Intermediary Selling Skills

About Course

This course is the next step after the Basic Selling Skills course where you mainly learnt Solution Selling. In this course you will learn how to sell Value and not just products or solutions or unique selling propositions.

Course Content

Sales Success Factors

Success Depends on You!

03:33
You Create your own Luck!

02:13
Sales Success Factors Quiz
How Proactive are you?

The Psychology of Selling Value

The role of a Salesperson in sales

Product Knowledge

Prospecting

What is prospecting?

00:00
7 Tips to getting better better prospects

00:00
Where should you focus your prospecting exercise 1

00:00
Where should you focus your prospecting exercise 2

00:00
Selling Styles

00:00
5 Levels of selling

00:00
5 Levels of selling example

00:00
Profiling your customers

00:00
10 Social Media Lead Generation Tactics part 1

00:00
10 Social Media Lead Generation Tactics part 2

00:00
10 Lead Nurturing Best Practices part 1

00:00
10 Lead Nurturing Best Practices part 2

00:00
Prospecting Quiz
Qualify your prospects using N.E.A.T.

00:00
Prospecting has changed

00:00
Prospector’s Tool Kit

00:00

Approaching new customers and Building Rapport

Finding out or Developing the customer’s Need

Listening Skills

Presenting the Solution

The 3 parts of a presentation

00:00
7 Steps to a Great Presenation part 1

00:00
7 Steps to a Great Presentation part 2

00:00
7 Steps tp a Great Presentation part 3

00:00
The Structure of a Great Sales Presentation

00:00
The Structure of a Great Presentation Example

00:00
The Structure of a Great Presentation Demo

05:19
Business to Business Cold Call – Getting past the Gate Keeper

00:00
Business to Business Cold Call – calling a Decision Maker

00:00
Presenting the Solution Quiz

Handling Objections

Buying Signals

Closing Techniques

Creating your own Sales Strategy

Action Planning & Commitment

Final Word – 7Ps of a Winning Salesperson

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About Course

Course Content

Sales Success Factors

Success Depends on You!

You Create your own Luck!

Sales Success Factors Quiz

How Proactive are you?

The Psychology of Selling Value

3 Principles of Selling Value – Notes

Assignment – The Psychology of Selling Value

The Psychology of Selling Value Quiz

3 Principles of Selling Value

The Psychology of Selling Value – The Sales Mind Matrix

The Psychology of Selling Value – Emotive Words activity

The role of a Salesperson in sales

The role of a salesperson in sales quiz

Can brochures, flyers or emails do the salesperson’s job?

The role of a salesperson in selling

Product Knowledge

Why Product Knowledge?

Be an expert on your product with these 10 tips

Appeal to your customers using product benefits

Compare your product with the competition

Product Knowledge Quiz

Product Knowledge Assignment

Prospecting

What is prospecting?

7 Tips to getting better better prospects

Where should you focus your prospecting exercise 1

Where should you focus your prospecting exercise 2

Selling Styles

5 Levels of selling

5 Levels of selling example

Profiling your customers

10 Social Media Lead Generation Tactics part 1

10 Social Media Lead Generation Tactics part 2

10 Lead Nurturing Best Practices part 1

10 Lead Nurturing Best Practices part 2

Prospecting Quiz

Qualify your prospects using N.E.A.T.

Prospecting has changed

Prospector’s Tool Kit

Approaching new customers and Building Rapport

7 Tips on how to approach new customers

7 Tips on how to approach new customers by Dale Carnegie

5 Ways of using Mirroring to create Rapport with new Customers

12 Tips to make Small Talk Easy

The A.R.E. Tool for Small Talk

Approaching new customers and building rapport quiz

Bridge vs Wall words and phrases activity

Summary of Dale Carnegie’s 30 rules of ”How to Win Friends and Influence People”

Finding out or Developing the customer’s Need

Finding out or Developing your Customer’s Need part 1

Finding out or Developing your Customer’s Need part 2

Finding out or Developing your Customer’s Need part 3

Finding out or Developing your Customer’s Need part 4

Finding out or Developing your Customer’s Need part 5

Finding out or Developing your Customer’s Need part 6

Finding out or Developing the Customer’s Need Quiz

Listening Skills

8 Benefits of Good Listening

3 Levels of Listening

Listening Skills Quiz

Listening Skills Assignment 1

Listening Skills Assignment 2

Presenting the Solution

The 3 parts of a presentation

7 Steps to a Great Presenation part 1

7 Steps to a Great Presentation part 2

7 Steps tp a Great Presentation part 3

The Structure of a Great Sales Presentation

The Structure of a Great Presentation Example

The Structure of a Great Presentation Demo

Business to Business Cold Call – Getting past the Gate Keeper

Business to Business Cold Call – calling a Decision Maker

Presenting the Solution Quiz

Handling Objections

7 Steps on how to handle customer objections

How to handle the 4 main customer objection categories

The ACP Tool of handling customer objections