Professional Sales Training – Compelling Conversations
$199.99
What you’ll learn
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Apply practical techniques from the course and start seeing significant results in your sales efforts.
In order to create messages (for business-to-business sales) that compel the prospect to take action, you need to first understand the compelling business priorities for your prospects, and then align your messages and conversations to those priorities.
Performance Metrics and Key Performance Indicators or KPIs can be a great way to learn about your prospects business priorities, the issues they really care about, and the targets that keep them awake at night.
In the first part of the course, you will learn the two main categories of Metrics and KPIs, used within most organisations, and a few quick and easy ways to learn the ones that will be relevant to your target prospects. Then, you will learn a simple three step exercise that can help to identify the specific metrics and KPIs that can be connected to the value of your solutions.
Once these metrics and KPIs are identified, you will have one of the two components needed for a compelling sales message. For the second component, you will need some information from your existing customers. So, you will learn a very specific conversation framework, to capture that second component.
In the final part of course, you will learn how to package all of the newly discovered information and use it effectively at every stage of the sales process:
- How to use this information during prospecting… in a way that it leaves the prospect wanting to find out more.
- Then, at the initial meeting, how to use this information to systematically quantify the impact of the prospects current situation.
- When it comes to presentations, how to use this information tactfully in order to lower the prospects reluctance to change.
- And finally, how this information can be used to create a strong and credible business case that makes your solution… a ‘no-brainer’.
In short… by the end of this course, you will have learnt… how top sales professionals are able to open more doors and close more sales.
So… let’s get started!
Who this course is for:
- Business to Business Sales Professionals
- Business Development Executives
- Account Executives | Account Managers
- Sales Managers | Sales Directors | VP of Sales
- Pre-Sales Consultants
- Marketing Professionals
- Entrepreneurs | Solopreneurs
Dimitri Manuli –
Very clear and structured course! Mr Ali walks you through many important aspects of a sales conversation, giving relevant examples along the way, as well as explaining why many conventional ways of selling are not so effective anymore. Every lecture works towards answering an aspect or step in the sales process. The lecturer has a clear voice, good pace and provides relevant info with great supportive video material. As someone who just started his sales career this course was well worth my time!
Josephine Dzigbodi Gohoho Makatta –
This course clearly teaches what works when it comes to professional selling and the course has boosted my confidence to start a new career in sales/business development.
The instructor explains with clarity and with an engaging tone that keeps the listener interested and alert throughout the course.
The production quality of this course is also good.
I would recommend this course to anyone with a desire to succeed in sales.
Parijat Sahai –
Great course, actionable insights and framework. It’d be good if the author could point to some of his favorite sources to get metrics besides just googling them. Perhaps add a “resources” activity to the course.
Nelisiwe Gumede –
I am enjoying the course as it covers how KPI’s differ per industry and how they are set up.
I also like the suggestions made to find out how the revenue per employee is calculated.
Sipho Madonsela –
Well structured presentation with valuable information and tips. It also brings to the fore the importance of researching a prospect before the actual physical meeting.
Anonymized User –
I don’t understand half of the stuff that is being said on here. Maybe I’m just dumb, but most of the terminology being used in this course is not anything I’m familiar with. Maybe if they had this course for dummies, that would work better for me.
Marhani Abdul Hamid –
Very detailed process and framework to craft a compelling conversations.
Awesome !
Sandra Ulloa –
Great ending
Wolfgang Baumgartner –
To focus on customer KPIs is very important to highlight the features of the product that are of interest for the customer. Well explained.
Anonymized User –
Everyting is explained very well. It should be better to get trained in the own language. In case of my team the Dutch language.