What You Will Learn!
- Redefining your current perception of salespeople
- Conducting discovery
- Becoming a trusted advisor
- Building Rapport
- Asking thoughtful questions
- Listening
- Empathizing
- Demonstrating expertise
- Honesty
- Storytelling
- Earning the right to the next step
Description
Our idea of sales people may stem from our tribal knowledge around seeing folks sell hardware, automotives, and large appliances in consumer based scenarios. We're going to flip what you know about sales people on it's head so that we have the best chance at helping our team close deals in the future.
This course is designed to be the first step in learning what it takes to become a trusted advisor to your prospective clients. It is the foundation to all things tech sales and will amplify your relationship building skills for modules to come. One of the most important parts of sales and one of the most critical skills is the intangible skill of EQ. This course will set out to teach you some of the skills that you'll need while on calls, communicating with prospects, or just talking out in casual conversation. You will start to learn to sell without even knowing that you're doing it with some of the materials in the course combined with the assignments.
During this course we will cover the below topics:
Definitions
Your current perception of salespeople
Learning the difference between a traditional salesperson versus a modern day SaaS sales person
Discovery
Understanding the basic marketing and revenue generating sales funnel with pipeline stages
What is discovery and why is it important?
Becoming a trusted advisor
Building Rapport
Thoughtful Question Asking
Listening
Empathize
Demonstrate Expertise
Honesty
Storytelling
Earn the right to a next step - trusted advisor
Once you have completed these different lectures, you should be able to apply these tactics to every day life. There are four different activities and a downloadable notes sheet that will help you in your journey when conversing with potential buyers.
Side note: before I got started in sales, I looked at sales from a very distant lens and thought it was just pushing products and features at people in order to get them to purchase. But with the modern way of selling, sales people are less focused on feature selling but rather becoming that trusted advisor that you can rely on for a lifetime. There are countless sales representatives that have such a good relationship with their past and present customers that the conversation becomes easy when asking, "would you be interested in purchasing this software for your new company," if either you or them decide to leave.
Who Should Attend!
- This course is for anyone who is looking to change roles to a lucrative industry like tech. This is for people who may have considered getting into tech or sales but are looking for a direction on how to navigate the industry. This course helps you to reframe ideas about salespeople and start to learn some of the critical skills, provides you with an introduction to discovery/question asking and what it takes to become a trusted advisor. This is for beginners or folks that are curious about the rest of my modules.
