Course and Module Content
Salient Sales Online Courses
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Module 1 - Introductions and Marketing for Sales
Introductions
to Salient & the course
50 Shades of Selling
what shade are you?
The Marketing Message
make a 'wow message'
The Performance Profile
How to be 'Super Sales'
Marketing Essentials Pt 1
the magic in the mix
Marketing Essentials Pt. 2
Packaging, tools & the power of the internet
Module 2 - Planning for Sales
A Planning Structure
the planning pyramid & the Salient Check List
KPIs & Other Metrics
to measure & manage the value of contingencies
The Sales Funnel
a powerful sales tool & the key to growth
Key requirements of planning
key questions & key actions
Module 3 - Prospecting and Targeting
GDPR & PECR
the essential facts
Finding New Customers
finding your 'ideals' and making the best list
List Analysis
changing from long/cool to a short/hot list!
Targeting
DMs, influencers & webs and 'Contact Warming System'
Module 4 - Contacting
Selling yourself
who are you? how could you improve? make yourself attractive!
Contact Preparation
develop 'hot contacts!', objectives & follow-ups. What do you say?!
List Analysis
changing from long/cool to a short/hot list!
Module 5 - Pitching and Presenting
Differences & Commonalities
when to pitch & when to present
The Pitch
a simple structure – exceeding expectations
Presentations
preparation & structure – Q&A & the interim close – the call to action
Module 6 - Negotiating
Introduction and Persuasion
objectives, limits & timescales; key prep
Questions & Answers
3 approaches & the essential follow-up
Key Techniques 1
'consensual negotiation' & dealing with objections
Key Techniques 2
silence!; competition; adding value; steer to close
Module 7 - Securing (Closing)
Preparing to Close
Negotiation & closing – the winning team! Pre-deal checks
Different ways to secure the dea
Classic closing techniques – the power of the interim
The 'Ultimate Close'
Checklist & structure – 3 stress-free questions! Converting a 'no' to a 'yes'
Module 8 - Customer Management & Development
Customer Care & Service
opportunities, ladders, retention is key
Communication Management
ground rules, options, expectations & follow-up
The 'Extra Mile'
building loyalty, supporters & advocates
Key definitions
good supplier; good customer; good base
Tools for Development & Growth
the power of the Matrix – how to target key clients
Module 9 - Technical Sales Addon
The extra skills needed to sell successfully in Technical Markets.
A brief revisit of each module in the sales process, showing where and how these extra skills are applied.
How to use these skills and techniques to persuade and influence key personnel from both technical & commercial departments.
This is an Addon and cannot be purchased separately.