Sales

Whether you’re a seasoned salesperson or brand new to the field, you need to know the basics. These fundamentals lay the foundation for a successful sales career.

You’ll start this course with an overview of what sales is and how ethics impact the business-customer relationship. You’ll then review communication in sales, typical sales processes, and helpful tools that boost productivity. By the end of the course, you’ll have a solid understanding of the basics of sales.

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Sales

In any sales endeavor, representatives can’t achieve success without the proper resources. Managing a team without proper enablement tools is like trying to drive a car without fuel.

In this course, you’ll learn the basics of sales enablement and why it’s critical for success. You’ll also get some best practices for putting it into action. Afterwards, you’ll be prepared to equip your team for the best possible outcome.

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Sales

Have you ever had a coworker who gets along with everyone? They turn the reserved, the gregarious, and everyone in between into friends. It’s not magic that helps them connect. Your coworker likely understands human psychology. 

Psychology is the science of mind, motivation, and behavior. Thus, it’s a useful tool for salespeople. Psychology helps salespeople understand their prospects, make a good impression, build relationships, and ultimately, close deals. 

In this course, you’ll learn what motivates people to make purchases, how to read body language to interpret what’s unsaid, and how to sell to different personality types. You’ll also discover how to master your own mind with tips to deal with common side effects of sales work—stress and rejection.

The result? You’ll know yourself and your customers better, giving you the resilience and outlook to build strong connections and clinch deals.

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Sales

From the first point of contact, all the way through the buyer’s journey, and even beyond the close, salespeople constantly interact with customers. That makes relationship-building an essential skill in sales.

This course introduces valuable strategies to increase your relationship-building skills. First, you’ll learn about the importance of understanding your buyers. Then, you’ll learn how to use that foundation to earn trust and build rapport, while developing your own emotional intelligence. By the end, you’ll have a clear understanding of how to best connect with potential buyers.

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Sales

Sales would look very different if we based our decisions on price or quality alone. In reality, our motivations for buying vary widely. Uncovering a customer’s underlying buying needs and motivations can make closing the deal easier. 

So, what are buyers’ needs? How do you identify them? And what other psychological factors influence purchasing decisions? In this lesson, you will learn questions and listening techniques that will help you understand potential buyers’ needs. You’ll also explore seven psychological motivations that drive buyer behavior.  

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Sales

Every sale depends on a buyer. But where do you find that buyer? And how do you create interest, not aggravation, once you’ve found them? The answer is prospecting.

 In this course, you’ll learn what prospecting is and how to use it to target the right people and foster productive relationships. Then, you’ll learn to connect with potential buyers through winning techniques like cold calling, warm calling, and social selling—all while watching out for the competition. 

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Sales

A wise salesperson knows that closing isn’t really about the product. It’s about your relationship with the client and how well you can demonstrate that your solution will make their life better. 

In this course, you’ll learn to connect potential clients to a solution that works for them while generating more sales and happy customers. 

You’ll review proposal development, effective presentation techniques, the importance of storytelling and narrative to your sale, and some common mistakes to avoid when demonstrating the value of your product or service. 

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Sales

Effective sales negotiation is like a dance: Sellers must read their partners, synchronize movements, and know when to lead versus when to follow. 

In this course, you’ll learn how to master the art of sales negotiation. First, you’ll identify the goals, prerequisites, and stages for entering a negotiation. You’ll then walk through five essential sales negotiation techniques. Finally, you’ll explore how to counter common buyer negotiation tactics and close the deal. 

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Sales

“Influencers” make a name for themselves because they can make others change or take action. Whether in a boardroom or on a social media platform, people who can influence others possess one or both of these skills: persuasion and negotiation.

This course will review the differences, competencies, and use cases for persuasion and negotiation. You’ll also learn common types and tactics. Finally, we’ll look at common mistakes to avoid when trying to influence others and learn five steps critical to improving your negotiation and persuasion skills. 

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Sales

No matter your solution, the dreaded excuse—“I’m not interested.”—comes with the territory in sales. Customers won’t always be ready or eager to buy. They’ll have questions, concerns, and likely some fears about being taken advantage of or making the wrong decision.

So, what’s the solution? Don’t let objections rattle you. Instead, remember that a “No,” is simply an opportunity for you to pivot, adjust your sales pitch, and relate to your prospect.

In this course, you’ll learn what sales objections are and how to address them effectively by exploring popular objections, winning techniques, and common mistakes.  

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Sales

Every salesperson will encounter hesitation from customers. What separates the good and the great salespeople is knowing how to handle objections. This course explores what sales objections are, how to overcome them, and how to avoid rejection.

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