Selling Essentials
- 10 Courses | 14h 23m 15s
- 11 Books | 21h 59m
- 8 Audiobooks | 25h 48s
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.
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
Assessment
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
Assessment
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
Assessment
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
Assessment
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
Assessment
Badge
Leadercamp on-demand: Crushing Your Sales Quota by Leading with Empathy
Modern leaders understand that demanding results from your sellers doesn't guarantee performance. Leaders need to do more than that. In order to get exceptional results from your team, you need to inspire, connect, define purpose, and act with empathy. In this Leadercamp, Lyndsay Dowd - business coach and chief heartbeat officer of Heartbeat for Hire, where she coaches leaders and leadership teams on how to get the best out of their teams - shares her actionable methodology, which you will be able to leverage with your teams.
1 video |
56m
Assessment
Badge
The Art of Great Consulting Leadercamp: Session 1 Replay
This is a recorded replay of The Art of Great Consulting Live session that ran on July 21st at 8 AM ET led by Christie Lindor, author of "The MECE Muse: 100+ Selected Practices, Unwritten Rules, and Habits of Great Consultants." This session focuses on consulting fundamentals. Learners will gain an understanding of what consulting is, get a primer on current trends in the industry, and learn key lessons in what makes a great consultant.
1 video |
2h 53m
Badge
The Art of Great Consulting Leadercamp: Session 2 Replay
This is a recorded replay of The Art of Great Consulting Live session that ran on July 23rd at 8 AM ET led by Christie Lindor, author of The MECE Muse: 100+ Selected Practices, Unwritten Rules, and Habits of Great Consultants.This session focuses on the mindsets of great consultants. Learners will walk away with the ability to recognize the key differentiators of great consultants' approach to work and how to develop the habits of great consultants' approach to work and life.
1 video |
2h 58m
Badge
The Art of Great Consulting Leadercamp: Session 3 Replay
This is a recorded replay of The Art of Great Consulting Live session that ran on July 23rd at 8 AM ET led by Christie Lindor, author of The MECE Muse: 100+ Selected Practices, Unwritten Rules, and Habits of Great Consultants. This session focuses on performance and conditioning. Learn to recognize the differentiators of great consultants' day to day operations and understand how to develop the habits of great consultants' day to day operations.
1 video |
2h 52m
Badge
The Art of Great Consulting Leadercamp: Session 4 Replay
This is a recorded replay of The Art of Great Consulting Live session that ran on July 30th at 8 AM ET led by Christie Lindor, author of The MECE Muse: 100+ Selected Practices, Unwritten Rules, and Habits of Great Consultants. This session focuses on managing a consulting career. Learners will walk away with an understanding of how to pivot your consulting career, become better equipped to scale your consulting career, and recognize when and how to take a step back in your consulting career.
1 video |
2h 59m
Badge
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EARN A DIGITAL BADGE WHEN YOU COMPLETE THESE COURSES
Skillsoft is providing you the opportunity to earn a digital badge upon successful completion on some of our courses, which can be shared on any social network or business platform.
Digital badges are yours to keep, forever.BOOKS INCLUDED
BOOK SUMMARY
Sell with a Story: How to Capture Attention, Build Trust, and Close the SaleSell 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.
9m
By Paul Smith
BOOK SUMMARY
Insight Selling: Surprising Research on What Sales Winners Do DifferentlyInsight 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.
11m
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 SuccessIn 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.
10m
By Tom Sant
BOOK SUMMARY
The Challenger Sale: Taking Control of the Customer ConversationIn 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.
4m
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 CallingExplaining 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.
4h 11m
By Jeb Blount
Book
The Art of Consultative Selling in IT: Taking Blue Ocean Strategy a Step AheadWith 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.
2h 2m
By Venkatesh Upadrista
Book
Sell with a Story: How to Capture Attention, Build Trust, and Close the SaleComplete 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.
4h 31m
By Paul Smith
Book
The Collaborative Sale: Solution Selling in a Buyer Driven WorldFrom 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.
2h 25m
By Keith M. Eades, Timothy T. Sullivan
Book
Sales EQ: How Ultra-High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex DealWith 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.
4h 44m
By Jeb Blount
Book
What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of StoryHelping 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.
3h 25m
By Ben Zoldan, Michael Bosworth
BOOK SUMMARY
Go Big or Go Home: 5 Ways to Create a Customer Experience That Will Close the DealIn Go Big or Go Home, authors Diana Kander and Tucker Trotter present a practical, innovative approach to client pitching, in a way that almost guarantees success. In this Review, we discuss the salient points of the book based on our interpretation of its contents.
7m
By Diana Kander, Tucker Trotter
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AUDIOBOOKS INCLUDED
AUDIOBOOK SUMMARY
To Sell is Human: The Surprising Truth About Moving OthersTo 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.
11m 15s
By Daniel H. Pink
AUDIOBOOK SUMMARY
Rainmaking Conversations: Influence, Persuade, and Sell in Any SituationRainmaking 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.
9m 43s
By John E. Doerr, Mike Schultz
AUDIOBOOK SUMMARY
The Challenger Sale: Taking Control of the Customer ConversationIn 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.
11m 55s
By Brent Adamson, Matthew Dixon
Audiobook
Rain: What a Paperboy Learned About BusinessThis 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.
3h 30m 22s
By Jeffrey J. Fox
Audiobook
The 25 Sales Skills They Don't Teach at Business SchoolIn 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.
1h 42m 44s
By Stephan Schiffman
Audiobook
Sell Yourself First: The Most Critical Element in Every Sales EffortThis 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.
8h 38m 13s
By Thomas A. Freese
Audiobook
Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled CustomersThis audio edition shows how to get more appointments, speed up decisions, and win sales with short-fused, frazzled customers. Read by the author.
6h 17m
By Jill Konrath
Audiobook
Sun Tzu Strategies for Selling: How to Use The Art of War to Build Lifelong Customer RelationshipsThis 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.
4h 19m 36s
By Gerald A. Michaelson, Steven W. Michaelson
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SKILL BENCHMARKS INCLUDED
Selling Skills
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. This benchmark evaluates your understanding of this topic. Being aware of potential knowledge gaps allows you to better understand your current competency and areas for improvement, so you can find suitable content and curate your own learning path. The courses recommended at the end of this benchmark can help you fill potential gaps in your knowledge.
6m
| 5 questions