Sales Excellence in Modern Times

Course Curriculum

Chapter 1: Sales Excellence in Modern Times

Lecture 1: The Profession of Selling

Lecture 2: The 12 Steps in Professional Selling

Lecture 3: 4 Things Professionals Never Do

Lecture 4: 5 Things Professionals Do

Lecture 5: Lost Sales Strategies

Lecture 6: Non-Referral Prospecting

Lecture 7: Referral Prospecting

Lecture 8: Words to Watch

Lecture 9: Making Contact – Part One

Lecture 10: Making Contact – Part Two

Lecture 11: Opening Statements

Lecture 12: The Art of Questioning

Lecture 13: Tie Downs

Lecture 14: Double Option Questions

Lecture 15: The Porcupine

Lecture 16: The Involvement Question

Lecture 17: Questions In Search of Answers

Lecture 18: The Skill of Listening

Lecture 19: Handling Objections

Lecture 20: Objections Mirror & Clarify

Lecture 21: Objections Thank & Acknowledge

Lecture 22: Objections A Few More Techniques

Lecture 23: Telephone Techniques

Lecture 24: Telephone Incoming Calls

Lecture 25: Telephone Outbound Calls

Lecture 26: Presentation Skills. Get Them Involved

Lecture 27: Presentation Strategies: Seating Part 1

Lecture 28: Presentation Strategies: Seating Part 2

Lecture 29: Presentation Strategies: Pre Planning

Lecture 30: Presentation Strategies: Elevator Close

Lecture 31: Why People Buy

Lecture 32: Technology & Social Media

Lecture 33: Social Media In Modern Times

Lecture 34: LinkedIn

Lecture 35: Facebook

Lecture 36: The Power of Thank You Notes

Lecture 37: Finding Your Value Wedge

Lecture 38: Vision, Mission, & Value Statements

Lecture 39: Time Planning Strategies

Lecture 40: Success Mindset

Lecture 41: Goal Setting Skills

Lecture 42: Introduction To Test Closes

Lecture 43: Powerful & Persuasive Information On Closing

Lecture 44: The Power of Test Closes

Lecture 45: Put Yourself Into The Buying Situation

Lecture 46: The Seriousness of The Close

Lecture 47: The Order Form Close

Lecture 48: The Sharp Angle Close

Lecture 49: The Ben Franklin Balance Sheet Close

Lecture 50: The Doorknob Close