The New Rules of Selling-The Ultimate Online Sales Course

This state-of-the-art online course proactively equips you with the latest consultative-partner selling skills demanded by today’s market. In Module 1 we go right back to the basic principles of persuasion, influence and building relationships. You learn how selling is changing and how the WAY you sell has become a key differentiator. You learn not only how to sell value, but how to become the value.

How Selling Is Changing
How To Be A Trusted Adviser, Consultant & Partner
Why You Must Be A 3 Dimensional Salesperson. In Module 2 we investigate the 7 all important, foundation principles you need for sales mastery, no matter what the economy. This module alone will supercharge your sales strategy. You’ll learn:

How To Differentiate Your Proposition & Sell The Difference
How To Communicate Value
How To Build Trust. People Buy People First – How To Sell Yourself
How To Sell Solutions & Insights
Benefit Rotated Questions
The 4 Levels of Sales Effectiveness
5 Keys To Build Credibility
The Importance of LinkedIn
The Power of Enthusiasm. Energy Sells. The 4 S Test
Cover The Bases – How To Handle Multiple Decision Influencers. Finding new business begins with establishing your value proposition. In Modules 3 & 4 you’ll learn:

4 Steps To Create A Killer Value Proposition That Opens Doors
How To Make The Appointment By Phone
How To Generate Leads Via Email
How To Ask For Referrals
How To Use Both Hard & Soft Differentiators
5 Rules For Selling Against Competition.
Why You Should Never Ask “Are You Seeing Anyone Else?” In Module 5 we look at how to sell an idea, how to motivate people to act. Knowing what makes people buy is fundamental to understanding how to structure the sale and present your ideas. You’ll learn:

What Makes People Buy Today?
Motivation vs Manipulation
The 4 Step Sales Structure
How To Open The Sale. How To Probe For Requirements.
How To Match.
In Module 6 we look at closing and gaining commitment. Closing skills are often regarded as unimportant in this era of relationship selling. Nothing could be further from the truth. Unless you gain commitment nothing happens. You’ll learn:

Why Closing Skills Are Still Essential
How To Close Professionally & Without Pressure
How To Decide When To Close
The Final Close – How To Ask For The Business / Secure Agreement To Go Ahead
The 7 Word Soft Close Perfect For Virtual Selling. In Module 7 we learn how to handle ‘I want to think about it.’ using the 7 -step LACPAAC® process. A million miles from old-style closing tactics, LACPAAC® is a consultative-partner approach that gives you a real edge in the final stages of the sale. You’ll learn:

Why You Need A Structured Process For Gaining Commitment
How To Use The 7 Steps of LACPAAC®
How To Apply LACPAAC® When A Sale Is Stalled Post Proposal
In Module 8 we learn how to pre-handle and handle objections or areas of mismatch as we prefer to call them. You”l learn:

How To Focus On Objection Prevention Not Cure
The 3 Step Structure To Answer Any Objection Without Confrontation
How To Answer Typical Objections – eg price too high, I can buy cheaper elsewhere, your delivery is too long, I’m not interested, how do I know you will do what you say. Modules 1 to 8 give you a solid foundation training in modern day selling. With Modules 9 & 10 the course moves up a gear to more advanced skills.

Gap Analysis Selling. Find Out & Match Assumes Your Prospect Has A Requirement, But What If She Doesn’t?
How To Use Questions To Create A Gap Between Where The Prospect/Existing Account Is And Where They Could Be Using Your Product/Service
How To Widen The Gap So Your Prospect Wants To Act Now
How To Put It All Together And Expand The Four Step Sales Process, OPEN, FIND OUT, MATCH, CLOSE, Into The More Advanced Eight Step LACPOMAC® Sales Structure
How To Use LACPOMAC® As A Navigational Aid – A System of Questions To Move The Sale Forward. In Module 11 we look at your voice and how you can train it to sound warmer, more likeable and more authoritative. Overlooked by most courses we consider this training essential for sales leaders. You’ll learn:

How To Add Gravitas and Presence To Your Voice – When You Sound Good People Listen
3 Exercises You Can Use Immediately
How To Use Your Breathing To Relax & Build A Sense of Control In High Stress Situations. In Module 12 we switch the emphasis from the sales to the buying process. One of the best ways to improve sales effectiveness is to know WHERE in the buying cycle your prospect is and then tailor your approach appropriately. The stages of the buying cycle are summarised by the RACERNI® acronym. You’ll learn:

The RACERNI® Buying Cycle – 7 Steps From Developing Requirements To Implementation
Stages 1-3 Recognition of Requirement. This Is How The Sale Begins In The Mind of The Buyer
Stage 4 Evaluation of Competing Options. How To Get Them To Choose You
Stages 5 – 7 The End Game. Final Steps The Buyer Goes Through Before Giving Your Proposal The Green Light
What You Should Do At Each Stage To Maximise The Opportunity
How To Link The Sales Structure & The Buying Cycle. Whether you’re looking to master the foundation principles or you’re already experienced and looking for more advanced skills, this programme will work for you. The training is chunked into 40 short video segments with 16 downloadable resources & worksheets to consolidate your learning and 4 self-assessments to check your understanding. Set aside just 1 hour each day to complete 3 to 4 lessons and their related action steps and you will be able to complete the full course in 10 days (you can of course go faster or slower as you wish).