The Complete Practical Guide on How to Sell Anything

Course Curriculum

Chapter 1: How to Develop and Master the Wining Sales Personality

Lecture 1: The Key Elements of the Winning Sales Personality

Lecture 2: How to Develop the Personal Buy-in for Sales Excellence

Lecture 3: The Traits and Competencies of Sales Champions

Lecture 4: How to Build and Project a Winning Personal Brand

Chapter 2: How to Identify, Analyse and Understand Your Ideal Target Market

Lecture 1: The Key Components of Marketing and the Marketing Process

Lecture 2: How to Conduct Situation Situation Analysis and Marketing Audit

Lecture 3: How to Craft a Winning Marketing Strategy to Meet Sales Goals

Lecture 4: The Intersection of Marketing Mix and Selling

Lecture 5: How Effective Marketing Impact Sales Results

Chapter 3: Mastering the Art of Sales Planning for Revenue Growth

Lecture 1: The Strategic Elements of a Sales Plan

Lecture 2: How to Set Sales Goals, Objectives, Targets and Action Plans

Lecture 3: Tools and Models for Sales Planning

Chapter 4: How to Engage Prospects and Customers to Understand their Needs

Lecture 1: How to Identify Your Real Prospect

Lecture 2: Six Key Questions that Impact Prospecting Results

Lecture 3: How to Access and Evaluate Your Prospecting Efforts

Lecture 4: Prospecting Dilemma: Small versus Large Prospects

Chapter 5: How to Engage Prospects to Understand their Needs Using the SPIN Model

Lecture 1: How to Position Yourself as a Solutions Consultant

Lecture 2: How to Ask Situation Questions to Understand Context

Lecture 3: How to Ask Problem Questions to Elicit Implied Needs

Lecture 4: How to Ask Implication Questions to Create a Sense of Urgency

Lecture 5: How to Make Prospects Ask for Your Offerings with Need Pay-Off Questions

Chapter 6: How to Articulate Your Value and Unique Value Proposition

Lecture 1: The Imperative of Value in Selling

Lecture 2: Dimensions of Value Positioning in Selling

Lecture 3: Questions to Help You Articulate Your Value Proposition

Lecture 4: Your USP and Competitor Analysis

Chapter 7: Effective Sales Pitch: Techniques for Converting Prospects to Customers

Lecture 1: The Principles of Successful Selling

Lecture 2: How to Use the Selling Wheel to Convert Prospects to Customers

Lecture 3: The Framework for Making Compelling Sales Pitches

Lecture 4: How to Differentiate Features and Benefits for Maximum Impact

Chapter 8: Objections Overruled: Mastering the Art of Handling Sales Objections

Lecture 1: Hurdles or Walls? Understanding Sales Objections

Lecture 2: Common Sales Objections

Lecture 3: How to Handle Common Sales Objections

Lecture 4: Techniques for Handle Price, Competition and Credibility Objections

Chapter 9: Seal the Deal: Mastering the Art of Sales Closing

Lecture 1: Strategies to Enhance Your Chances of Closing More Sales

Lecture 2: 15 Top Techniques for Closing Sales

Lecture 3: How to Overcome the 12 Barriers that Impede Sales Closing