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Sales & Negotiation Skills

Sales & Negotiation Skills

Business

3 students

(9 Rating)

About This Course

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

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

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12 hours, 28 minutes

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Sales & Negotiation Skills

About This Course