Join Christopher Matthew Spencer for an in-depth discussion in this video Exploring common sales terminology, part of Sales Skills Fundamentals.
There are a few common sales terms that are helpful to know if you just…started out in sales.…Many of these you may have already heard, but even so it's worth a refresher.…Let's start with a little bit of history. In the late 1800s, advertising pioneer E. St.…Elmo Lewis coined a legendary sales acronym called AIDA, which was his…observation of the phases that a potential buyer experiences before deciding to buy something.…The letters AIDA stand for Awareness, which means being aware of the product in…question. I and D represent interest and desire, which is something that a…salesperson can either create through the art of selling, or it happens…naturally like when the iPhone first came out.…
In other words, good products sell themselves. And lastly Action, the move by…the person to buy the product. Let's discuss some other terms as well.…Prospects are the individuals, or companies, that you target to become potential buyers.…Cold calling means reaching out to new and untested prospects with whom…you've never done business, this is quite possibly the hardest facet of a career in sales.…
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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