Single Curriculum: Sales Training 300
Business Learning Library
Detailed Description
Single Curriculum: Sales Training 300
Sales Training 300
Relationship Selling
The heart of the sale, today, is contained in the quality and quantity of relationships that you form with prospects and customers. The very best and most successful salespeople are those who are the most capable of entering into, and maintaining, the highest-quality relationships with people who can buy from them and recommend them to their friends and associates. In this course, you will learn the key elements of relationship selling and how you can apply them at every stage of your career.
Faculty: Brian Tracy
Length: 26:13
Course Highlights:
• Sales Relationships
• Top Salespeople
• Trust and Credibility
• Building Quality Relationships
• Rules for Relationships
The Power Of Listening
Listening is the key personal development skill! Dr. Alessandra shows your employees how to tap into their communication power by mastering the art of "active" listening. When you finish this program, your employees will have every tool they'll ever need to effectively listen for and alert them to profitable opportunities. Through Dr. Alessandra's CARESS model, your employees will learn how to hear and retain twice as much information leading to increased trust, respect and cooperation. They'll make better, more informed decisions and solve problems faster and more effectively.
Faculty: Tony Alessandra
Length: 41:56
Course Highlights:
• Inneffective Listening
• Benefits of Listening
• Barriers to the Listening Process
• Listening Techniques
• Researching
• Exercising Emotional Control
• Sensing
• Structuring
Power Negotiating Principles - Service Value, Trade-Off and Nibble
"What can you do for me?" Asking this question will elevate the value of a trade-off in your negotiations. The trade-off principle of power negotiating transforms an apparent compromise into a valuable end. This course also stresses the principles of elevating your service value by establishing fee requirements in advance. Buyers may attempt to "nibble" for additional concessions once you've closed the deal. Learn how, at the most vulnerable point of your negotiation, the close, you can prevent the possibility of nibbling.
Faculty: Roger Dawson
Length: 25:56
Course Highlights:
• The Declining Value of Services
• The Trade-Off
• Nibbling
Selling On Non-Price Issues
The very best salespeople are those who sell on the basis of value, quality, utility, dependability, service, reputation, and other factors rather than basing the sales conversation on convincing the prospect that you offer the best price. In this course, you will learn some of the key ideas for selling on the real issues that cause people to buy.
Faculty: Brian Tracy
Length: 26:04
Course Highlights:
• Price
• Important Attributes
• Values a Company Creates
• Diminishing Price Concerns
• Winning Price Wars
Advanced Selling Skills
It is so important to continuously enhance your skills in the competitive world of selling. This course will enlighten you to the critical elements necessary to gain that ever-important competitive edge.
Faculty: Don Hutson
Length: 29:54
Course Highlights:
• Numbers Game
• Call Objective
• Energy
• Needs-Analysis Selling
• Customer Loyalty
The Secrets of High Achievers
Why do some people consistently outperform others? Discover specific actions you can take to become a consistently high achiever. You will learn: the difference between high-achievers and those who are not; seven criteria for effective goals; and six habits high-achievers employ.
Faculty: Phillip Van Hooser
Length: 22:44
Course Highlights:
• High vs. Low Achievement
• High Achievement Principles
• What It Takes For High Achievement
Five Steps To Goal-Setting
Learn the five steps to goal-setting and the things that you must consider carefully in the process of deciding exactly who you are and what you want in life. Success is goals and all else is commentary. You will learn: Why intense goal-orientation gives you an edge; How to write goals and organize plans; Why people don't write goals; Four principles of goal-setting; Three major types of goals; and The importance of determining your major definite purpose.
Faculty: Brian Tracy
Length: 23:53
Course Highlights:
• Success Equals Goals
• Why People Do Not Set Goals
• Five Keys to Goal Setting
Advanced Selling Skills: Listening
Paraphrasing, parroting and reciting back are tried-and-true methods to seek understanding and customer agreement. However, they don't lead to new insight or tell you what the customer is not saying. This course shows how to break through the spin doctor customer and get the real story. It tells how to go beyond classic reflective and active listening techniques and secure far more information. Introducing the Conversation Map, this will show you how to hold an in-depth conversation, explore past occurrences, gain vital unmentioned information, and make customers understand the need to take action.
Faculty: Charles Brennan
Length: 40:28
Course Highlights:
• Funneling and Criteria
• Art of Funneling
• Funneling Formula
• Helpful Hints When Countering |