Making the Choice to Sell
Everyone
- 6 videos | 21m 43s
- Includes Assessment
- Earns a Badge
Unlock your potential and become a top closer with practical, real-world strategies and techniques. In this course, you'll learn about the necessity of committing to sales excellence and developing a resilient sales mindset, and about essential skills such as active listening and intelligent questioning. You'll also explore the psychological factors that drive buying decisions and how to master the art of landing high-value clients.
WHAT YOU WILL LEARN
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Discover the key concepts covered in this course
Recognize active listening skills for better understanding client needs
Identify questions that uncover client needs and drive the sales process -
Identify how to develop a positive and resilient sales mindset, while demonstrating tenacity
Recognize strategies for landing large, high-value clients
Summarize the key concepts covered in this course
IN THIS COURSE
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1m 27sUnlock your potential and become a top closer with practical, real-world strategies and techniques. In this video, you'll discover the key concepts covered in this course. FREE ACCESS
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4m 22sSuccessful salespeople develop advanced listening skills to identify opportunities. By listening to learn, not just to respond, you'll follow Pareto's law, ensuring most of the conversation is the prospect speaking. In this video, you'll explore techniques to limit your speaking time, use reflective listening, enhance active listening, and detect unspoken cues. You'll learn about the "opportunity antenna" concept to identify hidden opportunities, leading to more successful sales interactions. FREE ACCESS
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3. Asking Intelligent Questions5m 36sSuccessful salespeople refine their questioning techniques to uncover client needs. By identifying and overcoming bad habits picked up over time, you'll move away from operating on autopilot. In this video, you'll explore the importance of reflecting on the questions you ask to make continuous improvements. It will guide you in mastering various types of questions, such as tag-on, clarification, discovery, and thought-provoking questions, to effectively uncover client needs and enhance your sales interactions. FREE ACCESS
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4. Cultivating a Resilient and Tenacious Mindset5m 11sMindset is key to sales success. In this video, you'll learn the importance of viewing challenges as opportunities, being persistent and tenacious, and surrounding yourself with positive, successful people. You'll also learn about avoiding personal issues at work, not taking things too personally, learning from every experience, differentiating between prospects and suspects, and mastering productivity and the probability game. FREE ACCESS
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5. Winning Over Potential VIP Clients3m 43sIn this video, you'll learn how to visualize key decision-makers as potential VIP clients, or "whales," a concept introduced by renowned sales expert Tony Morris in his book, "Coffee's for Closers: The Best Real Life Sales Book You'll Ever Read." You'll learn about enhancing your concentration and listening skills by shifting your focus and treating every prospect as a potential whale, and you'll explore sales concepts based on the personal experiences of landing "whales," highlighting the importance of consistency and excelling at the basics. FREE ACCESS
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6. Course Summary1m 25sIn this video, you'll review and reflect on what you've learned in the course Making the Choice to Sell. FREE ACCESS
EARN A DIGITAL BADGE WHEN YOU COMPLETE THIS COURSE
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.
