List of modules

• THE PRESENT AND FUTURE OF YOUR SALES EFFORTS
• MASTERING THE NECESSARY SALES PSYCHOLOGY FOR YOU AS A SELLER
• MASTERING THE NECESSARY PSYCHOLOGY OF BUYERS
• REACHING SALES EXCELLENCE FOR LONG-TERM SUCCESS
• EFFECTIVE SALES EMAILS, CALLS, PITCHES, AND NETWORKING EVENTS
• MODERN SALES APPROACHES

The content of each module

I. THE PRESENT AND FUTURE OF YOUR SALES EFFORTS

If you want to build or improve your sales efforts, it’s best to start with an analysis of the current situation. The biggest problems and obstacles in sales processes are negative attitudes, biases, or limiting beliefs about selling. This is why many people shy away from it or even hate it. They also often do not realize the connection between sales and marketing and how all of this together brings more new customers.

It is crucial to develop the right attitude and mindset, otherwise, all efforts could be in vain. Often limiting beliefs, self-doubt, perfectionism and the like prevent us from succeeding in other areas of business and life, not just sales.

II. MASTERING THE NECESSARY SALES PSYCHOLOGY FOR YOU AS A SELLER

Sales is about communication, but it’s also about psychology. Some salespeople have the natural talent for efficient selling, but on the other hand, many are not very good at presenting their services and convincing people. This may have cost them a lot of money. Or it may have helped their competitor be more successful.

It’s important to know how to influence and persuade people. Not only in sales, but also in management, leadership and raising children. In addition, we need to present our services in a memorable way so that they stick in the minds of our potential customers.

III. MASTERING THE NECESSARY PSYCHOLOGY OF BUYERS

Knowing yourself and having the right attitude is absolutely essential in sales, but knowing how our customers think is also a must. Many people do poorly in sales because they do not know what’s going on in the customer’s mind when they make a buying decision. After all, no one likes to be sold to, but many people like to buy. There are many ways people approach the buying process.

It is important to know what people need or want, what they desire or dream about, what they are afraid of or shy away from. Knowing the psychology of buyers is critical to success in sales. This knowledge is also very useful in leadership and management.

IV. REACHING SALES EXCELLENCE FOR LONG-TERM SUCCESS

Sales excellence is defined as consistently meeting and exceeding growth targets. It is a measure of the performance of individual salespeople and of a company’s success in closing deals. Easier said than done.

Sales excellence consists of three phases: engage, discover and commit. In business, being well prepared for anything is critical, and in sales, even more so. Good preparation leads to deals and long-term engagement. And a good emotional state is something every salesperson should have control over.

V. EFFECTIVE SALES EMAILS, CALLS, PITCHES, AND NETWORKING EVENTS

None of the knowledge from the previous modules makes sense unless we apply it to a specific sales situation. There are myriads of channels and methods for effective selling, and you need to master those where selling your services is most efficient. Some think sales emails and sales calls are dead, but they are so alive.

Knowledge is only power only if applied. And sales knowledge needs to be applied all the time, everywhere, because you never know where opportunities will present themselves. You have to be ready when they appear. Some would call it luck, but we believe in the interplay of preparedness, knowledge and chance.

VI. MODERN SALES APPROACHES

Society, technology, economy, laws and people change every day. You need to stay up to date on many things to be successful in your business. Approaching potential clients for services is nothing like the way you did it five years ago. Keeping up with modern developments takes time and energy, but there has never been so much help in this regard. Leveraging existing leads and customers is a good way to go.

Modern times have turned sales processes upside down. Fortunately, you can start with existing leads and customers. Modern buyers are often better informed about services than salespeople because they can easily compare reviews and prices. A modern seller is just a guide.