Sales Skills 

 

Objection Free Selling

How to Prevent, Preempt, and Respond to Every Sales Objection You Get

The course is based on the Amazon Top 100 Best Selling book, Objection Free Selling (sold separately by bookstores and online retailers).

- Know which objections you will get based who and what you’re competing against
- Learn the skills common to PREVENTING all objections
- Learn the skills common to PREEMPTING all objections
- Learn the skills common to RESPONDING to all objections
- Learn the skills common to NEGOTIATING TRADEOFFS for all unanswerable objections
- Learn the specific strategies for each of the categories of objections

Get the opportunity to develop objection prevent, preempt, and response strategies for the objections you get

Select this link or the logo on the right to preview and buy the course on OpenSesame.com ($15.00).
 

Information on individual courses is provided below. Each course can be previewed and purchased separately or as a custom bundle of two or more.

Strategic Sales Plan (SSP)

The Strategic Sales Plan is designed to help you identify the steps in your sales process that must be done to win business to business sales.

We analyzed thousands of sales, across industries, to discover why sales failed and how they were won. This research led to a comprehensive diagnostic sales process consisting of 44 essential steps in the consultative value selling process.

Get started by validating each step for what you sell by identifying the consequences of not doing it and then reviewing your sales to find your patterns for both losses and wins.

In this course you will:

1. Understand the purpose of each step in the sales process
2. Validate each step for what you sell
3. Create your own list of steps that must be done to win sales

Select this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

Profile and Qualify Sales Prospects

An amazing number of sales are lost because the prospect was not qualified but most of the sales process was completed before this was discovered. That is a lot of time, energy, and effort to produce zero results.

Your end goal is to know how many truly qualified prospects it will take to make a targeted number of sales in a pre-defined amount of time.

The purpose of this course is to show you how to quickly qualify sales prospects and identify the key buyer influencers in the business-to-business (B2B) marketplace.

Select this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

Value Selling Strategies P.R.O.S.P.E.C.T. Model©
The E=mc2 of Consultative Value Selling Models

The course is based on the Amazon Top 100 Best Selling book, Value Selling Strategies (sold separately by bookstores and online retailers)

In this value selling process, the actual selling is done during a strategically designed interview structured around major closing strategies.

This course includes the following learning modules:

P - Profile: Match key characteristics

R - Research: How they make their money

O - Orient: Engage the customer

S - Symptoms: Find the pain and the gain

P - Problems: Define as only you can solve

E - Effects/consequences: Calculate the cost of not solving the problems

C - Criteria: Include your Unique Selling Points that solve the problems

T - Triggering events: List the steps to complete the sale

Select this link or the logo to the right to preview and buy the course on OpenSesame.com ($35.00).

 

Features - Advantages - Benefits FAB

The pursuasive language of selling

The course is based on the Amazon Top 100 Best Selling book, Features, Advantages, and Benefits (sold separately by bookstores and online retailers)

To be functionally useful in the sales process your product, service, and company knowledge, especially your Unique Selling Points, must be converted into the persuasive language of sales: Features, Advantages, and Benefits (FAB) and written in a way so they clearly can meet the customers' functions, business, and human needs.

Select this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

FAB-TEA Value Selling Model

This easy to learn and use FAB / TEA Value Selling Model has two parts.

The first part educates the prospective customer about your Unique Selling Point’s Feature (capability) and how it will meet their functional needs.

The second part guides them to identify and tell you about the Benefits they want that only you can provide to meet their business and human needs.

This course includes a short review of the Features, Advantages, and Benefits course.

Select this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

Competitor Analysis

Focus your sales conversation in areas where you are strong, the competitor is weak and the customer has needs.

The competitor analysis structure allows you to quickly identify areas where the current suppliers cannot meet the customer’s needs where only you can. It also pre-alerts you to the objections you’ll get (spoken or not) when up against specific competitors. When you know the objections, you can prepare to handle them.

Select this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

Telephone Cold Calling with Voicemail Strategies

The course is based on the Amazon Top 100 Best Selling book, Telephone Cold Calling with Voicemail Strategies (sold separately by bookstores and online retailers)

PREVENT initial contact objections such as, "not interested," "just send me your literature," and "already have someone" with a unique script structure. Quickly turn screeners into coaches.

Increase the number of times people return your calls after leaving a high-impact voicemail commercial, complete with a compelling reason to call you back.

Select this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

Reseller Strategy

The course is based on the Amazon Top 100 Best Selling book, Reseller Strategy (sold separately by bookstores and online retailers)

Have you ever wondered why some resellers are quick to focus their selling efforts on your behalf, while others just don't seem to get around to pulling your products out of the bag?

Tried motivational promotions and awards with minimal results? Get excuses about performance or price as the reason for weak sales? Have trouble communicating with them?

This course is designed to help you help your resellers want to pull your product or service out of the bag first.

Select this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

All of our online learning courses are now hosted by OpenSesame.com where you can preview and buy individual courses or create your own bundle.

OpenSesame.com also provides secure e-commerce and a learning management system to help you track progress.

Currently available courses (see below for descriptions, pricing, and links to courses):

1. Strategic Sales Plan: Why Sales Fail and How Wins are Won

2. Profile & Qualify Sales Prospects: Quickly qualify and identify buyer influences

3. Competitor Analysis: The cornerstone of competitive selling

4. Features - Advantages - Benefits (FAB) - The pursuasive language of selling

5. FAB-TEA Value Selling Model - Powerful and easy to learn and use

6. Telephone Cold Calling with Voice Mail Strategies - Prevent initial contact objections (Not interested, Already have someone, etc.)

7. Objection Free Selling: How to Prevent, Preempt, and Respond to Every Sales Objection You Get

8. Value Selling Strategies P.R.O.S.P.E.C.T. Model© - The E=MC2 of Consultative Value Selling

9. Reseller Strategy - Select and manage for top production

 

Methodical Selling Skills

Cost Saving Bundle -

Logical, Systematic, & Consistently Effective

Systematic selling skills that make logical sense, can be used with diagnostic precision, and will consistently produce exceptional levels of results.

This course bundle consists of seven individual courses that all use the same language, blend seamlessly, and utilize common knowledge, skills, and strategy structures to produce results that are immediate, observable, measurable, and sustainable.

Each course includes downloadable job aids and other learning tools.

1. Strategic Sales Plan: Identify and validate the steps in your sales process. Know why your sales fail and how your wins are won.

2. Profile and Qualify: Identify the key characteristics your most desirable customers have in common and identify the critical decision makers by the roles they play.

3. Competitor Analysis: Identify the objections you’ll get and how to neutralize them. Identify your Unique Selling Points to identify customer needs only you can meet.

4. Features, Advantages, and Benefits (FAB): Learn to communicate with the irrefutably logical persuasive language of selling.

5. FAB-TEA Value Selling Model: A strategically designed interview process that first educates the prospect and then asks them about the benefits they expect to get to fill their functional, business, and human needs.

6. Telephone Cold Calling with Voicemail Strategies: Prevent initial contact objections such as, "not interested," and "already have someone," and quickly turn screeners into coaches. Use voicemail as an advertising medium to warm up your cold calls.

7. Objection Free Selling: Learn the skills common to preventing, preempting, and responding to all objections and the skills common to negotiating tradeoffs for all unanswerable objections.

Select this link or the course logo to the right to preview and buy the course on OpenSesame.com ($90.00).