Strategic Sales Plan - with Sales Process Diagnostic Checklist

If you sell solutions to your customers' problems in highly competitive markets, then this Strategic Sales Plan is for you.

The Strategic Sales Plan identifies and defines the 8 phases, 44 diagnostic sales process steps, and 201 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 your wins and losses using the diagnostic level steps in your sales process 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.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($45.00).

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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
  • 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.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($45.00).

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Essential basic selling skills that make logical sense and are used with diagnostic precision to consistently produce exceptional results.

This course bundle consists of eleven 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. Profile and Qualify Sales Prospects
2. Trust and Rapport Building
3. Competitor Analysis
4. Features, Advantages, and Benefits (FAB)
5. FAB-TEA Value Selling Model
6. Customer Value Proposition (CVP)

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 bundle on Open Sesame ($69.00).

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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.

Based on the Amazon Top 100 Bestselling eBook with the same title.

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

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Trust & Rapport Building

Customers will seek to do business with people and companies where they perceive a trusting relationship can be created.

No rapport, no trust, no business.

Gain experience with five different methods to establish trust and rapport.

This course is from our customer service training curriculum.

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

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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.

Competitor Analysis: Find Your Unique Selling Points, Know What Objections to Expect, and How to Neutralize Them

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

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Features - Advantages - Benefits

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.

Based on the Amazon Top 100 Bestselling eBook with the same title.

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

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FAB-TEA Value Selling Model

This 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 Amazon Top 100 Bestselling book, Objection Free Selling eBook and paperback.

Click on this link or the logo to the right to preview and buy this course on Open Sesame ($25.00).

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Customer Value Proposition (CVP)

Salespeople who sell solutions to their customers’ problems and do so in highly competitive markets need a type of proposal format that will highlight their unique capabilities and get the customer to rule out the competition.

This five-step sales presentation follows the psychological decision-making process, increases trust and rapport, and incorporates your Unique Selling Points either as a part of the buying specifications or as a part of how you meet these specifications. Provides the core information for the customer rule out the competition.

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

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Value Selling Advanced Skills Bundle

Do you sell solutions to your customers' problems and do so in highly competitive markets?

Is price pressure a constant pain?

Complete value selling skills training bundle includes:

1. Value Selling Strategies P.R.O.S.P.E.C.T. Model (VSS) which is specifically designed for those who sell solutions to their customers’ problems, and do so in intensely competitive markets. This model is easy to learn, remember, and use.
2. Negotiating Value (NV) is specifically designed for salespeople who negotiate value related issues from a lower power vantage point and do so in highly competitive markets.

Click on this link or the logo to the right to preview and buy this bundle on OpenSesame ($63.00)

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Value Selling Strategies P.R.O.S.P.E.C.T. Model - Advanced Value Selling process

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

The Value Selling Strategies P.R.O.S.P.E.C.T. Model is specifically designed for those who sell solutions to their customers’ problems, and do so in an intensely competitive market. This model is easy to learn, remember, and use.

With the Value Selling Strategies P.R.O.S.P.E.C.T Model you will learn to:

• Use a continually validated sales interaction model that is guided by the psychological buying process.
• Identify your unique selling points in each sales situation.
• Discover customer needs only you can fill.
• Focus the topics of conversation in areas where you’re strong, the competitor is weak, and the customer has needs.
• Quantify the actual costs of the problems to be greater than value of your solution to minimize price pressure.
• Move the pressure of time and priority from you to the prospect.
• Establish your Unique Selling Points as part of the solution selection criteria.
• Help the prospect rule-out the competition for you.
• Automatically rehearse the prospect to sell internally for you when you’re not around.
• Structure your sales interaction around six built-in major closing strategies.
• Block the competition between calls with a simple interim action plan that will advance the sales process.
• Use a specialized Customer Value Proposition to format your presentation.
• Learn how to submit multiple simultaneous bids using the Multi-Bid Summary Form when responding to RFIs, RFPs, and RFQs.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($45.00).

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Negotiating Value

This course is specifically designed for salespeople who negotiate value related issues from a lower power vantage point and do so in highly competitive markets.

While the knowledge, skills, and strategies discussed here can apply to many different types of negotiations, our focus will be on those used in Business to Business (B2B) sales situations.

Basic skills salespeople need to negotiate effectively in the B2B setting include knowing:

• Motivate to Negotiate
• Know Value to Negotiate Value
• Bring Power to the Party
• Open the Negotiation
• Transition to Different Points of View
• Defuse Anger
• Brainstorm Solutions
• Build Consensus Quickly
• Spotlight Unique Selling Points
• Negotiate the Trade-off
• Arriving Late to the Party (RFI, RFP, RFQ)
• Submit Multiple Bids on One Form

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($25.00).

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The Hunt: Prospecting for New Business

Combines the following courses into a cost savings bundle.

1. Profile and Qualify Sales Prospects
2. Trust and Rapport Building
3. Email Prospecting
4. Telephone Cold Calling with Voicemail Strategies
5. Networking for Sales
6. Asking for Referrals

Note that the first two courses are also included in the Basic Selling Skills Bundle above.

Select this link or the logo to the right to preview and buy the course bundle on OpenSesame.com ($89.00).

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Profile and Qualify Prospects

Based on the Amazon Top 100 Bestselling eBook with the same title (sold separately by bookstores and online retailers).

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 this course on OpenSesame.com ($15.00).

top

Trust & Rapport Building

Customers will seek to do business with people and companies where they perceive a trusting relationship can be created.

No rapport, no trust, no business.

Gain experience with five different methods to establish trust and rapport.

This course is from our customer service training curriculum.

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

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Email Prospecting

Based on the Amazon Top 100 Bestselling eBook with the same title (sold separately by bookstores and online retailers).

This course combines three highly effective email prospecting methods into one seamless and powerful system that consistently gets results.

1. Passive Email Contact Series
2. Interest Email Contact Series
3. Keep in Touch Contact Series

With this system you will:

Select the right decision-makers to contact

Recognize the 10 critical Buyer Beliefs to establish with your contact methods, that when missing, cause objections

Learn the structures, timing, and sequences for the Passive Email Series, the Interest Email Series, and the Keep in Touch Email Series

Use the email prospecting system to build relationships with difficult to reach decision-makers.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($25.00).

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Telephone Cold Calling with Voicemail Strategies

Based on the Amazon Top 100 Bestselling eBook with the same title (sold separately by bookstores and online retailers).

Learn to PREVENT initial contact objections such as, "not interested," "just send me your literature,"and "already have someone" with a unique script structure, as well as, 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.

Click on this link or the logo to the right to preview and buy this course on Open Sesame ($25.00).

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Networking for Sales

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

The purpose of this course is to help you improve your networking skills so that you have better access to both decision makers and referrals, have a platform to demonstrate your competency, and to improve your professional knowledge.

Increase number and quality of pre-qualified prospects to increase the probability of generating sales. Learn to develop and use a powerful "elevator speech" during your networking efforts. Select the right committees in the right organizations to leverage your networking efforts.

This course is also a part of the The Hunt: Prospecting for New Business bundle. 

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

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Asking for Referrals

Based on the Amazon Top 100 Bestselling eBook with the same title (sold separately by bookstores and online retailers).

The purpose of this course is to learn about the process of asking for referrals. When done right, the advantages of referred leads are:

• Significantly easier to contact and get in to see
• Take 30% fewer contacts to close a sale
• 60% to 80% more likely to buy
• Buy on average 23% more
• Four times more likely to give additional referrals
  

After completing this course, you will be able to:

• Ask a referred customer for referrals
• Ask a non-referred customer for referrals
• Write a brief thank you letter to customers that have given you referrals

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

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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.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($25.00).

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The course is based on the Amazon Top 100 Best Selling book, Peer-to-Peer Sales Coaching (sold separately by bookstores and online retailers)

This is the one strategy that will dramatically improve sales results, sales projections, and team spirit in less than 90 days.

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

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Sales managers are evaluated on their ability to obtain results through the "efforts" of others.

What are these efforts? For selling, the efforts are skilled activities, processes, applied knowledge, strategies and tactics that must be used at some level of proficiency in order to carry out the steps in the sales process.

When the efforts aren’t getting the results either from not doing them right or not living up to full potential, it’s time to coach.

This course provides the tools along with the knowledge, skills, and strategies to know what to coach, when to coach, and how to coach.

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