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Free Sales Training Lesson

Brian May 15, 2019

Welcome to this Free Sales Training Video. In this quick sample free sales training lesson video from The Digital Sales Institute Sales Skills 101 online training program.

Sales Training Video 1 – What is Selling Definition


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As a salesperson, you know that selling is an exchange of one product or service for something else in return (usually money). The key is streamlining this sales process so that your efforts result in higher sales numbers and higher returns on your time investment.

Sales Tip 1.  The core of selling can be concentrated into 2 Pillars- Conversations and Commitments.

Real, and genuine Sales Conversations are core, if you are to build interest, rapport, and trust, with customers. Sales Conversations that explore needs, issues, challenges, and understanding of the customers current position. Conversations to qualify willingness to change, undertake actions together, and they have the authority to act. Then, you have To gain commitments from the customer, to create future value together. Without a series of commitments, there is little chance of a sale being completed.

Sales Tip 2. Always monitor your ROSE – Return On Sales Effort

When we talk about “what is selling definition”, it is important to understand the psychology of selling. We don’t sell products or solutions. We sell stories, ideas, commitments, results, satisfaction, relief, trust, confidence, assurance etc Practically every business activity can be viewed as a process.  Selling is no different and a clearly defined sales process uses:
Information
Conversations
Product Offerings
Sales Tools and Assets
Buyer Commitments

So, in selling, a customer-focused solution should be the end result of your efforts in the process. Your role as the salesperson is to be really effective, so your sales activity facilitates the decision making for the customer.  To do this, you must be able to.
1. Open meaningful conversations with a customer.
2. Understand the business issues of the customer.
3. Help customers to understand these issues.
4. Build an effective solution.
5. Link the proposed solution to the issues.
6. Paint a picture of what the future looks like.
7. Gain commitments along the way to keep the sale moving forward.

Now, Let’s explore the basic rules of selling.

    1. Customers do not buy products; they buy benefits (outcomes/results).
    2. Selling involves getting buyers to change, and act on that change.
    3. To get buyers to make commitments and then be committed to act.
    4. In order to sell better, we must understand “Buyer Motivations”.
    5. Selling is about getting customers to take action.

Sales Training Video 2 – The Sales Strategy

A free sales training lesson on how to create a compelling sales strategy.

“Teach your customers something new and compelling, and then provide reasons for them to act”

Sales Training Video 3 – The Buyer Why’s

The future of selling is to be insight driven and to be built on a solid foundation of DAPECS. This provides you with a better understanding of customers, trends, and principles to manage all aspects of the sales engine — both the digital-age sales team and the digital-age buyer/customer.

D = DATA

A = ANALYSIS

P = PERSONALIZATION/PRODUCT-TO-MARKET FIT

E = EXTEND/EXPERIENCES

C = CONTENT/CONVERSATIONS

S = STRATEGY/SKILLS/SELLING SPEED

Free sales training lesson, materials and sales training videos from The Digital Sales Institute. We constantly post a range of Free sales training resources for  salespeople, business owners, and entrepreneurs to take their sales skills and understanding of the sales process to the next level. In today’s digitally influenced selling environment, salespeople must fine tune and constantly refresh their sales prospecting, presentation, value propositions, closing techniques etc in order to close more deals. Investing in online sales training programs is one way to boost sales results.

 

FREE SOCIAL SELLING VIDEO                                    FREE SALES PROSPECTING VIDEO          

For more free sales training lessons see our Free Sales Training Video blog or visit our showcase on Sales Training at Vimeo

Free Sales Training Lesson on Skills

The major challenges in selling today

    1. Buyer Habits – How do we re-evaluate our products, services and sales processes to meet changing buyer habits. How do we make buying easier?
    2. Disruption – combating new entrants, alternative business models, pricing pressure and the change in the buying process (longer decision cycles)
    3. Buyer self-education – The acceleration of commoditization and substitution due to buyer education and awareness.
    4. More complex products and services to meet clients’ demands
    5. Greater market transparency and growing customer procurement capabilities
    6. Shifting control of the buying process toward customers. Buyers using the internet and social media to research solutions etc (buyers’ journey)

 

 

Up and Over and Yes

The truth is that knowing how to sell doesn’t improve our ability to sell. Rather, successful selling is largely driven by deep emotions. our beliefs, our values, our awareness of our own capabilities, and our feelings of self-worth. This is a simple method to measure your progress (and credibility) in your sales activity.

UP. Up is measured in effort, the effort you put into each sale step.

OVER. Over is measured in “Yes’s” how quickly they move through the buyers journey (from step to step)

Every sales opportunity recognizes the effort it takes to get to a “YES”. However, no matter how hard you work; if you can’t get to “YES” you are only going up. You’re working hard, but getting no closer to the deal – which means you have still to: Met their need, prove that you understand their business, build intrigue, captured their attention, demonstrate value, established confidence, proved it works, proved it is better, that your solution can address  their pain.

Yes points are like mini-sales in the sales process.

Knowing what you’re selling (where in the sales process) IN the moment is critical. Is the YES a YES to an appointment? Is the YES a YES to a phone call? Is it a YES to an introduction to the CFO? You have to know what you are selling IN the moment, because it is these “Over” events that go towards closing a deal. Nearly every sales opportunity requires multiple sales “YES” to get to the end.

YES’s only come when the customer or prospect is participating in the sale: when they are working with you

      1. Respect the fact a sales cycle is NOT linear.
      2. Manage the selling effort to align with the each YES.
      3. Know the customer’s buying process.
      4. Align your sales process accordingly.
      5. Without a “YES” you are going UP not OVER so no closer to the close.
      6. The customer or prospect has to work too.
      7. Always have an “ask” for the prospect.
      8. Active buyers, buy, passive buyers do not!

 

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Free sales training lesson on “The Psychology of Selling”

Believe it or not, salespeople also need to learn how to sell, maybe that is why you are watching this free sales training lesson. Modern selling requires everyone to learn how to communicate, have relevant conversations, sell themselves effectively and ethically. Which brings is on to the sales process. A sales process is a set of repeatable steps that a salesperson takes to take a prospective buyer from the early stage of awareness to a closed sale. Simply put, it is a prospects or customer’s journey from realizing they have a need for a product to making an actual purchase. And since the sales process is a journey for a customer, it is a road-map for a salesperson.

Typically, a sales process consists of 5-8 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up. Sales is a process and the following are components must be managed:

A. Communication skills in terms of discovery questioning and active listening are vital.

B. Making sure that all  sales conversations contribute to building commitments and Yes points..

C. Manage the sales process through all the steps.

D. Build a credible and compelling solution for the customer.

E. Link the benefits of the solution with the exact needs of the customer.

F. Handle objections professionally using logic and proof.

G. Watch out for and recognize influencers, users and decision makers.

H. Pay attention to buyer roadblocks, commitments and actions.

I. Frame the closing of the sale appropriately to the buying group.

J. Use the closing technique that suits the situation.

K. Asking for the business.

Free Sales Training Lesson – The Sales Process

The modern sales process and the steps in selling is focused on how buyers’ behaviors are changing with the rise of digital engagement and purchasing, and the impact this is having on sales roles across both B2B (business to business) and B2C (business to consumer) channels. These changes require many of us to step up and really bring to the fore our very best-selling skills in conversations, getting commitments, showing empathy, displaying kindness, ideas generation, problem solving, creativity and delivering real value. When it comes to the steps in selling for meaningful interaction and conversations, whether it be B2C or B2B sales, buyers are expecting a much more sophisticated experience from salespeople.

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The B2B Buying and Selling  Puzzle in the Sales Process.

      • Buyer profiles have never been easier to identify but harder to engage and sell to
      • They value of genuine relationships as being critical to the buyer/seller relationship
      • The average B2B transaction is getting smaller but is taking longer to sell
      • In a competitive world, 82% of sellers still fail to differentiate themselves

Buyers want to deal with Subject Matter Experts, not just vanilla salespeople. So salespeople need to train themselves to become subject experts, as to help buyers move forward toward their goal and make a purchasing decision.

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