Start Your Career in Sales – The Foundations of Selling

Course Curriculum

Chapter 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

Chapter 2: Getting Started in Sales

Lecture 1: Getting Started in Sales

Lecture 2: A Brief History of Sales

Lecture 3: How to be Slightly Superhuman

Lecture 4: Your Future Success in Sales

Lecture 5: Understanding Human Behavior

Lecture 6: Start With a Great Attitude

Lecture 7: How Do People Perceive YOU?

Lecture 8: Selling Isn't Easy

Lecture 9: Learning the Fundamentals

Lecture 10: People Buy From People they Trust

Lecture 11: Things Salespeople Should Avoid

Lecture 12: Common Mistakes to Avoid

Lecture 13: Perception Equals Reality

Lecture 14: How to Succeed in Sales

Lecture 15: Selling Myths to Avoid

Lecture 16: Avoid Self-Sabotaging Behaviors

Lecture 17: Managing Discouragement

Lecture 18: Recognizing the Value of Failure

Lecture 19: Managing Discouragement – Part 2

Lecture 20: Up Next – Selling Basics

Chapter 3: Selling Basics

Lecture 1: Selling Basics

Lecture 2: A Brief History of Sales

Lecture 3: The Ethics of Selling

Lecture 4: Defining Sales

Lecture 5: More Selling Basics

Lecture 6: No Universal Definition

Lecture 7: Sales Channels

Lecture 8: Selling as a Storyteller

Lecture 9: Sales Effectiveness

Lecture 10: All Salespeople are Self Employed

Lecture 11: Selling During Change

Lecture 12: Evolution of a Prospect

Lecture 13: Keep Moving Forward

Lecture 14: Rolling with the Punches

Chapter 4: The Human Experience

Lecture 1: The Human Experience

Lecture 2: Human Motivators

Lecture 3: More Human Motivators

Lecture 4: Understanding Emotional Triggers

Lecture 5: The B2C Marketing Matrix

Lecture 6: Up Next – Managing Sales Adversity

Chapter 5: Managing Sales Adversity

Lecture 1: The Path to Success Can Be Rough

Lecture 2: Dealing with Adversity

Lecture 3: Dealing with Business Politics

Lecture 4: Dealing with Personality Conflicts

Lecture 5: Dealing with Limitations

Lecture 6: Understanding Cause and Effect

Lecture 7: Dealing with Fear

Lecture 8: Dealing with Hatred

Lecture 9: Identifying Desired Outcomes

Lecture 10: The Cost of Failure

Lecture 11: Minimizing Failure

Lecture 12: Managing Rejection

Lecture 13: Up Next – The Prospecting Selling Cycle

Chapter 6: The Selling Cycle – Prospecting

Lecture 1: Prospecting is Paramount

Lecture 2: Finding Your Target Audience

Lecture 3: Prospecting

Lecture 4: The Needs of Prospects

Lecture 5: The Needs of Prospects – Part 2

Lecture 6: Refining Prospects

Lecture 7: Start Close to Home

Lecture 8: Finding Opportunity Everywhere

Lecture 9: Keeping a Finger on the Pulse of Your Community

Lecture 10: Utilize Your Existing Network

Lecture 11: Fish Where the Fish Are

Lecture 12: Use Professional Services

Lecture 13: Use Case – Graphic Design Company Sales

Lecture 14: Playing the Odds

Lecture 15: Up Next – Qualifying Sales

Chapter 7: The Selling Cycle – Qualifying Buyers

Lecture 1: Qualifying Buyers

Lecture 2: Working with Different Personality Types

Lecture 3: The Control Freak

Lecture 4: The Cynic

Lecture 5: The Drifter

Lecture 6: The Dominator

Lecture 7: The Analyst

Lecture 8: The Complainer

Lecture 9: The Evader

Lecture 10: The FREE-lancer

Lecture 11: Consider Unique Cultural Needs

Lecture 12: Buyer Personalities Review

Lecture 13: Easy Qualifying Checklist

Lecture 14: Up Next – Making Contact

Chapter 8: The Selling Cycle – Making Contact