Selling Essentials

  • 6 Courses | 3h 30m 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. Sales acumen is an understanding of prospects and an understanding of how best to approach a sale. Learn how sales acumen is composed of the behaviors, skills and traits that make a successful salesperson. Discover how to develop a solid understanding of prospecting, diagnosing, presenting, overcoming objections, negotiating, and closing.

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Prospecting: Panning for Sales Gold

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    The Tools of an Effective Sales Prospector
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COURSES INCLUDED

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 | 20m 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 | 20m 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 | 20m 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 | 20m 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 | 21m 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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BOOKS INCLUDED

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

Book

Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
Explaining the why and how behind the most important activity in sales and business development-prospecting, this book offers a step-by-step, innovative approach to prospecting that works for real people, in the real world, with real prospects.
book Duration 4h 11m book Authors By Jeb Blount

Book

The Art of Consultative Selling in IT: Taking Blue Ocean Strategy a Step Ahead
With examples of innovative business ideas that you can present to your customers, this book provides a practical framework for becoming a successful consultative seller and shows how to use the blue ocean strategy to identify opportunities in areas where there is no competition.
book Duration 2h 2m book Authors By Venkatesh Upadrista

Book

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale
Complete with model stories, skill-building exercises, and enlightening examples from top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.
book Duration 4h 31m book Authors By Paul Smith

Book

The Collaborative Sale: Solution Selling in a Buyer Driven World
From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, this book contains the information sales professionals need to remain relevant in today's sales environment.
book Duration 2h 25m book Authors By Keith M. Eades, Timothy T. Sullivan

Book

Sales EQ: How Ultra-High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
With personal stories and word-for-word dialogue, this straightforward book takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field.
book Duration 4h 44m book Authors By Jeb Blount

Book

What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
Helping you break down barriers, build trust, forge meaningful relationships, and win more customers, this groundbreaking book challenges some of the most widely accepted paradigms in selling to prove that influencing change in buyers is a skill that anyone can learn.
book Duration 3h 25m book Authors By Ben Zoldan, Michael Bosworth
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AUDIOBOOKS INCLUDED

Audiobook Summary

To Sell is Human: The Surprising Truth About Moving Others
To Sell is Human is for anyone who wants to master the art of persuading-or moving-other people, through the art of selling. In this Review, we discuss the salient points of the book based on our interpretation of its contents.
audiobook Duration 11m 15s audiobook Authors By Daniel H. Pink

Audiobook Summary

Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation
Rainmaking Conversations tackles every aspect of making a sale, from understanding your product and making initial contact; to building rapport, making your case, and closing the deal. In this Review, we discuss the salient points of the book based on our interpretation of its contents.
audiobook Duration 9m 43s audiobook Authors By John E. Doerr, Mike Schultz

Audiobook 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.
audiobook Duration 11m 55s audiobook Authors By Brent Adamson, Matthew Dixon

Audiobook

Rain: What a Paperboy Learned About Business
This audio edition follows a fictitious young New England paperboy named Rain, as he learns the business of being in business and quickly becomes the best paperboy in town. Read by the author.
audiobook Duration 3h 30m 22s audiobook Authors By Jeffrey J. Fox

Audiobook

The 25 Sales Skills They Don't Teach at Business School
In this audio edition, Stephan Schiffman - the man who's trained more than a half-million salespeople - presents essential skills and techniques that will make you a top sales perfomer. Read by the author.
audiobook Duration 1h 42m 44s audiobook Authors By Stephan Schiffman

Audiobook

Sell Yourself First: The Most Critical Element in Every Sales Effort
This audio edition will show you how to leverage your own personal assets to win the confidence of customers by displaying a host of intangible attributes such as credibility, competence, confidence, integrity, creativity, attitude, and thought leadership. Read by the author.
audiobook Duration 8h 38m 13s audiobook Authors By Thomas A. Freese

Audiobook

Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
This audio edition shows how to get more appointments, speed up decisions, and win sales with short-fused, frazzled customers. Read by the author.
audiobook Duration 6h 17m audiobook Authors By Jill Konrath

Audiobook

Sun Tzu Strategies for Selling: How to Use The Art of War to Build Lifelong Customer Relationships
This audio edition shows how the ancient Chinese General's classic strategies can lead you to victory on the increasingly competitive sales battlefield-or, better yet, without doing battle at all.
audiobook Duration 4h 19m 36s audiobook Authors By Gerald A. Michaelson, Steven W. Michaelson
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