Course Information
Registration period
Year-round Recruitment
Course Level
Study Mode
Duration
4 Hour(s) 41 Minute(s)
Language
English
Taught by
Marc Petitpas
Rating
Course Overview
Inquire, Differentiate and Close the Sale
A Sales Behavior Foundation Training
This is a course that will teach you the most important behaviors for succeeding in sales - Connection, Value and Differentiation. Humans are tired of being “pitch slapped” and can smell it from miles away.
This course will teach you first how to gain trust by understanding your prospect/client, and what they value, what success looks like for them and their company, and what they need to achieve it.
Then, and only then, will they open to hear how you can best help them on that journey
The art of Inquiry vs Advocacy will change the way you see the world of sales but more importantly how your prospects and clients will see, and value, you.
You want to convert? You have got to connect. Let me take you on this journey.
This course includes:
5 Video Lessons (5 hours of content)
1 Worksheet
Course Modules
This course is composed of five key training modules that will teach you:
1) How to: Research and Connect
2) How to: Gather Needs/Share Ideas/Differentiate
3) How to: Gain Commitment to meet/discuss and Clarify Detailed Needs
4) How to: Confirm, Go Forward and Build Value
5) How to: Attempt to Overcome Objections – a behaviour to be used at any point throughout the process
Course Content
- 6 section(s)
- 6 lecture(s)
- Section 1 Introduction
- Section 2 Module 1 - Research and Preparation
- Section 3 Module 2 - Customer Value & How to Differentiate
- Section 4 Module 3 - Gain Commitment to Clarify Needs
- Section 5 Module 4 - Confirmation & Building Value
- Section 6 Module 5 - Overcoming Objections
What You’ll Learn
- How to research and prepare to connect with prospects, How to find out what the customer values so you can differentiate yourself, How to take your customer from interested to fully engaged, How to acquire a client while setting up long-term retention strategies, How to overcome objections at any point in the sales and prospecting process
