Rating 0 out of 5 (0 ratings in Udemy)
What you'll learn- Define competitive selling and describe ways to out-perform your competition at critical points in the sales process to win more sales.
- Stay in control of the sales process by focusing your time on the prospects who are willing to commit to a next appointment.
- Describe the four levels of a sales relationship and how fighting for a Next Set Time helps you build the relationship towards trust, respect—and more business.
- Identify where …
Rating 0 out of 5 (0 ratings in Udemy)
What you'll learn- Define competitive selling and describe ways to out-perform your competition at critical points in the sales process to win more sales.
- Stay in control of the sales process by focusing your time on the prospects who are willing to commit to a next appointment.
- Describe the four levels of a sales relationship and how fighting for a Next Set Time helps you build the relationship towards trust, respect—and more business.
- Identify where to start in an organization to get the biggest bang for your buck and shrink your sales cycle.
- Describe how a calling roadmap can help you stay focused on the objective of the call and handle any No that comes your way with preparedness and ease.
- Plan a multi-touch process with voicemails that help you build a relationship with your prospects and get you call backs, as well as a script for warm calls.
- Design a pipeline based on identifying active opportunities so you can focus your time on the right accounts and maintain a constant flow from Lead to Close.
- Implement a weekly system that helps you focus on the top five opportunities each week and track Key Performance Indicators.
DescriptionProactive selling in a reactive world
Want to gain the edge you need to be successful in the highly competitive world of professional sales? This course doesn't just give you theories … it gives you tried and true techniques to be a proactive caller while building relationships with your prospects and getting more calls back. Learn how to design a pipeline so you can focus your time on the right accounts, and plan a multi-touch process that shortens the sales cycle.
Authors and teachers Stacia Skinner and Marisa Pensa will introduce you to the most important concepts of their Competitive Selling program. By the end of this course, you will know how fighting for a Next Set Time helps you build the relationship towards mutual trust and respect—and more business.
Topics covered include:
Starting high in an organization
Designing a calling roadmap that keeps you focused on the objective of the call
Leaving intriguing voicemails that get you a call back
Gaining a critical “Next Set Time”
Implementing a weekly system that helps you narrow in on five active opportunities and track Key Performance Indicators
Objectives. You will be able to:
Define competitive selling and describe ways to out-perform your competition
Stay in control of the sales process by focusing your time on the prospects who are willing to commit
Describe the four levels of a sales relationship
Define a Next Set Time
Identify where to start in an organization to get the biggest bang for your buck and shrink your sales cycle
Plan a multi-touch process that gets you more calls back
Implement a weekly system to focus on the top opportunities each week and track Key Performance Indicators
High-quality HD content in the “Uniquely Engaging”TM Bigger Brains Teacher-Learner style!
