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See the Curriculum Section for materials and enjoy learning with Imperial Academy.
Course Curriculum
| Introduction To The Sales And Negotiation Skills Masterclass | |||
| Introduction | 00:02:00 | ||
| Sales Skills Course Overview | 00:03:00 | ||
| Sales Skills Activities To Complete | 00:01:00 | ||
| Prepare The Train Driver - Self Development For The Sales Consultant | |||
| The Mind Of A Consultant | 00:03:00 | ||
| Mastering Sales Is Mastering Life Skills | 00:03:00 | ||
| The Continuous Journey | 00:02:00 | ||
| Universal Laws Of Success | 00:01:00 | ||
| The Three Pillars Of Success | 00:01:00 | ||
| Personal Honesty | 00:01:00 | ||
| Diligence | 00:02:00 | ||
| Deferred Gratification | 00:04:00 | ||
| Suppression Of Principle | 00:03:00 | ||
| Emotional Intelligence | 00:02:00 | ||
| Core Principles Of Emotional Intelligence | 00:04:00 | ||
| The Problem Is Internal | 00:02:00 | ||
| The Two Motivational Forces | 00:05:00 | ||
| Product Confidence | 00:03:00 | ||
| Sales Consultant Activities To Complete | 00:01:00 | ||
| Pre-suppositional Sales - Pre-Suppositions And Worldviews | |||
| The Train Track – Pre-Suppositional Sales Defined | 00:01:00 | ||
| What Is A Worldview | 00:02:00 | ||
| Why Pre-Suppositions Are Important | 00:03:00 | ||
| Two Modes Of Thinking | 00:01:00 | ||
| Logical Thinking | 00:02:00 | ||
| Emotional Thinking | 00:03:00 | ||
| The Dumb Dog | 00:05:00 | ||
| How We Create Our Values | 00:01:00 | ||
| Examples Of Rational Ideas | 00:01:00 | ||
| Examples Of Emotional Beliefs | 00:02:00 | ||
| Examples Of Values | 00:02:00 | ||
| Rational Or Emotional | 00:03:00 | ||
| Finding Someones Presuppositions | 00:03:00 | ||
| When The Presuppositions Are Not Clear | 00:05:00 | ||
| The Bank Robber Example | 00:01:00 | ||
| Why People Buy | 00:05:00 | ||
| How We Make Buying Decisions | 00:03:00 | ||
| Matching A World View | 00:05:00 | ||
| Testing A Worldview | 00:03:00 | ||
| Test Your Presuppositions | 00:04:00 | ||
| What Is A Buyer Persona | 00:04:00 | ||
| Presuppositional Buyer Persona Exercise | 00:04:00 | ||
| Creating The Persona | 00:05:00 | ||
| Traditional Buyer Personas | 00:03:00 | ||
| Combined Buyer Personas | 00:02:00 | ||
| Journal Activities To Complete | 00:01:00 | ||
| The SMART Process - Learn How To Manage Emotions | |||
| SMART Copyright | 00:01:00 | ||
| The SMART Process | 00:02:00 | ||
| Controlling The Room | 00:01:00 | ||
| The Core of SMART | 00:03:00 | ||
| How Negative Emotion Controls Us | 00:02:00 | ||
| How We Take Control | 00:03:00 | ||
| The 5 Steps Of SMART | 00:01:00 | ||
| Seperate | 00:01:00 | ||
| Monitor | 00:01:00 | ||
| Assess | 00:02:00 | ||
| Replace | 00:02:00 | ||
| Trust | 00:03:00 | ||
| SMART In Action | 00:03:00 | ||
| The SMART Sales Call In Full | 00:03:00 | ||
| I Will Never Be Any Good At Sales | 00:02:00 | ||
| The Power Of Self Talk | 00:03:00 | ||
| Using SMART For Self Development | 00:01:00 | ||
| Two Uses Of SMART | 00:01:00 | ||
| Short Term Emotional Management | 00:02:00 | ||
| Long Term Character Development | 00:01:00 | ||
| Experienced Negative Emotional Beliefs | 00:03:00 | ||
| Taught Negative Emotional Beliefs | 00:02:00 | ||
| Internal Negative Emotional Beliefs | 00:02:00 | ||
| Activities To Complete For SMART | 00:01:00 | ||
| The Coaches - Getting Ready For Passengers | |||
| Getting Ready For Your Passengers | 00:02:00 | ||
| Know Your Product | 00:02:00 | ||
| Product Strengths And Weaknesses | 00:02:00 | ||
| Knowing Your Competition | 00:02:00 | ||
| Become The Expert | 00:05:00 | ||
| Value Propositions | 00:05:00 | ||
| Activities To Complete Preparing For Your Passengers | 00:01:00 | ||
| The Train Route - Planning Your Sales Route | |||
| Planning Your Route | 00:04:00 | ||
| Building Your CRM Flow | 00:04:00 | ||
| Data Analysis | 00:04:00 | ||
| Implementing Your Sales Funnel | 00:04:00 | ||
| Activities To Complete For Your Route | 00:01:00 | ||
| Selling Tickets - Understanding How Prospecting Works | |||
| Prospecting The Three Rules | 00:05:00 | ||
| Qualifying Prospects | 00:03:00 | ||
| Identifying The Contacts Role | 00:02:00 | ||
| Dealing With The Gatekeeper | 00:03:00 | ||
| Dealing With Influencers | 00:04:00 | ||
| Dealing With Champions | 00:03:00 | ||
| Dealing With Decision Makers | 00:02:00 | ||
| Contact Identification Exercise | 00:02:00 | ||
| Prospecting Secrets | 00:07:00 | ||
| Getting Entrance Into The Castle | 00:03:00 | ||
| Activities To Complete For Dealing With Prospecting | 00:01:00 | ||
| Prospecting By Networking | |||
| Prospecting By Networking | 00:02:00 | ||
| Classification Of Networks | 00:06:00 | ||
| Door To Door Sales | 00:06:00 | ||
| Door To Door Conversation Methods | 00:04:00 | ||
| Getting The Most Out Of Your Networking | 00:03:00 | ||
| The Elevator Pitch | 00:05:00 | ||
| Activities To Complete For An Elevator Pitch | 00:01:00 | ||
| Prospecting By Phone | |||
| Finding Prospects By Phone | 00:04:00 | ||
| Planning Your Phone Calls | 00:04:00 | ||
| Split Testing Your Scripts | 00:05:00 | ||
| Dealing With The Gatekeeper Script | 00:06:00 | ||
| Dealing With The Influencer Script | 00:05:00 | ||
| Dealing With The Champions Script | 00:04:00 | ||
| Dealing With Decision Makers Script | 00:04:00 | ||
| Other Call Support Material | 00:06:00 | ||
| Voicemail Techniques | 00:09:00 | ||
| Activities To Complete For Prospecting By Phone | 00:01:00 | ||
| Online Prospecting | |||
| The Power Of Online Prospecting | 00:02:00 | ||
| Online Prospecting Tools | 00:09:00 | ||
| Email Statistics | 00:01:00 | ||
| Understanding Spam | 00:01:00 | ||
| Permission Based Email Marketing | 00:02:00 | ||
| Places To Get Their Email Addresses From | 00:02:00 | ||
| Email Writing Tips | 00:03:00 | ||
| AIDA Copywriting | 00:05:00 | ||
| A Sample Email Using AIDA | 00:05:00 | ||
| Activities Create Your Own Email Using AIDA | 00:01:00 | ||
| Making Friends - Friendliness And Personality Types | |||
| Making Friends | 00:03:00 | ||
| Ten Rules Of Friendliness | 00:06:00 | ||
| Ten Rules Of Friendliness Continued | 00:07:00 | ||
| Recommended Reading | 00:01:00 | ||
| Personality Types | 00:04:00 | ||
| Meet The Blues | 00:03:00 | ||
| Meet The Reds | 00:03:00 | ||
| Meet The Greens | 00:03:00 | ||
| Meet The Yellows | 00:02:00 | ||
| Advanced Profiling | 00:08:00 | ||
| Profiling Bob | 00:05:00 | ||
| Activities To Complete On Friendliness | 00:01:00 | ||
| Body Language - How To Read Your Prospect | |||
| Reading The Body | 00:04:00 | ||
| Social Spaces | 00:06:00 | ||
| Distance Can Change | 00:02:00 | ||
| Three Classes Of Body Language | 00:01:00 | ||
| Aggressive Body Language | 00:03:00 | ||
| Defensive Body Language | 00:03:00 | ||
| Friendly Body Language | 00:03:00 | ||
| Ten Body Language Patterns | 00:01:00 | ||
| The Crossing Pattern | 00:03:00 | ||
| The Expanding Pattern | 00:02:00 | ||
| The Defensive Moving Away Pattern | 00:02:00 | ||
| The Moving Towards Pattern | 00:03:00 | ||
| The Opening Pattern | 00:01:00 | ||
| Preening Pattern | 00:03:00 | ||
| Repeating Pattern | 00:02:00 | ||
| Shaping Pattern | 00:02:00 | ||
| Striking Patterns | 00:03:00 | ||
| The Touching Pattern | 00:05:00 | ||
| Ten Core Patterns Exercise | 00:01:00 | ||
| Personality Type Body Language | 00:03:00 | ||
| Micro Expressions | 00:01:00 | ||
| Seven Common Micro Expressions | 00:05:00 | ||
| Your Body Language The Importance Of Control | 00:03:00 | ||
| Tracking Their Body Language | 00:01:00 | ||
| What Are They Responding To The Three Factors | 00:03:00 | ||
| Moving Them Through The Sale | 00:01:00 | ||
| Body Language Flow | 00:05:00 | ||
| Dealing With More Than One Person | 00:01:00 | ||
| Activities To Complete Body Language | 00:01:00 | ||
| Listening Station - Questioning And Listening | |||
| The Art Of Questioning And Listening | 00:01:00 | ||
| How To Show You Are Listening | 00:02:00 | ||
| Product Based Sales | 00:02:00 | ||
| Needs Based Sales | 00:02:00 | ||
| Needs Analysis Funnel | 00:01:00 | ||
| The Needs Analysis Stages | 00:03:00 | ||
| The Two Types Of Questions | 00:01:00 | ||
| Open Questions | 00:04:00 | ||
| Closed Questions | 00:04:00 | ||
| The Quick Sale Mobile Example | 00:02:00 | ||
| The Quick Sale Training Session Example | 00:03:00 | ||
| The Quick Sale Exercise | 00:03:00 | ||
| The Three Simple Question Technique | 00:04:00 | ||
| The Echo Technique | 00:02:00 | ||
| The 5 Ws | 00:03:00 | ||
| Washing Machine Retail Sale Example | 00:03:00 | ||
| The Five Whys | 00:01:00 | ||
| The Five Whys – George | 00:01:00 | ||
| The Five Whys – Sally | 00:02:00 | ||
| The Five Whys – Terry | 00:02:00 | ||
| Why You Do Not Own A Yacht | 00:01:00 | ||
| Additional Tools | 00:01:00 | ||
| Needs Analysis Mind Map | 00:01:00 | ||
| Needs Analysis Sheet | 00:03:00 | ||
| Questioning And Listening Activities | 00:01:00 | ||
| Negotiation Station - How To Negotiate Successfully | |||
| The Negotiation Station | 00:02:00 | ||
| Core Principles Of Negotiation | 00:01:00 | ||
| Focusing On Them | 00:02:00 | ||
| Everyone Has To Win | 00:04:00 | ||
| Matching Values | 00:03:00 | ||
| The Path Of Least Resistance | 00:02:00 | ||
| Shifting The Weight | 00:06:00 | ||
| The Persuasion Secret | 00:01:00 | ||
| How To Persuade Someone | 00:01:00 | ||
| The Electric Car | 00:02:00 | ||
| The Fashionable Trainers | 00:02:00 | ||
| Competency Levels | 00:03:00 | ||
| Assessing Competency Levels | 00:04:00 | ||
| Features Benefits And Values | 00:02:00 | ||
| The Christmas Tree Negotiation | 00:04:00 | ||
| B2B Value Propositions | 00:03:00 | ||
| Deepening The Value | 00:02:00 | ||
| Over Decorating The Tree | 00:03:00 | ||
| The Big 12 | 00:01:00 | ||
| Authority | 00:04:00 | ||
| Social Proof | 00:03:00 | ||
| Group Identity | 00:02:00 | ||
| Deflecting Fault | 00:02:00 | ||
| Ask For Advice | 00:02:00 | ||
| Compliment Their Negotiations | 00:02:00 | ||
| Reciprocity | 00:02:00 | ||
| Scarcity | 00:02:00 | ||
| Off Set Values | 00:02:00 | ||
| Stepped Commitments | 00:02:00 | ||
| Fear And Hope | 00:02:00 | ||
| Ranked Priorities | 00:07:00 | ||
| Negotiating A Price | 00:01:00 | ||
| The Market Price | 00:02:00 | ||
| The Anchor Price | 00:02:00 | ||
| The Walk Away Price | 00:02:00 | ||
| The First Offer | 00:03:00 | ||
| The Counter Offer | 00:04:00 | ||
| Activities To Complete Negotiation Skills | 00:01:00 | ||
| Objection Handling - How To Handle Objections To The Sale | |||
| Handling Objections | 00:02:00 | ||
| The Golden Rule To Handling Objections | 00:01:00 | ||
| Why Objections Happen | 00:03:00 | ||
| Objection Tags – Tagging Objections | 00:01:00 | ||
| Objection Types | 00:03:00 | ||
| Objection Class | 00:04:00 | ||
| Objection Source | 00:02:00 | ||
| The Objection Clarification Process | 00:01:00 | ||
| The Onion Technique – Peeling Back The Objections | 00:01:00 | ||
| Testing The Objection Type | 00:03:00 | ||
| Classify The Objection | 00:01:00 | ||
| Test The Objection Source | 00:01:00 | ||
| Summarise The Objection | 00:01:00 | ||
| The Objection In Full | 00:01:00 | ||
| Acknowledge The Objection | 00:03:00 | ||
| Acknowledgement Examples | 00:01:00 | ||
| Emotional Objections | 00:04:00 | ||
| Feel Statements | 00:01:00 | ||
| Felt Statements | 00:01:00 | ||
| Found Statements | 00:01:00 | ||
| Feel Felt Found Example | 00:03:00 | ||
| Rational Objection Guidelines | 00:01:00 | ||
| Responding To Rational Objections | 00:01:00 | ||
| Sharing Data And Information | 00:01:00 | ||
| Data Sharing Techniques | 00:03:00 | ||
| Using The Right Techniques | 00:01:00 | ||
| Valid Objections | 00:02:00 | ||
| How To Handle Class Objections | 00:01:00 | ||
| Authority Objections | 00:03:00 | ||
| Types Of Relationship Objections | 00:01:00 | ||
| Existing Relationship Objections | 00:01:00 | ||
| Third Party Relationship Objections | 00:02:00 | ||
| No Relationship Objections | 00:02:00 | ||
| Knowledge Objections | 00:02:00 | ||
| Convenience Objections | 00:02:00 | ||
| Price Objections | 00:03:00 | ||
| Objection Handling Sheets | 00:02:00 | ||
| Removing The Objection | 00:03:00 | ||
| Dealing With Difficult People | 00:01:00 | ||
| Dealing With Difficult People – Use SMART | 00:01:00 | ||
| Grow Some Thick Skin | 00:03:00 | ||
| The Mountaintop Example | 00:02:00 | ||
| Finding Common Ground | 00:04:00 | ||
| Focus On The Issue | 00:02:00 | ||
| A Soft Answer | 00:02:00 | ||
| Stress Fractures | 00:02:00 | ||
| Be Their Only Friend | 00:02:00 | ||
| Types Of Character Traits | 00:01:00 | ||
| The Demander | 00:02:00 | ||
| The Detractor | 00:02:00 | ||
| The Dynamite | 00:02:00 | ||
| The Dumper | 00:02:00 | ||
| The Drainer | 00:02:00 | ||
| The Disappointer | 00:02:00 | ||
| The Dictator | 00:02:00 | ||
| Handling Objections Before The Meeting | 00:02:00 | ||
| Reducing Objections | 00:03:00 | ||
| Setting Up An FAQ Page | 00:02:00 | ||
| Objection Handling Activities To Complete | 00:01:00 | ||
| Closing The Sale | |||
| Destination Station Closing The Sale | 00:01:00 | ||
| Understanding Closes | 00:04:00 | ||
| Understanding Buying Signals | 00:06:00 | ||
| Closing Questions | 00:04:00 | ||
| Activities To Complete Closing The Sale | 00:01:00 | ||
| Selling Season Tickets | |||
| Season Tickets The Biggest Source Of Revenue | 00:01:00 | ||
| Understanding Season Tickets | 00:04:00 | ||
| First Class Passengers – After Sales Care | 00:05:00 | ||
| The Revolution – Practising The Principles | 00:01:00 | ||
| Thank You – Get In Touch | 00:01:00 | ||
Certificate of Achievement
Learners will get an certificate of achievement directly at their doorstep after successfully completing the course!
It should also be noted that international students must pay £10 for shipping cost.
CPD Accredited Certification
Upon successfully completing the course, you will be qualified for CPD Accredited Certificate. Certification is available –
- PDF Certificate £7.99
- Hard Copy Certificate £14.99
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