Sales Skills 

 

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. Value Selling Strategies P.R.O.S.P.E.C.T. Model©

2. Features - Advantages - Benefits (FAB)

3. FAB-TEA Value Selling Model

4. Competitor Analysis

5. Telephone Cold Calling with Voice Mail Strategies

6. Reseller Strategy

 

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.

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).

 

Reseller Strategy

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).

 

Telephone Cold Calling with Voicemail Strategies

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).

 

- Coming Soon

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. This course includes the strategies to prevent, preempt, and respond to the 85 most common sales stopping objections.

We're 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.

 

- 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.

 

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

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).

 

Features - Advantages - Benefits FAB

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).