Lecture 36 No Universal Definition
Lecture 37 Sales Channels
Lecture 38 Selling as a Storyteller
Lecture 39 Sales Effectiveness
Lecture 40 All Salespeople are Self Employed
Lecture 41 Selling During Change
Lecture 42 Evolution of a Prospect
Lecture 43 Keep Moving Forward
Lecture 44 Rolling with the Punches
Section 4: The Human Experience
Lecture 45 The Human Experience
Lecture 46 Human Motivators
Lecture 47 More Human Motivators
Lecture 48 Understanding Emotional Triggers
Lecture 49 The B2C Marketing Matrix
Lecture 50 Up Next – Managing Sales Adversity
Section 5: Managing Sales Adversity
Lecture 51 The Path to Success Can Be Rough
Lecture 52 Dealing with Adversity
Lecture 53 Dealing with Business Politics
Lecture 54 Dealing with Personality Conflicts
Lecture 55 Dealing with Limitations
Lecture 56 Understanding Cause and Effect
Lecture 57 Dealing with Fear
Lecture 58 Dealing with Hatred
Lecture 59 Identifying Desired Outcomes
Lecture 60 The Cost of Failure
Lecture 61 Minimizing Failure
Lecture 62 Managing Rejection
Lecture 63 Up Next – The Prospecting Selling Cycle
Section 6: The Selling Cycle – Prospecting
Lecture 64 Prospecting is Paramount
Lecture 65 Finding Your Target Audience
Lecture 66 Prospecting
Lecture 67 The Needs of Prospects
Lecture 68 The Needs of Prospects – Part 2
Lecture 69 Refining Prospects
Lecture 70 Start Close to Home
Lecture 71 Finding Opportunity Everywhere
Lecture 72 Keeping a Finger on the Pulse of Your Community
Lecture 73 Utilize Your Existing Network
Lecture 74 Fish Where the Fish Are
Lecture 75 Use Professional Services
Lecture 76 Use Case – Graphic Design Company Sales
Lecture 77 Playing the Odds
Lecture 78 Up Next – Qualifying Sales
Section 7: The Selling Cycle – Qualifying Buyers
Lecture 79 Qualifying Buyers
Lecture 80 Working with Different Personality Types
Lecture 81 The Control Freak
Lecture 82 The Cynic
Lecture 83 The Drifter
Lecture 84 The Dominator
Lecture 85 The Analyst
Lecture 86 The Complainer
Lecture 87 The Evader
Lecture 88 The FREE-lancer
Lecture 89 Consider Unique Cultural Needs
Lecture 90 Buyer Personalities Review
Lecture 91 Easy Qualifying Checklist
Lecture 92 Up Next – Making Contact
Section 8: The Selling Cycle – Making Contact
Lecture 93 Making Contact
Lecture 94 Points of Contact
Lecture 95 Setting Up Meetings
Lecture 96 Selling Face to Face
Lecture 97 Other Contact Methods
Lecture 98 Up Next – Presenting Value
Section 9: The Sales Cycle – Presenting Value
Lecture 99 Presentation Skills
Lecture 100 Foundational Communications Model
Lecture 101 Sustaining Positive Communications
Lecture 102 Matching Emotional States
Lecture 103 Avoid Being an Invalidator
Lecture 104 Avoid Misunderstandings
Section 10: Creating Prospect Comfort
Lecture 105 5 Ways to Reduce Buyer Fears
Lecture 106 Responding to Fear-Based Behaviors
Lecture 107 1 – Fear of Being Sold To
Lecture 108 2 – Fear of Debt
Lecture 109 3 – Fear of Making a Mistake
Lecture 110 4 – Fear of Losing Face
Lecture 111 5 – Fear of Being Cheated
Lecture 112 Paint Pictures with Words
Lecture 113 Listen Hard
Lecture 114 Validate Your Prospects
Lecture 115 Practice Your Pitch
Lecture 116 Watch Your Language
Lecture 117 Up Next – Closing Sales
Section 11: The Art of the Close
Lecture 118 The Art of the Close
Lecture 119 The Changing World
Lecture 120 Your Closing Philosophy
Lecture 121 Digging for Truth
Lecture 122 Why People Don’t Buy
Lecture 123 When People Don’t Buy
Lecture 124 Determine Threats
Lecture 125 Don’t Just Take Orders
Lecture 126 Up Next – Referrals and Account Management
Section 12: Developing Sales Relationships
Lecture 127 Developing Sales Relationships
Lecture 128 Sales Relationships Are Changing
Lecture 129 Why Sales Relationships Go Bad
Lecture 130 Meeting Customer Expectations
Lecture 131 Managing Personal Conflicts
Lecture 132 Cultivate Trust
Lecture 133 Understand Subtext
Lecture 134 Be a Client Resource
Lecture 135 Empower Your Customers
Lecture 136 Be an Expert Problem Solver
Lecture 137 Focus on the Positive
Lecture 138 Understanding Your Customer’s Business
Lecture 139 Learn From Your Mistakes
Lecture 140 Be Proactive
Lecture 141 Stop Making Excuses
Lecture 142 The Power of Positive Relationships
Lecture 143 Summary
People exploring a career in Sales and Selling,Marketers who want to increase their skills by understanding the modern Sales Cycle,Anyone looking to create positive future career opportunities

Homepage

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