Welcome!
Sales 101 The Basics is developed from a sales curriculum delivered to, and put into practice by sales teams across the world. The course combines a blend of video instruction, interviews with industry experts to deep dive into specific topics, as well as exercises designed to put key learnings into practice.
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Six easy to navigate modules
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Presentations to sharpen your skills
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Videos to keep you motivated
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Exercises to develop your confidence
Instructor(s)
Partner Instructor
Larry Long, Jr.
Video
Course curriculum
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1
Introduction
- Welcome
- Course Goals
- Course Overview
- Accessibility Statement
- Definition of Sales
- Definition of Sales
- The Power of Mindset
- Skills and Attributes of Sales Professionals
- What is an EPIC Sales Professional?
- Do You Have What It Takes?
- Message from Donald Thompson
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2
Time Management
- Introduction to Module 1
- Time is the Most Precious Resources for Sales Success
- The Seven Top Drivers for Effective Time Management
- Routines
- Time Block Scheduling
- Sales Expert Chat: Owning & Maximizing Your Day
- Prioritization
- Sales Expert Chat: Distractions & Prioritization of Activities
- Eliminating Distractions
- Learn to Say ‘No’
- Truly Qualify Prospects
- Discipline
- Module 1 Self Assessment
- Time Management Wrap-Up
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3
Prospecting
- Introduction to Module 2
- The WHO of Prospecting
- Sales Expert Chat: Building an Effective Outreach Cadence
- The Ideal Customer Profile
- Sales Expert Chat: Prospect Personas
- Categorizing Your Prospects
- The WHAT of Prospecting
- Creating Your Value Proposition
- Sales Expert Chat: Why Sales Professionals Need Personal Value Propositions
- Creating Your Elevator Pitch
- The HOW of Prospecting
- The Work-Back Plan
- Customized Outreach with Purpose
- The Power of the 500 Pound Phone
- Creative Outreach Methods
- How to be a Go-Giver
- Leveraging Existing Relationships
- Module 2 Self Assessment
- Module 2 Exercises
- Prospecting Wrap-Up
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4
Discovery
- Introduction to Module 3
- What is Discovery?
- Two Major Components of Discovery
- Uncovering Needs
- Sales Expert Chat: Understanding Discovery
- The Art & Science of Identifying Needs
- Sales Expert Chat: Inquiry vs. Qualification
- Qualification
- Introduction to Active Listening
- Sales Expert Chat: Active listening
- Matchmaking
- Module 3 Self Assessment
- Module 3_Exercise
- Discovery Wrap-Up
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5
Demo
- Introduction to Module 4
- Advance Preparation with People Mapping
- Matchmaking Capabilities and Needs
- Highlighting Value
- Sales Expert Chat: Story Selling
- 3 Ps to a Flawless Virtual Web Demo
- Sales Expert Chat: How to Recover from a Bad Demo
- Demo Practice Tip
- Engaging in a Remote Environment
- Proactive Objection Handling
- Sales Expert Chat: Handling Objections
- Adding Value to Your Demo
- Securing Next Steps
- Module 4 Self Assessment
- Module 4 Exercises
- Demo Wrap-Up
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6
Pipeline Management
- Introduction to Module 5
- Tools to Manage Prospects and Customers
- Developing a Sales Process
- Sales Expert Chat: Why an Effective Pipeline Strategy is Critical to Your Sales Success
- Customer Journey Mapping
- Outcome Selling
- Pipeline & Deal Management
- Prospects vs. Suspects
- Driving Urgency Through The Sales Process
- The Say-Do Ratio
- Accurate Sales Forecasting
- Sales Expert Chat: Pipeline Management
- Module 5 Closing Message
- Module 5 Self Assessment
- Module 5 Exercises
- Pipeline Management Wrap-Up
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7
Closing
- Module 6 Introduction
- Closing Tips
- Closing Techniques
- Objections
- Everyone Wins Negotiations
- Next Level Questions
- Sales Expert Chat: Keys to Closing a Sale
- Trust and Relationships
- Sales Expert Chat: What it Means to be a Closer
- Closing Like a Pro
- Module 6 Self Assessment
- Module 6 Exercise
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8
Conclusion
- Sales 101 Wrap-Up