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Sales Skills Fundamentals
Illustration by Neil Webb

Sales Skills Fundamentals

with Christopher Matthew Spencer

Video: Welcome

Welcome to Sales Skills Fundamentals. My name is Christopher Matthew Spencer. I'd like to help you find the powerful salesperson inside you. I approach sales through honest communication and building relationships. In this course I'll be covering communication and listening skills to help you convey information clearly and effectively. We'll be exploring prospecting and qualifying leads so that they'll convert into paying customers. Then I'll go over the process of completing the sales cycle once you receive a commitment from your buyer.
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  1. 11m 57s
    1. Welcome
      1m 1s
    2. Understanding why people buy
      1m 31s
    3. Defining the range of sales transactions
      2m 47s
    4. Defining the sales process
      2m 3s
    5. Exploring common sales terminology
      2m 30s
    6. Some key things to know about sales
      2m 5s
  2. 6m 59s
    1. Some homework while you're training
      1m 8s
    2. Working in a team
      1m 59s
    3. Learning from your company's top stars
      1m 23s
    4. Building integrity
      2m 29s
  3. 17m 14s
    1. Selling in everyday life
      2m 39s
    2. Sharpening your listening skills
      1m 51s
    3. Developing clarity with others
      2m 18s
    4. Getting your point across
      1m 45s
    5. Sales presentation essentials
      3m 41s
    6. Exploring protocols for email and written communications
      3m 30s
    7. Keeping good notes
      1m 30s
  4. 7m 25s
    1. Defining your audience
      2m 31s
    2. Making effective cold calls
      2m 11s
    3. Turning prospects into customers
      1m 45s
    4. Understanding the power of referrals
      58s
  5. 4m 35s
    1. Exploring techniques for setting up appointments by phone and in person
      1m 2s
    2. Defining needs and creating value
      1m 14s
    3. Clarifying roles, timing, budget, and decision making
      1m 24s
    4. Asking for and getting the sale
      55s
  6. 6m 41s
    1. Setting realistic targets and achieving them
      1m 34s
    2. Understanding team quotas and dynamics
      1m 15s
    3. Exploring sample record keeping and lead retention systems
      1m 37s
    4. Acting on your metrics
      2m 15s
  7. 18m 14s
    1. A sample face-to-face sales exchange for consumer sales
      6m 5s
    2. A sample phone call for consumer sales
      4m 6s
    3. A sample face-to-face sales exchange for business sales
      3m 42s
    4. A sample phone call for business sales
      4m 21s
  8. 31s
    1. Goodbye
      31s

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Sales Skills Fundamentals
1h 13m Appropriate for all Sep 06, 2012

Viewers: in countries Watching now:

In this course, author Christopher Matthew Spencer shares his techniques for effective sales. Because a sale starts with finely honed communication skills, the course begins with communication and listening skills, and then explores the application of sales traits in everyday life—an ideal primer for making deals in business settings.

This course also covers the basics of connecting with prospective clients, making convincing presentations, understanding and maximizing the sales cycle, measuring sales abilities, and practicing sales skills in role-playing scenarios.

Topics include:
  • Becoming acclimated to selling
  • Understanding common sales terminology
  • Honing communication skills
  • Conveying passion and thoughts
  • Listening actively
  • Winning the confidence of others
  • Asking for referrals
  • Making cold calls
  • Setting realistic sales targets and achieving them
  • Keeping good sales records
Subjects:
Business Business Skills
Author:
Christopher Matthew Spencer

Welcome

Welcome to Sales Skills Fundamentals. My name is Christopher Matthew Spencer. I'd like to help you find the powerful salesperson inside you. I approach sales through honest communication and building relationships. In this course I'll be covering communication and listening skills to help you convey information clearly and effectively. We'll be exploring prospecting and qualifying leads so that they'll convert into paying customers. Then I'll go over the process of completing the sales cycle once you receive a commitment from your buyer.

Finally, I'll be discussing measuring and assessing your progress. After reviewing these topics, I'll demonstrate by role playing with a friend of mine so that you can see how I approach the sales process in both cold calling and face-to-face sales. I've had tremendous successes, and I've also made all the mistakes you can imagine in my sales career. I am here to help you avoid those mistakes. So please join me for Sales Skills Fundamentals.

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