Sales Skills 

 

Features - Advantages - Benefits FAB

The pursuasive language of selling

The course is based on the Amazon Top 100 Best Selling book, Features, Advantages, and Benefits (sold separately by bookstores and online retailers)

To be functionally useful in the sales process your product, service, and company knowledge, especially your Unique Selling Points, must be converted into the persuasive language of sales: Features, Advantages, and Benefits (FAB) and written in a way so they clearly can meet the customers' functions, business, and human needs.

Click on this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

Value Selling Strategies P.R.O.S.P.E.C.T. Model©
The E=mc2 of Consultative Value Selling Models

The course is based on the Amazon Top 100 Best Selling book, Value Selling Strategies (sold separately by bookstores and online retailers)

In this value selling process, the actual selling is done during a strategically designed interview structured around major closing strategies.

This course includes the following learning modules:

P - Profile: Match key characteristics

R - Research: How they make their money

O - Orient: Engage the customer

S - Symptoms: Find the pain and the gain

P - Problems: Define as only you can solve

E - Effects/consequences: Calculate the cost of not solving the problems

C - Criteria: Include your Unique Selling Points that solve the problems

T - Triggering events: List the steps to complete the sale

Click on this link or the logo to the right to preview and buy the course on OpenSesame.com ($35.00).

 

Objection Free Selling

How to Prevent, Preempt, and Respond to Every Sales Objection You Get

The course is based on the Amazon Top 100 Best Selling book, Objection Free Selling (sold separately by bookstores and online retailers).

- Know which objections you will get based who and what you’re competing against
- Learn the skills common to PREVENTING all objections
- Learn the skills common to PREEMPTING all objections
- Learn the skills common to RESPONDING to all objections
- Learn the skills common to NEGOTIATING TRADEOFFS for all unanswerable objections
Learn the specific strategies for each of the categories of objections

Get the opportunity to develop objection prevent, preempt, and response strategies for the objections you get

Click on this link (this link will change to this alternative link) or the logo on the right to preview and purchase the book from Amazon.com.
 

All of our online learning courses are now hosted by OpenSesame.com where you can preview and buy individual courses or create your own bundle.

OpenSesame.com also provides secure e-commerce and a learning management system to help you track progress.

Currently available courses (see below for descriptions, pricing, and links to courses):

1. Strategic Sales Plan: Why Sales Fail and How Wins are Won

2. Objection Free Selling: How to Prevent, Preempt, and Respond to Every Sales Objection You Get

3. Value Selling Strategies P.R.O.S.P.E.C.T. Model© - The E=MC2 of Consultative Value Selling

4Features - Advantages - Benefits (FAB) - The pursuasive language of selling

5. FAB-TEA Value Selling Model - Powerful and easy to learn and use

6. Competitor Analysis - The cornerstone of competitive selling

7. Telephone Cold Calling with Voice Mail Strategies - Prevent initial contact objections (Not interested, Already have someone, etc.)

8. Reseller Strategy - Select and manage for top production

 

Strategic Sales Plan (SSP)

The Strategic Sales Plan is designed to help you identify the steps in your sales process that must be done to win business to business sales.

We analyzed thousands of sales, across industries, to discover why sales failed and how they were won. This research led to a comprehensive diagnostic sales process consisting of 44 essential steps in the consultative value selling process.

Get started by validating each step for what you sell by identifying the consequences of not doing it and then reviewing your sales to find your patterns for both losses and wins.

In this course you will:

1. Understand the purpose of each step in the sales process
2. Validate each step for what you sell
3. Create your own list of steps that must be done to win sales

Click on this link or the logo to the right to preview and buy the OpenSesame.com ($15.00).

 

FAB-TEA Value Selling Model

This easy to learn and use FAB / TEA Value Selling Model has two parts.

The first part educates the prospective customer about your Unique Selling Point’s Feature (capability) and how it will meet their functional needs.

The second part guides them to identify and tell you about the Benefits they want that only you can provide to meet their business and human needs.

This course includes a short review of the Features, Advantages, and Benefits course.

Click on this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

Competitor Analysis

Focus your sales conversation in areas where you are strong, the competitor is weak and the customer has needs.

The competitor analysis structure allows you to quickly identify areas where the current suppliers cannot meet the customer’s needs where only you can. It also pre-alerts you to the objections you’ll get (spoken or not) when up against specific competitors. When you know the objections, you can prepare to handle them.

Click on this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

Telephone Cold Calling with Voicemail Strategies

The course is based on the Amazon Top 100 Best Selling book, Telephone Cold Calling with Voicemail Strategies (sold separately by bookstores and online retailers)

PREVENT initial contact objections such as, "not interested," "just send me your literature," and "already have someone" with a unique script structure. Quickly turn screeners into coaches.

Increase the number of times people return your calls after leaving a high-impact voicemail commercial, complete with a compelling reason to call you back.

Click on this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

Reseller Strategy

The course is based on the Amazon Top 100 Best Selling book, Reseller Strategy (sold separately by bookstores and online retailers)

Have you ever wondered why some resellers are quick to focus their selling efforts on your behalf, while others just don't seem to get around to pulling your products out of the bag?

Tried motivational promotions and awards with minimal results? Get excuses about performance or price as the reason for weak sales? Have trouble communicating with them?

This course is designed to help you help your resellers want to pull your product or service out of the bag first.

Available March 2018: Click on this link or the logo to the right to preview and buy the course on OpenSesame.com ($15.00).

 

- Coming Soon - 

The Hunt For New Customers
Prospect Contact and Management Methods

This course is based on this popular course and eBook, The Hunt for New Customers.

It features a dozen modules that use both passive and active prospecting methods. 

We're updating and transitioning this eLearning course to new development software so you can access it on any device from PCs to smart phones.

Select this link or the logo on the right to preview and purchase the book from Amazon.com.