FREE SALES COURSE
5 value packed short training videos tackling the most common challenges facing b2b sellers today! Access Below.
Getting Started
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Welcome to this free sales training course. I hope you enjoy these 5 value-packed short training videos tackling the most common challenges facing b2b sellers today! Feel free to drop us a note if you have any questions at info@donaldk4.sg-host.com.
Video 1: Finding Your Ideal Customer
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Session Overview: Now that you’ve learned how to effectively use a profile, we’ll discuss how you can go about finding those customers you’ve identified as your ideal customers. Whether you’re brand new to the industry or you’ve been selling for some time, you’ll have three options to help you find the best prospects.
KEY TAKEAWAY: Use one of the three methods above to identify prospects that might benefit from the product or service your company offers then work to find the companies that are the best fit for you.
Session Recap: Even if you’ve never made a single sale, it’s possible for you to narrow your prospects so that you can focus on the ones who are most likely to buy from you. Using your CRM, information about your competition, and LinkedIn, you can narrow your efforts to those customers who will best benefit from working with you.
Video 2: What Do I Say When Reaching Out To Prospects?
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Session Overview: Sometimes we find ourselves not necessarily knowing what to say to our prospects in order to differentiate ourselves from the crowded marketplace. Although we can often get some kind of generic messaging from the marketing department, it doesn’t always resonate with the buyer. This session will help you learn exactly what to say to your prospect in order to move him toward saying “yes.”
KEY TAKEAWAY:
- Develop your own irresistible message.
- Tell the prospect who you are and where you’re from.
- Give the prospect a point of reference.
- Share your irresistible value message.
- Offer the prospect an invitation to continue the conversation into the future.
- Practice these steps this week even going so far as to role play it so you’ll get comfortable with the different components.
Session Recap: The generic messaging that our marketing departments provide isn’t always sufficient to connect with prospects. In order to move our prospects forward in the conversation, we must educate and inform them and provide an irresistible value message.
You can create an irresistible value message by identifying yourself and your organization and by revealing blindside information to your prospects. Help the prospect recognize their challenges and show him how you can help address them.
Practice what to say to your prospects so it becomes second-nature.
Video 3: Qualifying During Your Initial Call
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Session Overview: Qualification involves determining whether a person meets certain requirements to move forward with a deal. You must have a process in place to qualify your buyers at several points throughout the journey: before you have a conversation, before you have a meeting, and before you schedule a demo. If your buyer isn’t ready or doesn’t have a timeframe, you don’t want to waste your time on the process.
KEY TAKEAWAY: If your buyer isn’t ready or if he isn’t the decision-maker in his company, you want to determine that information before your deep dive into a conversation. Always make sure you have a clear next step as you move through the sales process. Determine what your company’s qualification process should include.
Session Recap:
Step 1: In your first conversation, you must establish a clear next step like a timeframe. If you’re going to engage in a deeper discussion, you must understand your prospect’s ideal schedule. How soon will he be ready to buy? Who will have to be part of this decision? Will your prospect have the budget to purchase what I’m selling?
Step 2: Once I’ve identified this information I can move to the next step. If I fail to determine these things, I’m going to have problems later in the process. When you miss something small, your buyer may disappear later in the process.
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This session will help you understand the concepts behind creating effective emails, but you do not have to use templates. Use these principles or recipes to create great emails. The components are most important; from there, you’ll figure out how to assemble them.
Your prospects will likely have crowded inboxes, so your job is to convince them to open the email and read what you have to say. Your email must do exactly what it promises and provide value to your prospect. Your emails don’t have to be structured in exact order. You simply have to make sure you include them all.
KEY TAKEAWAY: This is not a magic template that will work for everyone. Rather, your goal is to use the components mentioned here to create emails that will help your prospects understand what you have to offer and how you can help.
Session Recap: Don’t overcomplicate your emails. Strive to have a clear subject line, a simple message, and a single ask or request. Keep your message simple and personalize it to your prospect. Answer who you are and what problem you can solve. Then, give your prospects a clear next step.
Video 5: Assure the Sales
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Sellers who make assumptions during the sales process will often run into ambiguities and struggles because they failed to recognize issues that needed to be addressed. Many sales leaders teach sellers to assume the sale as a strategy to move forward.
During this session, you will learn:
- Why it’s important that you don’t assume the sale
- How you should ask for the business
- What to say to practice asking for the business
KEY TAKEAWAY: When we assume the sale, we make decisions to skip steps and to overlook details of the sales process that we assume are taken care of. Assuming the sale may leave our prospect feeling uncertain because we won’t be as deliberate about moving him through the sales process.
Assuring the sale requires us to take advantage of every opportunity to address challenges and discuss solutions.
Session Recap: Ambiguities in your sales process won’t help the buyer or the seller. In fact, deals often fall apart because of ambiguities and assumptions. Avoid the temptation to assume the sale by assuring your buyer at every step.
Next Steps
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I hope you enjoyed these 5 value packed short training videos. If you have enjoyed them and want to learn more about our TSE Sales Foundation Program with over 50+ videos like this, register at the link below. Click on the link below to schedule a demo. You can also send our team an email (info@thesalesevangelist.com) or call us at 1-(833) 713-2343. We look forward to connecting with you.
What Clients Say About TSE Sales Foundation
Janine King
Sales Professional
"I really enjoyed this course a lot. I am actually going to go back and watch some of the modules again because I feel like this sales training gave me the tools I need to succeed, I just have to implement them."
Josh Elledge
Sales Leader
"Donald Kelly a.k.a. The Sales Evangelist has been our company’s go-to sales trainer for a couple of years...As a result, we’ve been able to build up a thriving organization of nearly 30 employees now. I regularly get compliments from our clients and potential clients about how great our team is to work with...I’m so grateful to Donald and all his guidance!!
Katie Henderson
Enterprise Account Manager
"Donald provides training which speaks to current situations that sales people are all experiencing today, so it's relevant"
