Sales Fundamentals
51mBeginner2020-06-19
Authors
Lisa Earle McLeod
Keynote Speaker, Author, Consultant
Elizabeth Lotardo
Vice President of Client Services at McLeod & More, Inc.
Course details
Get actionable sales tips, tactics, and advice in this audio-only course. Instructors Lisa Earle McLeod and Elizabeth Lotardo start by helping you tap into the power of purpose and establish your true north in sales. Then discover how to manage your mindset, from quota anxiety to bouncing back from rejection. Lisa and Elizabeth also offer tips for winning the deal, from researching customers and navigating discovery conversations to negotiating deals that stick. Finally, learn how to sustain your momentum in sales by handing off customers to a retention team and building a strong network that will propel you into the future.
Learning objectives
Getting started in sales
Bouncing back from rejection
Optimizing your systems and processes
Pre-call planning
Crafting compelling proposals
Retaining customers
Learning objectives
Getting started in sales
Bouncing back from rejection
Optimizing your systems and processes
Pre-call planning
Crafting compelling proposals
Retaining customers
Skills covered
Audio ContentSales SkillsSales
Concepts
0. Introduction
- 01 - Sales is a noble profession
1. Getting Started in Sales
- 02 - Calibrating to a noble purpose
- 03 - Defining your lane
- 04 - Identify your place in the journey
2. Managing Your Mindset
- 05 - Bouncing back from rejection
- 06 - Quota anxiety
- 07 - Life on commission
- 08 - Managing your systems and processes
3. Winning the Deal
- 09 - Pre-call planning - Must-have customer intelligence
- 10 - Mastering the discovery conversation
- 11 - The customer is not always right
- 12 - Crafting compelling proposals
- 13 - Negotiations that stick
4. Sustaining Momentum
- 14 - Customer retention
- 15 - The game changing question
- 16 - Building your network
Conclusion
- 17 - Next steps