Home / Course catalog / Competitive Selling

Digital Marketing Certification

Competitive Selling


Description

Our Competitive Selling program focuses on providing sellers with a competitive edge from prospecting through closing. This proven, field-tested training measurably increases sales activity, advances the sales process, and improves sales forecasting. The end result is a quantifiable positive change to the entire sales culture and an increase in revenue. The system is perfect for those new to sales, as well as veterans who need to refocus on practicing effective sales habits.

This Course Includes:

Pipeline Management: Trains salespeople how to connect their sales goals with their activity, and trains managers how to properly inspect, diagnose, and coach their sellers toward improvement.

Prospecting & Personal Marketing: Trains sellers how to leverage email, phone, social media and networking in order to increase first appointments and build relationships with the right decision makers.

Great First Meetings: Helps sellers gain the confidence and skills needed to more effectively prepare for meetings and strategize to advance the right sales with qualified prospects.

Objection Handling: Trains sellers how to prepare, anticipate, and turn-around common objections received during the sales process.

Presenting, Negotiating, & Closing: Provides best practice strategies and techniques as well as opportunities to role-play practice these essential selling skills.

2nd Level Questioning: Train sellers on how to go beneath the surface of a typical sales conversation by focusing on best practices and skill development including information gathering, active listening, and qualifying through questioning.

Content
  • Getting Started
  • Welcome & Introduction
  • What's included in this free trial?
  • goal setting
  • [Video] Goal Setting
  • [Resource} 7 Steps to Setting Smarter Sales Goals
  • Section 1
  • [Video] Using Deadlines
  • [Key Takeaways] How to Use Deadlines to Achieve Sales Goals
  • Section 2
  • [Video] How do we know we're on track?
  • [Key Takeaways] Why Typical Sales Reports Don’t Work & What to Use Instead
  • Section 3
  • [Video] Uncovering Next Steps
  • [Key Takeaways] Uncovering Next Steps
  • Time Management
  • [Video] Time Management
  • [Key Takeaways] Time Management
  • Section 1
  • [Video] Time Management for Inbound Sales
  • [Key Takeaways] Time Management for Inbound Sales
  • Additional Resources
  • Time Management Tips - How to Get Things Done
  • How To Multiply Your Time
  • 10 Time Management Hacks for Sales Reps
  • 4 Ways to Stay Organized and Productive at Work
  • Pipeline Management
  • [Video] Pipeline Management: Building a Path to Your Goal
  • [Cheat Sheet] What is Pipeline Management?
  • Section 1
  • [Video] Importance of Four Set Points
  • [Key Takeaways] Importance of Four Set Points
  • [Quiz] Importance of Four Set Points
  • Section 2
  • [Video] Setting Up Your Pipeline for the First Time
  • [Key Takeaways] Setting Up Your Pipeline for the First Time
  • [Quiz] Setting Up Your Pipeline for the First Time
  • Section 3
  • [Video] How to Manage Your Pipeline
  • [Key Takeaways] How to Manage Your Pipeline
  • [Quiz] How to Manage Your Pipeline
  • Section 4
  • [Video] Strategies for Sellers
  • [Key Takeaways] Strategies for Sellers
  • [Quiz] Strategies for Sellers
  • Section 5
  • [Video] What to Ask & Learn - First Appointment Column
  • [Key Takeaways] What to Ask & Learn - First Appointment Column
  • [Quiz] What to Ask & Learn - First Appointment Column
  • Section 6
  • [Video] Optimizing First Appointments
  • [Key Takeaways] Optimizing First Appointments
  • [Quiz] Optimizing First Appointments
  • Section 7
  • [Video] What to Ask & Learn - 25% Column
  • [Key Takeaways] What to Ask & Learn - 25% Column
  • [Quiz] What to Ask & Learn - 25% Column
  • Section 8
  • [Video] What to Ask & Learn - 50% Column
  • [Key Takeaways] What to Ask & Learn - 50% Column
  • [Quiz] What to Ask & Learn - 50% Column
  • Section 9
  • [Video] What to Ask & Learn - 90% Column
  • [Key Takeaways] What to Ask & Learn - 90% Column
  • [Quiz] What to Ask & Learn - 90% Column Quiz
  • Section 10
  • [Video] Diagnosing Pipeline Formations
  • [Key Takeaways] Diagnosing Pipeline Formations
  • [Quiz] Diagnosing Pipeline Formations
  • Section 11
  • [Video] Next Step Strategies
  • [Key Takeaways] Next Step Strategies
  • [Quiz] Next Step Strategies
  • Prospecting & Personal Marketing
  • [Video] Powerful Prospecting Hacks to Help Fill Your Pipeline
  • [Key Takeaways] 6 Powerful Prospecting Hacks to Help Fill Your Sales Pipeline
  • [Resources] Email Prospecting
  • Section 1
  • [Video] Prospecting for New Business
  • [Key Takeaways] Prospecting for New Business
  • Section 2
  • [Video] Prospecting within Existing Accounts
  • [Key Takeaways] Prospecting within Existing Accounts
  • Section 3
  • [Video] Appointment Making Developing a Calling Approach
  • [Key Takeaways] Appointment Making: Developing a Calling Approach
  • Objection Handling
  • Section 1
  • [Video] Appointment Making: Handling Objections Over the Phone
  • [Key Takeaways] Appointment Making: Handling Objections Over the Phone
  • Section 2
  • [Video] Objection Handling
  • Objection Handling: 40 Common Sales Objections & How to Respond
  • “No” and Other Sales Objections That Don’t Have to End Conversations
  • Great First Meetings
  • Section 1
  • [Video] Great First Meetings: 10 Steps for Consistently Great First Meetings
  • Preparing for the First Sales Call: What to Do Before, During, & After
  • Section 2
  • [Video] What's the most important information to gather before a meeting?
  • Info Gathering for Sales Reps: 7 Tools You Should Be Using & When
  • Second-Level Questioning
  • Section 1
  • [Video] 2nd Level Questioning
  • [Key Takeaways] 2nd Level Questions
  • Second-Level Questioning: What It Is & Why It's Important for Sales
  • Section 2
  • [Video] Questioning and Information Gathering
  • [Video] How can I ask a challenging question without turning off the customer?
  • How to Avoid 4 Common Sales Mistakes by Asking the Right Questions
  • Presenting, Negotiating, and Closing
  • [Video] Presenting, Negotiating, and Closing
  • [Key Takeaways] Presenting, Negotiating, & Closing
  • Section 1
  • [Video] Negotiating: The Starting Point
  • Section 2
  • [Video] Negotiating by Developing Trading Currencies
  • Section 3
  • [Video] Negotiating with Tough Customers
  • Section 4
  • [Video] Closing
  • [Video] How early into the sale should I attempt to close?
  • Additional Resources
  • Competitive Positioning
  • [Video] What’s the most important intel to gather about my competitors?
  • [Video] What's the best way to deliver a new sales presentation?
  • Section 40
Completion rules
  • All units must be completed