Learn about the differences between relationship selling and traditional selling methods. You will also learn how nature vs nurture plays into being a great salesperson and a simple acronym that helps you remember the attributes of Relationship Salespeople.
Why People Buy
In this lesson you will learn about Consumer Behavior to help you succeed in sales. Furthermore, you will learn the steps consumers go through when making a purchase in addition to their motivations and hot buttons. This will influence your approach to helping customers make purchasing decisions.
Improving Your Game
Chapter 3 teaches you several great ways to easily improve your success in sales or any other business environment. See how using authenticity, passion, motivation and knowledge can help you improve your game.
In this lesson you will learn the need for prospecting and ways you can find the best prospects. You will also learn about the four types of prospects and why all prospects are not the same.
Approaching prospects properly is essential so you will learn what to say to prospects, why first impressions matter and how to make a great first impression. You will also learn how to practice the 5 P’s and how to deal with gatekeepers.
Chapter 6 teaches you how to handle appointments starting with creating a great first impression by using the right greetings and handshakes. You will also learn what to say during the appointment and how to handle the situation if you are not the right solution for the client.