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Career Advancement Through Skill Development

The online selling skills courses are completely updated and can be purchased individually or in a cost-effective bundle.

These courses are uniquely designed to serve multiple industries where our customer sells solutions to their customers’ problems in highly competitive markets.

  • New clients select the "BUY Online button to preview and purchase the courses.
  • Current clients using a previously purchased group number for this site, select the Register button to register and the Student login button fro repeat visits.

Selling skills courses

Methodical Selling Skills - Bundle

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

Methodical Selling SkillsThis 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.

Courses in the bundle:

  1. Strategic Sales Plan: Why Sales Fail and How Wins are Won
  2. Profile and Qualify Sales Prospects
  3. Competitor Analysis
  4. Features, Advantages, and Benefits (FAB)
  5. FAB-TEA Value Selling Model
  6. Telephone Cold Calling with Voicemail Strategies
  7. Objection Free Selling: Prevent, Preempt, and Respond to Every Sales Objection You Get.

Each course includes downloadable job aids and other learning tools.

Click on this link or the logo to the right to preview and buy the course on Open Sesame ($90.00).

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Strategic Sales Plan

Strategic Sales Plan logo44 diagnostic sales process steps defined with action items listed to complete each one. This course helps you identify and learn "what" needs to be done. Next, take the other courses that will teach "how" to do the steps you need to learn.

In this course you will:

  1. Validate the steps you need to do for what you sell by identifying the consequences of not doing each of them. Cross off, add, or modify steps.
  2. Analyze a dozen losses, and a dozen wins to find the patterns of steps missed that caused your sales to fail and the patterns of steps that were done that caused your sales to be won.
  3. Learn the skills you need, to do the steps that are difficult for you.

eBook and paperback sold separately.

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

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Profile and Qualify Sales Prospects

Profile and Qualify Sales Prospects logoAn 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.

eBook sold separately.

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

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Competitor Analysis

CompetitorAnalysisLogoFocus 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.

eBook sold separately.

Click on this link or the logo to the right to preview and buy the course on Open Sesame ($15.00).

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Features - Advantages - Benefits

FAB LOGOTo 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.

eBook sold separately.

Click on this link or the logo to the right to preview and buy the course on Open Sesame ($15.00).

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FAB-TEA Value Selling Model

FAB-TEA LOGOThis easy to learn and use FAB / TEA Value Selling Model* for call centers 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.

* Includes a brief review of the the Features - Advantages - Benefits course.

FAB-TEA is the value selling model taught in the Objection Free Selling eBook and paperback

Click on this link or the logo to the right to preview and buy the course on Open Sesame ($15.00).

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Telephone Cold Calling with Voicemail Strategies

Telephone Cold Calling with Voicemail Strategies logoPREVENT 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.

eBook sold separately.

Click on this link or the logo to the right to preview and buy the course on Open Sesame ($15.00).

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

Objection Free SellingThe 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
    • PREEMPTING all objections
    • RESPONDING to all objections
    • 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

eBook and paperback sold separately.

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

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

Value Selling Strategies LogoThe VSS is specifically designed to prevent objections, minimize price pressure, and get the prospect to rule out the competition. It incorporates the "Objection Free Selling" process to prevent, preempt, and respond to objections.

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 of your most desired customers and identify six critical decision maker roles
  • R - Research: Conduct a competitor analysis to identify your Unique Selling Points (USP) in this sales opportunity and to discover how your USPs fill unmet customer needs
  • O - Orient: Engage the customer in areas where you're strong (USPs), the competitor is weak and the customer has needs
  • S - Symptoms: Find the pain and the gain (missing Advantages and Benefits of your USPs)
  • P - Problems: Define as the missing USP Feature that provides the Advantages and Benefits
  • E - Effects/consequences: Quantify the objective and subjective costs of not solving the problems to establish the bottom-line value of the solution to be greater than the value of the competitor's solution
  • C - Criteria: Include your USPs that solve the now recognized, substantiated, and quantified problems (unfilled needs) your competitor cannot.
  • T - Triggering events: List the steps that both you and the customer must do to complete the sale

Downloadable materials include job aids, learning aids, workbook, and worksheets.

eBooks sold separately.

Click on this link or the logo to the right to preview and buy the course on Open Sesame ($35.00).

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Reseller Strategy

Reseller Strategy logoThe 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.

eBooks sold separately.

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

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