Sales Mastery

Module 1 : Shortening your Sales Cycle
     Shortening your Sales Cycle doesn’t mean cutting corners or doing bad business. Done correctly, it will increase your efficiency and make you and your company more money. In an age when much of a sale is conducted online, the Sales Cycle has already changed. Adapting yours to suit this digital age is key to doing good business today.
Topics Covered
The importance of the Sales Cycle in business
How a shorter Sales Cycle suits a digital age
How to shorten your Sales Cycle
Module 2 : Sales Strategies: The Power of Resellers
     Some of the largest retail companies in the world are resellers. And, big or small, resellers can be a powerful tool when you want to sell your products. A reseller is a company or individual that buys services and goods to resell them and generate profit. Using a reseller can be a great way to boost your sales. This course will show you how.
Topics Covered
The role a reseller can play in boosting sales
Potential pitfalls of using resellers
How to build a successful relationship with a reseller
Module 3 : Sales Methodologies
     The Sales Methodologies are SPIN, SNAP, Sandler, MEDDIC, Conceptual, & CustomerCentric.Sales methodologies are systems for selling that make closing deals more predictable and successful. But there are many different methodologies, and what works for 1 company might fall flat for another. Knowing the differences between them is vital.
Topics Covered
The SPIN, SNAP, Sandler, MEDDIC, Conceptual, & Customer-Centric sales methodologies
The differences between these methodologies
Situations in which each methodology would be relevant
Module 4 : Understand Why Deals are Lost
     There are many reasons why your sales teams might lose a deal, so it’s important to gather feedback from their prospects to help them understand the situation. Losing deals can be difficult and may leave your sales teams feeling disappointed and lacking in confidence. Fortunately, there are several strategies they can use to handle lost deals better.
Topics Covered
Reasons deals are lost
How to handle losing deals
Strategies to revive lost deals
Module 5 : How to Sell Ethically
     Traditional selling techniques can seem pushy, which makes customers wary of buying. These techniques can improve short-term sales numbers, but may damage customer relationships and long-term profits. The good news is that learning about ethical selling can increase sales in the long run and there are several techniques they can use to be more ethical sellers.
Topics Covered
What ethical selling is
The benefits of ethical selling
Techniques to sell more ethically
Module 6 : Emotional Intelligence for Sales Success
     There are a lot of variables to deal with before a sale can go through; economic considerations, cash flow issues or simply customers changing their minds. But salespeople that use their emotional intelligence when dealing with customers impact sales performance considerably.Emotional intelligence, also known as EQ, helps make people aware of their own emotions and the emotions of others. This would be useful in a sales setting:
Topics Covered
The different types of emotional intelligence
How EQ has an effect on sales performance
Ways to develop emotional intelligence
Module 7 : Virtual Selling
     Some of us are working from home more often, particularly as technology has improved to make that possible. More and more often, virtual selling is replacing in-person sales conversations, and that’s only going to increase. This course outlines the processes and technologies available so that your sales teams can engage with customers and close those deals remotely.
Topics Covered
Setting up your workspace professionally
Preparing for virtual selling
The differences between virtual and face-to-face sales
Module 8 : Mastering Cold Calling
     As a salesperson, making cold calls isn’t as appealing as pursuing live leads, for obvious reasons. It’s believed you’ll be less likely to succeed. It’s true that making cold calls can result in a high rejection rate and potentially damage a company’s reputation. This course will help your sales teams learn the best way to approach cold calls, so they can use the company’s time effectively and boost sales numbers.
Topics Covered
The dos and don’ts when cold calling contacts
Successful methods to use when making cold calls
Useful techniques and best times for cold calling
Module 9 : Dealing with Sales Fear
     As confident as many salespeople appear on the outside, being nervous is a common problem. Being nervous isn’t helpful when trying to make a successful sale. It can cause your salespeople to stumble over their words, damaging their success rate and their confidence. There are ways to beat those pesky nerves and allow your staff to regularly close sales confidently and successfully. That’s what this course covers.
Topics Covered
The causes of sales fear
The best methods to combat sales fear
How to apply these methods to remove nerves during sales
Module 10 : Resilience in Sales
     Business can be tough. But 1 area of business can be so much tougher than the rest. In sales, rejection happens all the time. That can get pretty disheartening and make your salespeople feel like giving up.The key is resilience. This course will help your sales teams improve their sales resilience by giving them tips to change their mindset.
Topics Covered
Why resilience is so important in sales
The benefits a positive mindset can have on your resilience
How to implement strategies to change your thinking and improve your resilience
Module 11 : Mastering Cold Emailing
     Cold emailing is relatively new as a sales technique, and it’s difficult to know where to start. When it’s done well, cold emailing can help boost your team’s sales.There’s also a risk of harming the company’s reputation if they send a misjudged email. This course will help your sales teams learn how to use cold emails to generate more sales for your company and avoid any mishaps.
Topics Covered
The dos and don’ts when composing cold emails
Successful methods to use when sending cold emails
How to create an effective cold emailing approach
Module 12 : Value-Based Selling
     Well, there are specific sales techniques that put this right at their heart. This means your teams never forget that, without showing your product or service has value to the customer, it’ll be hard to convince them to buy it. You may be surprised how much your sales improve by moving to this approach. And this course will show you how.
Topics Covered
The benefits of value-based selling
The key principles of value-based selling
How to apply these principles to increase sales
Module 13 : Reducing Sales Friction
     Think getting to the checkout screen of a website and it crashing before you can even put your card details in. And we’ve all wondered, “is it really worth all this hassle?” You’ve probably even given up before, opting to look somewhere else, to find a smoother process. As the people trying to make the sale, your salespeople want to minimize these things happening as much as possible. They don’t want to lose sales because of things not even related to their pitch or the product.
Topics Covered
Where your customers may be experiencing friction
The benefits of reducing sales friction
How you can reduce sales friction for your customers
Module 14 : Automating Sales Processes
     In sales, a significant portion of your salespeople’s time is spent on other tasks, which are important, but don’t actively generate sales. By automating certain processes, your sales teams can save time that they can direct back to their sales pitches. And by doing this, they may even see a sizable improvement in their sales figures.
Topics Covered
The benefits of automating your sales processes
Sales processes that are commonly automated
How to identify which of your sales processes would be most effective to automate
Module 15 : Designing your Sales Dashboard
     There’s a lot of numbers involved in sales. They’re everywhere. And they’re key in monitoring sales performance. But keeping track of them all can be an absolute nightmare. But it doesn’t have to be that hard. Your teams can use a sales dashboard to keep key figures all in 1 place, so they can easily find the numbers they need, when they need them. And this course will guide your sales teams through making sure it meets their needs.
Topics Covered
Items commonly included in a sales dashboard
The benefits of a personalized sales dashboard
How to design a sales dashboard tailored to your needs
Module 16 : Cross-Selling, Upselling & Account Growth
     It’s a seemingly simple sales tactic, and one that does often work well. But there’s a lot behind this and similar techniques, and it’s a great way to increase sales. Your salespeople most likely could use cross-selling, upselling, and/or account growth in their own sales processes to increase their sales. These simple techniques can have a big difference on sales figures.
Topics Covered
The benefits of cross-selling, upselling, and account growth
The key differences between cross-selling, upselling, and account growth
How to use cross-selling, upselling, and account growth to increase your sales