Selling Essentials

  • 6 Courses | 3h 45m 29s
  • 10 Books | 21h 52m
  • 8 Audiobooks | 25h 48s
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Successful sales professionals seek ways to improve the effectiveness of their selling techniques. Explore further to expand your sales acumen.


Prospecting: Panning for Sales Gold

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    Prospecting: Panning for Sales Gold
  • Playable
    The Tools of an Effective Sales Prospector
    3m 28s


Prospecting: Panning for Sales Gold
The art of sales prospecting is one of the key selling essentials for every sales professional. Even with all the sales methods available today, prospecting is the key that unlocks the door to a winning sales process. This course will help you adopt a proper prospecting mindset and be able to leverage tools that will allow you to create a high quality list of prospects. You'll also learn how to prepare a value proposition and get ready to respond appropriately to prospects when selling face-to-face.
7 videos | 23m has Assessment available Badge
The Discovery Meeting: Starting Off on the Right Foot
Discovery meetings are one of the earliest times in the sales process to build credibility, momentum, and trust. When conducted effectively, they deepen your understanding of customer opportunities and enable sales methods that leave your prospect intrigued to hear about your solutions. In this course, you'll learn some selling essentials to prepare for discovery, including how to secure the meeting, and how to conduct yourself once you are at face-to-face with the customer. The selling skills you learn will help you remain confident, avoid surprises, and get the relationship with your prospective customer off on the right foot.
7 videos | 23m has Assessment available Badge
The Value Proposition: Getting Your Pitch Right
Effectively expressing the value your company offers is one of the selling essentials of all sales methods. Successful sales pitches require a thorough knowledge and understanding of your company's strategies, operations, and solutions. In this course, you'll learn how to identify and articulate your company's value when selling and making pitches. You'll also learn how pitching its value to best fit your prospects' needs is part of a winning sales process.
7 videos | 23m has Assessment available Badge
Turning Objection into Opportunity during a Sales Call
In a sales environment where customers are well informed, deeply networked, and technically savvy, sales professionals need to arrive fully prepared to deal with educated buyers and any challenges they present. To address the challenges of this new breed of customer, your sales methods need to welcome questions, objections, and resistance factors, see them for what they are – opportunities – and be prepared with the selling skills to capitalize on them. This course is designed to give you the selling essentials you need to prepare for objections that may occur during your sales calls. You'll cover using techniques for handling questions, objections, and resistance.
7 videos | 23m has Assessment available Badge
Negotiating Well and Going for the Close
Effective negotiating skills are a necessary part of the sales toolkit for closing the sale and securing a  satisfactory agreement. With a smooth to the process, and a win-win at the bargaining table, your customer is happier, follow-on sales are more likely, and everybody can chalk up a success. In this course, you'll learn the ins and outs of negotiation, including the steps in the negotiation process, the proper mindset to have, and how to overcome the challenges. You'll be introduced to the negotiation skills to use to bring your sale to a successful close.
7 videos | 24m has Assessment available Badge
Expert Insights on Selling Essentials
Do you have what it takes to make the sale? You need to understand the sales process, meet customers’ needs, overcome objections, and build relationships, but you also need to understand how customers decide to make a purchase.
34 videos | 1h 47m available Badge


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Book Summary

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale
Sell with a Story demonstrates the importance of using storytelling in sales to help create connections and build relationships with others. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 9m Book Authors By Paul Smith

Book Summary

Insight Selling: Surprising Research on What Sales Winners Do Differently
Insight Selling is a guide for using relationship-based strategies to become a premier salesperson. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 11m Book Authors By John E. Doerr, Mike Schultz

Book Summary

The Giants of Sales: What Dale Carnegie, John Patterson, Elmer Wheeler and Joe Girard Can Teach You About Real Sales Success
In The Giants of Sales, author Tom Sant explores key sales techniques that have evolved over the years and how these approaches can be applied to the current retail market. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 10m Book Authors By Tom Sant

Book Summary

The Challenger Sale: Taking Control of the Customer Conversation
In The Challenger Sale, authors Matthew Dixon and Brent Adamson lay out the steps to what they call “solution selling,” and provide specific guidelines to help readers examine the customer conversation. In this Review, we discuss the salient points of the book based on our interpretation of its contents.
Book Duration 4m Book Authors By Brent Adamson, Matthew Dixon