The Foundations Of Selling

How to Build a Lucrative Career in Sales

What you'll learn

Learn the fundamentals of sales and selling

Explore the importance of interpersonal communications skills

Learn how to stay focused and motivated

Learn how to make a significant income in sales

Requirements

This is a foundations course so no prerequisite, other than an interest in Sales, is required

Description

The Foundations of Selling is a 7 hour course that explores the world of sales and selling by first exploring the significance of learning how to effectively communicate with other people. Taught by long time digital marketing consultant and media salesperson Spider Graham, this course offers a conversational yet no-nonsense approach to sales strategies, the modern sales cycle and dealing with adversity along the way.This course is designed to help people just getting started in their sales careers to gain a deeper insight into ways to create a financial future by first learning how to be an effective communicator, problem solver, and sales strategist. It focuses on the importance of interpersonal skills, business planning and an understanding of selling fundamentals.Learners taking this course can expect to cover:* An understanding of why people buy and don't buy* Selling communications models* How to get started in sales* Understanding human behaviors* Targeting sales opportunities* Dealing with everyday challenges and setbacks* Understanding different personality types* Generating trust and likability* Overcoming the fear of selling* How to qualify prospects* How to present value to prospects* Overcoming sales objections* How to close sales dealsOverall, this course is designed to be informative, easy-to-follow, inspiring and fun. Click on the sample lessons to learn more!

Overview

Section 1: Introduction

Lecture 1 Introduction

Lecture 2 About The Course

Lecture 3 Why Do People Buy? - Part 1

Lecture 4 Why Do People Buy? - Part 2

Lecture 5 How Can I Make People Buy From Me?

Lecture 6 Can YOU Be Successful in Sales?

Lecture 7 Reasons You Can't Sell

Lecture 8 It's All About Persistence

Lecture 9 A Few Key Definitions

Lecture 10 Up Next - How to Get Started in Sales

Section 2: Getting Started in Sales

Lecture 11 Getting Started in Sales

Lecture 12 A Brief History of Sales

Lecture 13 How to be Slightly Superhuman

Lecture 14 Your Future Success in Sales

Lecture 15 Understanding Human Behavior

Lecture 16 Start With a Great Attitude

Lecture 17 How Do People Perceive YOU?

Lecture 18 Selling Isn't Easy

Lecture 19 Learning the Fundamentals

Lecture 20 People Buy From People they Trust

Lecture 21 Things Salespeople Should Avoid

Lecture 22 Common Mistakes to Avoid

Lecture 23 Perception Equals Reality

Lecture 24 How to Succeed in Sales

Lecture 25 Selling Myths to Avoid

Lecture 26 Avoid Self-Sabotaging Behaviors

Lecture 27 Managing Discouragement

Lecture 28 Recognizing the Value of Failure

Lecture 29 Managing Discouragement - Part 2

Lecture 30 Up Next - Selling Basics

Section 3: Selling Basics

Lecture 31 Selling Basics

Lecture 32 A Brief History of Sales

Lecture 33 The Ethics of Selling

Lecture 34 Defining Sales

Lecture 35 More Selling Basics

Lecture 36 No Universal Definition

Lecture 37 Sales Channels

Lecture 38 Selling as a Storyteller

Lecture 39 Sales Effectiveness

Lecture 40 All Salespeople are Self Employed

Lecture 41 Selling During Change

Lecture 42 Evolution of a Prospect

Lecture 43 Keep Moving Forward

Lecture 44 Rolling with the Punches

Section 4: The Human Experience

Lecture 45 The Human Experience

Lecture 46 Human Motivators

Lecture 47 More Human Motivators

Lecture 48 Understanding Emotional Triggers

Lecture 49 The B2C Marketing Matrix

Lecture 50 Up Next - Managing Sales Adversity

Section 5: Managing Sales Adversity

Lecture 51 The Path to Success Can Be Rough

Lecture 52 Dealing with Adversity

Lecture 53 Dealing with Business Politics

Lecture 54 Dealing with Personality Conflicts

Lecture 55 Dealing with Limitations

Lecture 56 Understanding Cause and Effect

Lecture 57 Dealing with Fear

Lecture 58 Dealing with Hatred

Lecture 59 Identifying Desired Outcomes

Lecture 60 The Cost of Failure

Lecture 61 Minimizing Failure

Lecture 62 Managing Rejection

Lecture 63 Up Next - The Prospecting Selling Cycle

Section 6: The Selling Cycle - Prospecting

Lecture 64 Prospecting is Paramount

Lecture 65 Finding Your Target Audience

Lecture 66 Prospecting

Lecture 67 The Needs of Prospects

Lecture 68 The Needs of Prospects - Part 2

Lecture 69 Refining Prospects

Lecture 70 Start Close to Home

Lecture 71 Finding Opportunity Everywhere

Lecture 72 Keeping a Finger on the Pulse of Your Community

Lecture 73 Utilize Your Existing Network

Lecture 74 Fish Where the Fish Are

Lecture 75 Use Professional Services

Lecture 76 Use Case - Graphic Design Company Sales

Lecture 77 Playing the Odds

Lecture 78 Up Next - Qualifying Sales

Section 7: The Selling Cycle - Qualifying Buyers

Lecture 79 Qualifying Buyers

Lecture 80 Working with Different Personality Types

Lecture 81 The Control Freak

Lecture 82 The Cynic

Lecture 83 The Drifter

Lecture 84 The Dominator

Lecture 85 The Analyst

Lecture 86 The Complainer

Lecture 87 The Evader

Lecture 88 The FREE-lancer

Lecture 89 Consider Unique Cultural Needs

Lecture 90 Buyer Personalities Review

Lecture 91 Easy Qualifying Checklist

Lecture 92 Up Next - Making Contact

Section 8: The Selling Cycle - Making Contact

Lecture 93 Making Contact

Lecture 94 Points of Contact

Lecture 95 Setting Up Meetings

Lecture 96 Selling Face to Face

Lecture 97 Other Contact Methods

Lecture 98 Up Next - Presenting Value

Section 9: The Sales Cycle - Presenting Value

Lecture 99 Presentation Skills

Lecture 100 Foundational Communications Model

Lecture 101 Sustaining Positive Communications

Lecture 102 Matching Emotional States

Lecture 103 Avoid Being an Invalidator

Lecture 104 Avoid Misunderstandings

Section 10: Creating Prospect Comfort

Lecture 105 5 Ways to Reduce Buyer Fears

Lecture 106 Responding to Fear-Based Behaviors

Lecture 107 1 - Fear of Being Sold To

Lecture 108 2 - Fear of Debt

Lecture 109 3 - Fear of Making a Mistake

Lecture 110 4 - Fear of Losing Face

Lecture 111 5 - Fear of Being Cheated

Lecture 112 Paint Pictures with Words

Lecture 113 Listen Hard

Lecture 114 Validate Your Prospects

Lecture 115 Practice Your Pitch

Lecture 116 Watch Your Language

Lecture 117 Up Next - Closing Sales

Section 11: The Art of the Close

Lecture 118 The Art of the Close

Lecture 119 The Changing World

Lecture 120 Your Closing Philosophy

Lecture 121 Digging for Truth

Lecture 122 Why People Don't Buy

Lecture 123 When People Don't Buy

Lecture 124 Determine Threats

Lecture 125 Don't Just Take Orders

Lecture 126 Up Next - Referrals and Account Management

Section 12: Developing Sales Relationships

Lecture 127 Developing Sales Relationships

Lecture 128 Sales Relationships Are Changing

Lecture 129 Why Sales Relationships Go Bad

Lecture 130 Meeting Customer Expectations

Lecture 131 Managing Personal Conflicts

Lecture 132 Cultivate Trust

Lecture 133 Understand Subtext

Lecture 134 Be a Client Resource

Lecture 135 Empower Your Customers

Lecture 136 Be an Expert Problem Solver

Lecture 137 Focus on the Positive

Lecture 138 Understanding Your Customer's Business

Lecture 139 Learn From Your Mistakes

Lecture 140 Be Proactive

Lecture 141 Stop Making Excuses

Lecture 142 The Power of Positive Relationships

Lecture 143 Summary

People exploring a career in Sales and Selling,Marketers who want to increase their skills by understanding the modern Sales Cycle,Anyone looking to create positive future career opportunities