Join Christopher Matthew Spencer for an in-depth discussion in this video Turning prospects into customers, part of Sales Skills Fundamentals.
There are an infinite number of ways that any sales process can occur.…A sales opportunity involves an initial contact, prospecting, planning, pitching, and then qualification.…The sales process involves a large number of prospects that dwindle down to a…smaller number of actual purchases.…I'd like you to consider that every company develops their own sales process…through time and through experience.…The key is to turn prospects into buying customers.…
There's a transition point when a prospect turns into a presentation and then…follows through to proposal, negotiation, and then closing.…When a Girl Scout comes to your door and asks if you want to buy some delicious…cookies, she's making a cold call.…In about five short minutes, you've gone from a prospect to a sale and handed…over some cash and filled out an order form.…You'll be assessing your leads and making decisions when to start presenting…or asking for a deal.…The complexity of that process will depend upon your offering.…
Selling a Gulfstream jet, for example, involves a pretty small number of 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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