Implementing a Sales Approach

Name: Implementing a Sales Approach
Author: Colette Rominger

Learn how to determine and use the best sales approach.

Preview the first lesson free — get full access to all 5 lessons.

Course: On-Demand

(gentle music) Have you ever wondered where do I start in the sales process? Let's explore the characteristics of a successful salesperson, the basic principles of sales, and useful sales techniques. In this lesson, you will learn how to properly introduce your business and product, and ask the right questions to determine the needs of your customer, which will help you create a presentation highlighting the features and benefits needed to close a sale. Mastering the action steps in a sales process will make you feel more confident in your approach. The sales process begins before you meet with a customer, and can continue even after the sale is made. Depending on the company you work for, a standardized process may already be in place. This could be a trusted method that has been researched and designed specifically for your product or service. While there may be a few or many steps, the overall objective is to have your customer complete the sales cycle. In most cases, the sale process or funnel begins with prospecting. This step may also be combined with qualifying leads in some companies. Leads are people who have expressed a need for, or who have shown interest in your product or service. A lead becomes a prospect only after the qualification process. While in the qualifying phase, you want to find out as much as you can about your potential customers. You can conduct online research, use referrals, or get information from your customer relationship management system, or CRM. This step may also be referred to as the preparation stage. You want to get to know as much as possible about your customer's needs, and whether your product or service will be a good fit. And while you may not be directly involved in this process, it can affect your sale. Once you identify your prospective customers and learn where they are in the purchasing process, it's best to figure out who the decision maker is. You can also find out other important information such as their budget, or the timeframe for when they need your product or service, and what their goals and objectives are. Once this is done, you can begin customizing your approach. The next step in the process is creating your sales pitch or presentation. While you may work for a company with established guidelines, you should incorporate your personality and strengths into your pitch because this makes your customer interactions more authentic and engaging. When delivering your pitch, you want to display knowledge and passion for your product, and emphasize how the product addresses your customer's needs. You may find yourself in a situation where you must deliver a remote presentation, and it's important to practice using the right software or systems to your advantage. Anticipate what technical problems could arise and have a solution in place. You may need to be innovative to engage a virtual audience because the typical face-to-face presentation involves very different techniques. Next, you'll most likely have to answer questions or address objections. You want to anticipate as many objections as possible beforehand. For example, you can cover payment and financing options during the presentation, so the customer can begin thinking about how this works within their budget. After delivering a successful sales pitch, it's time to close the deal. This is the part of the sales process that involves a final decision or negotiation. Here, make sure to restate key points and remind your customer of the benefits of doing business with you. The final step is asking for feedback or follow up. A salesperson's goal is to make a sale, but this isn't where the sales cycle ends. In following up, you'll want to: Solicit feedback from the customers. Survey the level of satisfaction with their purchase. Determine if the product met expectations. And find out if they need any further assistance. This often includes emails, surveys, and phone calls. You should let your customer know you will be following up with them so they can expect to hear from you again. This is also where you can find out their preferred communication method, and possibly schedule a future meeting. This ensures you have open communication to help maintain positive customer relationships.

Beginner Provider : Colette Rominger 5 Lessons · 16m in Arabic, German, English, Spanish, French, Portuguese, Chinese

Course Description

Have you ever wondered how to effectively use the right sales approach? In these lessons, we’ll cover the sales process and offer helpful sales techniques in digital and person-to-person sales. You will gain insight into what steps to take and how to prospect for sales leads. You’ll also understand why getting feedback after pitching sales ideas can help you know the best contact method to sustain customer relationships. You will also learn how to use social media platforms like LinkedIn to form new connections with prospects. We’ll address how using active listening skills when face-to-face can strengthen your sales confidence. You’ll also learn how to regulate your tone and why using your personality for phone-sale scripting is beneficial. With these tools, you’ll have more confidence and knowledge when selling your product or service.

What You'll Learn

Understand the sales process and how to adopt and build one
Apply useful sales techniques for in-person, digital, and phone sales
Use LinkedIn and other social media platforms to connect with prospects and acquire customers
Conduct phone sales through cold calling and using a call center
Use active listening skills in face-to-face selling to strengthen sales confidence
Prospect for sales leads and use feedback after pitching to choose the best contact method

Key Takeaways

The course covers the sales process and offers sales techniques for both digital and person-to-person selling.
Getting feedback after pitching sales ideas can help you identify the best contact method to sustain customer relationships.
Social media platforms like LinkedIn can serve as resources for forming new connections with prospects and acquiring customers.
Using active listening skills in face-to-face situations can strengthen your sales confidence.
Regulating your tone and using your personality in phone-sale scripting is beneficial when selling.

Frequently Asked Questions

What will this course teach me?

It covers the sales process and offers sales techniques for digital and person-to-person sales, including how to prospect for sales leads, use feedback after pitching, connect with prospects on LinkedIn, apply active listening in face-to-face selling, and regulate your tone for phone-sale scripting.

Does this course cover phone sales?

Yes. It includes a lesson on phone sales through cold calling and using a call center, and explains why regulating your tone and using your personality for phone-sale scripting is beneficial.

How can social media help with sales according to this course?

The course explains how to use social media platforms like LinkedIn to form new connections with prospects and how such sites can be resources for customer acquisition.

What skills will I gain from this course?

You will build skills in sales concepts, sales principles, the sales process, sales strategy, sales training, and selling techniques.

How is the course structured?

It is organized into lessons on adopting and building a sales process, useful sales techniques and person-to-person sales, phone sales through cold calling and using a call center, sales techniques in digital sales, and a Test Your Knowledge assessment.