On-Target Sales Success System

  • emmanuel
  • Sales
  • 38 Lessons
This course is designed for entrepreneurs, business owners and seasoned sales professionals in mind who relies on selling conversations to close the sale.  The course is especially useful for businesses that employ a certain degree of flexibility with the the scope and pricing of the product/service being offered.

This course is designed for entrepreneurs, business owners and seasoned sales professionals in mind who relies on selling conversations to close the sale.  The course is especially useful for businesses that employ a certain degree of flexibility with the the scope and pricing of the product/service being offered.

This training adopt the principles used in archery sport. During a competition, an archer performance relies on a good bow, a strong bow string, the target and keeping a good score. The archer will not win the competition if he or she got one of the element wrong.

  • If the bow is weak, it will break before it can shoot the arrow.
  • If the archer applies to much energy to the bow string, the arrow will overshoot the target. Too little, then the arrow won’t reach the target at all.
  • If the archer gets the target wrong, they will waste all of that energy on shooting arrows that missed.
  • If the archer didn’t keep score of his/her performance, they won’t be able to improve.

Selling is a lot like archery:

  • The bow talks about the personal attributes of the salesperson. If the salesperson is weak, there is very little change of being successful.
  • The bow string talks about the selling conversations required to close the sale. If the salesperson say too much, or too little, or even the wrong thing, the sale won’t close.
  • The target talks about the qualified prospect. Failing to qualified prospect early and throughout the selling process will cause the salesperson to waste energy on a sale that won’t close.
  • The score talks about key metrics to measure the salesperson’s performance. Just like in archery or any other sports, to get better, one must keep score, and constantly work to improve that score.
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Additional Details

  • Beginner
  • 4 Weeks
Course Curriculum

Module 1 - The “You” in Sales

7 Lessons / 0 Quizes
OTS1.02. The Psychology of the Successful Salesperson 10 points
OTS1.03. Selling Roles – One Size Does Not Fit All 10 points
OTS1.04. Be Authentic and Earn Respect 10 points
OTS1.05. Getting Over the Word “No” 15 points
OTS1.06. How to Get Out of a Slump 10 points
OTS1.07. Limiting Perceptions and Selling Success 15 points

Module 2 - The Selling Conversations

21 Lessons / 0 Quizes
OTS2.01. Why and How People Buy 15 points
OTS2.02. The Seven Rules of Connecting with the Prospect 15 points
OTS2.03. Making a Strong First Impression 10 points
OTS2.04. Questions That Qualify Whether the Opportunity is Real 20 points
OTS2.05. Engage the Prospect in Designing a Solution That They Will Buy 10 points
OTS2.06. The Salesperson as Negotiator Part I 15 points
OTS2.07. Negotiation Part II 15 points
OTS2.08. The Salesperson as a Coach 10 points
OTS2.09. How to Demonstrate Value 15 points
OTS2.10. Turn Features into Benefits and Advantages to Help the Prospect See Value 15 points
OTS2.11. Define Your Sales Process and Get the Prospect to Agree to It 1 points
OTS2.12. Handling Objections with Finesse and Grace 1 points
OTS2.13. The Seven Best Closes and When to Use Them, Plus an Old-School Close NOT to Use 1 points
OTS2.14. Managing Momentum in a Sale 1 points
OTS2.15. Dealing with Prospects Who Won’t Decide, or Seem to Be “Playing You" 1 points
OTS2.16. Handling Price Sensitivity 15 points
OTS2.17. Mastering the Elevator Pitch 15 points
OTS2.18. The Incredibly Valuable Pregnant Pause 5 points
OTS2.19. Tell Compelling Stories to Advance the Sale 10 points
OTS2.20. The SMART Guarantee as a Powerful Sales Tool 20 points
OTS2.21. Preparing for the Sales Meeting 15 points

Module 3 – The “Target” in Sales

5 Lessons / 0 Quizes
OTS3.01. Lead Generation Tactics That Still Work Today 40 points
OTS3.02. Improve Your Power Base 15 points
OTS3.03. Referral and Relationship Based Selling 15 points
OTS3.04. Cold Calling Do’s and Don’ts 10 points
OTS3.05. Getting to the Top Decision-Maker 10 points

Module 4 – The “Score”

5 Lessons / 0 Quizes
OTS4.01. Think Like a Business Owner and Create Your Revenue Model 10 points
OTS4.02. Setting Goals and Following Up with Business Development/Prospecting Activities 10 points
OTS4.03. Effective Sales Forecasting and Pipeline Tracking 10 points
OTS4.04. Your Sales Win/Loss Ratio and How It Holds the Key to Your Selling Efficiency 10 points
OTS4.05. Managing Time for Success 5 points
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