Join Christopher Matthew Spencer for an in-depth discussion in this video Clarifying roles, timing, budget, and decision making, part of Sales Skills Fundamentals.
Sales involves multiple decisions on the part of a buyer.…Buyers are also influenced by spouses, family, and business associates.…People are very social, and buying involves social interactions.…Officers of a corporation or a partner in a legal partnership will generally…have an approval process.…It's important to get clarity on roles, timing, budget, and decision-making.…Dealing with companies, you may hear terms like global sourcing, purchasing…department, or possibly purchase order.…
These terms generally mean there's a formal purchasing procedure that you must follow.…Bigger companies have more formal procedures than smaller firms.…It's wise to determine the buyer's authority level and ask them if there will be…other people involved in approving a purchase.…In business to consumer sales, a prospect may wish to discuss the purchase with…their family before buying.…Be respectful and don't apply any pressure when they've expressed this to you.…When you're selling quality, you don't need to sell it hard.…
AuthorChristopher Matthew Spencer
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.
- 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
Skill Level Appropriate for all
1. Onboarding in Your First Sales Job
2. Communication Skills in Sales
3. Prospecting and Qualifying
4. Completing the Sales Cycle
5. Measuring and Assessing Your Progress
Acting on your metrics2m 15s
6. Let's Practice
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