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Sales Skills: Maximising Sales In A Bad Economy
Introduction
Introduction (2:42)
Insight vs Information (2:35)
What Are The Behaviours Needed For Success
The History Of Sales Methodologies (5:43)
Understanding The 5 Different Selling Profiles (7:37)
Appreciate Why Old Truths About Relationships And Consultative Sales Are No Longer Relevant (4:43)
What Are The Qualities Of The Inspiring Challenger? (2:42)
The 3 Rules Of The Inspiring Challenger Sale (4:25)
Inspiring Customers To Learn
Inspiring Customers To Learn & The PEST Analysis (4:25)
Porters 5 Market Forces (4:03)
Building Your Expertise (5:03)
Optimal Tailoring (2:51)
The Inspiring Challenger Pitch Overview (3:43)
The Warmer: Introducing The Insight (3:16)
The Reframe & Rational Drowning (3:16)
Emotional Impact & A New Way (8:51)
Customer Decision Making
Maximise Your Customer Decision Making Network (5:52)
Understanding The Decision Making Process & Who Is Influencing The Process (4:36)
Methods Of Customer Mapping (5:29)
Creating A Joined Up Approach (2:30)
Taking Control
Taking Control Of Your Sales Pipeline (7:15)
The Assertiveness Continuum (3:43)
Using The Agreement Staircase (4:56)
How To Get Anything You Want In Life (2:58)
Conclusion
Final Summary (1:37)
Understanding The Decision Making Process & Who Is Influencing The Process
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