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Sales Skills
Introduction
What You Will Learn on This Course (0:59)
Who is Philip Hesketh? (0:25)
The Guaranteed Way to Improve Your Sales Technique
The Number One Universal Killer Question in Selling (3:01)
The Importance of Establishing the Clients Expectations (2:15)
How to Close the Sale Without Sounding like a Salesman (3:31)
Why People Buy and How to Get Them to Buy from Us
People Buy Emotionally and Justify Logically. What to Do About It (3:39)
Don’t Assume You Know the Buyer’s Priorities (5:18)
How to Unearth the Buyer’s Strategic Needs (2:50)
The Importance of Implications (3:44)
Why People Don’t Buy and How to Counteract Any Objection
Being Prepared for Objections (3:33)
The Most Common Objections and How to Handle Them (3:54)
How to Get People to Choose What You Want Them To (4:07)
What Buyers Say and What They Really Mean (2:39)
Holding a High Price
What Does Value For Money Really Mean? (2:47)
Five Proven Techniques to Save Money and Make Money (3:49)
The Words: ‘Typically’, ‘Realistically’, ‘Currently’, ‘Given’ and ‘Yet’ (2:15)
Justifying Your Price - the Power of One (4:26)
The Final ‘Killer Questions’ That Allow You to Negotiate More Successfully (3:38)
Win-Win and Increasing Average Order Value
The Real Meaning of ‘Win-Win’ (3:41)
The Rules for Discounting (3:26)
How to Hold a High Price (3:48)
How to Increase Average Order (3:27)
The Compromise Effect (3:29)
Sales Techniques You Need to Know
All You Need to Know About Time Management (2:49)
Recognising the Moment That Matters and the Role of ‘Enough’ (6:10)
What to Do When It Starts Going Wrong (5:07)
How to Understand Other People - Can You Clarify? (3:58)
How to Build Your Reputation and Getting Your Client to Feel Indebted to You (3:39)
Selling in the Long Term and Being Recommended (4:03)
BONUS SECTION! How to Be a Great Presenter and Wow Your Audience
How to Deliver a Great Presentation (2:37)
Why Powerpoint Doesn’t Work and What to Do with It (2:33)
How Memory Works (4:55)
How to Tell Your Own Stories Well so People Warm to You (3:11)
The Three Key Things About Presenting (2:55)
Conclusion
What We've Covered so Far (1:38)
Justifying Your Price - the Power of One
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