From 'Change to Who?' to 'Commit to Change'
What does it really take for a buyer to choose you over the competition — or to choose you over doing nothing at all? This program includes six courses that develop key skills that will move B2B buyers to action, from how to use stories to impact buyer thinking to how to refocus your conversations when selling to senior management (they are not the same as middle managers). You’ll also learn how to spin an objection into an opportunity and deal effectively with procurement, along with other skills you may not have even known you need.
Keywords: sales, selling, commitment, closing, storytelling, objection, objection handling, Difficult Conversations, procurement, senior management, C-suite, executives, conflict, assertive behavior
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From 'Change to Who?' to 'Commit to Change'
Storytelling 1 - The Power of Storytelling and Its Benefits in Sales
Shows four powerful research-driven reasons for using stories during sales conversations.
Storytelling 2 - When to Tell Stories
Describes five specific objectives stories can help salespeople achieve
Storytelling 3 - The Structure of Stories That Sell
Introduces a five-point story structure salespeople can use to craft stories that will make an impression on their customers.
Storytelling 4 - Making Your Story Engaging
Reveals the secrets of creating a compelling story.
Storytelling 5 - How to Present Stories Effectively
Shows through examples how to tell a story most effectively and what not to do.
Storytelling 6 - Building a Portfolio of Sales Stories
Provides recommendations for developing a library of sales stories, including a template for creating stories.
Behaving Assertively 1 - Rights and Responsibilities
Defines assertive behavior, compares it to other behaviors, and points out why it is both a right and responsibility to behave this way
Behaving Assertively 2 - Techniques and Tips
Explores several skills salespeople can use to behave assertively when under stress or experiencing
Behaving Assertively 3 - Strategies and Benefits
Provides additional strategies for remaining cool, calm and assertive in demanding situations
Behaving Assertively 4 - Pushy
Explains the difference between being assertive and being pushy, and how to cultivate assertiveness over pushiness
Handling Objections 1 - About Handling Objections
The basics of objections: how to differentiate them from questions and buying signals, the role of preparation, and the benefits of handling objections well
Handling Objections 2 - How to Handle Objections
An introduction to a five-stage method for resolving a Customer's objections and concerns
Handling Objections 3 - Recognizing and Dealing with Types of Objections Part 1
Introduces six types of addresses, and thoroughly explores how to recognize and handle three of these types: Timing, Need, and Competitor.
Handling Objections 4 - Recognizing and Dealing With Types of Objection Part 2
A thorough exploration of how to recognize and handle three more types of objections: Price, Authority, and Risk.
Handling Objections 5 - Building Your Experience
Steps to take to become proficient at recognizing and handling objections, including what not to do, and when to walk away
Having Difficult Conversations With Your Customers 1 - Get Started
Why handling issues well matters
Having Difficult Conversations With Your Customers 2 - Know Who You Are Talking To
Shows how to tailor the conversation to the Customer's personality style
Having Difficult Conversations With Your Customers 3 - The Conversation
A case study that reveals how to best conduct the actual conversation
Having Difficult Conversations With Your Customers 4 - Wrapping Up the Conversation
How to use conflict resolution techniques to achieve a satisfactory outcome for all
Selling to Senior Management 1 - Navigating the Hierarchy
Reveals what's different about the way those at the executive level think and plan compared to other organization levels and how to gain an introduction to senior management
Selling to Senior Management 2 - Preparing For a Meeting
Explores how to adjust your preparation to be most effective when meeting with senior management
Selling to Senior Management 3 - At the Meeting
Shows what to do— and not to do — to gain the best results from a meeting with senior management
Dealing with Procurement 1 - What is Procurement?
In this module, you will learn what procurement is, how the function operates, and what they do in the customer's buying process.
Dealing with Procurement 2 - What Drives Procurement?
Understand procurement key drivers, how they differ from other stakeholders, how to research and how to win over procurement
Dealing with Procurement 3 - Positioning With Procurement
Learn how to understand how Procurement perceives you as a supplier, understand how important you are to your customer's business, and how that affects procurement behaviour towards you and how to respond
Dealing with Procurement 4 - Succeeding With Procurement
Understand how to see a sales engagement from the perspective of procurement, build a mutually beneficial relationship with them, prepare for meetings with them, demonstrate added value and get them on your side.
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