Published 4/2023
MP4 | Video: h264, 1280x720 | Audio: AAC, 44.1 KHz
Language: English | Size: 6.45 GB | Duration: 5h 33m
How salespeople can use a more collaborative approach to drive opportunities in the new world of sales
Free Download What you'll learn
Understand the VALUE Framework
Choose the right sales opportunities to work on (Validate)
Research and prepare to work with customers (Align)
Manage well structured sales conversations (Leverage)
Propose and present solutions to excite customers (Underpin)
Grow the business through successful outcomes (Evolve)
Requirements
Nothing required except an open mind and a strong customer focus (this is NOT about pushy selling)
Description
'What a time to be in sales!'I've heard people say this various times in many different ways - excited, exasperated, worried, pessimistic, optimistic, happy, sad, confused - the whole range of human emotions.This is an exciting time to be in sales, if you are selling B2B complex solutions.[KB1] It's a time when you can bring huge value to your customers; it's a time to thrive. But you need to know how, as it is a time unlike any before. The rules have changed and as a sales professional you can have a hand in redefining how the game is played.I have been in and around sales since the age of 8, when I started 'helping out' in the family business at the Boxing Day sale. Twenty-two years ago I founded a sales training consultancy and have travelled round the world fourteen times visiting thirty-six countries and worked with over 10,000 salespeople. I have delivered projects that range from implementing a European academy for a leading beer brand, via developing sales skills in the Middle East for global healthcare companies to introducing account development and sales leadership models in Latin America and Europe for IT and engineering multinationals.This experience has been invaluable in understand the things that really make a difference in modern selling, and I addressed these in my first book Selling Through Partnering Skills. These ideas form the basis of my work with sales professionals involved in complex B2B sales, to develop their approach and ensure it is up to date and has maximum impact.Challenges salespeople face can be broadly summarised as:· 'Busy Busy Busy' - this is being ineffective; it results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results· 'Olde Worlde' - this is being old-fashioned; when salespeople are self-centred rather than customer-focused, too technical in their approach or use bad techniques better suited to a bygone era of selling· 'Muddled Mindset' - this is being misaligned; it can happen at organisation, management and individual level and the confusion leads to frustration and wasted effort.By using a more collaborative approach salespeople can make a difference and sales can become a force for good and fight against the negative image it can often be associated with.This course provides a brief introduction into the skills that can be used.
Overview
Lecture 1 Introduction
Section 1: VALUE: Validate
Lecture 2 Learning
Lecture 3 Introducing VALUE Framework
Lecture 4 Traditional qualification
Lecture 5 Geese, Fish, Goats and Bees
Lecture 6 Buying psychology
Lecture 7 Introduction to Value Proposition
Section 2: VALUE: Align
Lecture 8 Refining the Value Proposition
Lecture 9 Messaging
Lecture 10 Can't say it
Lecture 11 Preparation basics
Lecture 12 Opportunity Management
Lecture 13 Mapping DMUs (Decision Making Units)
Section 3: VALUE: Leverage
Lecture 14 Prepare your first words
Lecture 15 Meeting Structure (AIDA)
Lecture 16 Questioning Skills (Basic tools)
Lecture 17 Examples of High Gain Questions
Lecture 18 Consultative Questioning (4cs)
Lecture 19 Questions!
Lecture 20 Communication Ratio
Lecture 21 Walk a mile in their shoes...
Lecture 22 Benefit Selling (FAB)
Lecture 23 Closing Skills
Lecture 24 Personality Styles
Section 4: VALUE: Underpin
Lecture 25 Proposals
Lecture 26 Presentation
Lecture 27 BME Structure
Lecture 28 Ideas for Opening
Lecture 29 Getting and Holding Attention
Lecture 30 Dealing with FUD Factors
Lecture 31 Storytelling
Lecture 32 Hero's Journey
Section 5: VALUE - Evolve
Lecture 33 Closing
Lecture 34 Objection Handling
Lecture 35 Negotiation
Lecture 36 Keeping in touch (STAIRS)
B2B sales professionals of all levels
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