Explains what this course covers. Lists the five easy steps to a successful sales conversation. Trust us to be your guides!
2 learners taking this course
What You Will Learn
Have direct sales conversations in 5 easy steps!
Conversations that generate revenue for your company or organization.
Decide if the person you are speaking with is a ‘good lead’ likely to buy from you. (AKA: lead qualification) Master the art of active exhibiting.
Confidently start conversations with strangers at trade shows, exhibits, sales events and more!
Overcome common fears in face to face selling situations
Create sales goals that lead to profitable direct sales conversations.
Briefly overview the five easy steps to a successful sales conversation.
Role Playing: Meet ‘Newbie’
Watch as an imaginary company 'Newbie' has a successful sales conversation using the 5 easy steps.
Quiz: Newbie vs Tech Gal
Step One: Icebreaker
The Icebreaker is the question or comment you use to start a conversation with a stranger-- a conversation that might lead to a sale!
Step Two: Quick Intro
A quick overview of Step 2: Quick Intro
Step Three: Lead Interview
The Lead Interview is the series of questions you will ask to determine if the person you are speaking with is a 'good lead.'
Step Four: Next Steps
Liz and Tina will discuss how sales goals help your company determine Next Steps. Next Steps are the next steps you will take or the that the customer will commit to that brings you closer to an actual sale.
Step Five: Disengagement
The Disengagement is the end of your sales conversation.. for now. Tina and Liz will share some Disengagements that they commonly use.
Define goals that effectively guide sales conversations. Explain what a 'Sales Funnel' is and how you can use that funnel to identify sales goals. Give examples of common sales goals.
How to Decide Sales Goals
Liz and Tina explain how to use the idea of the 'Sales Funnel' to decide on sales goals that will effectively guide your sales conversations. See a visual representation of the Sales Funnel. Learn how to decide what sales goal to focus on with a potential customer based on the goal's position in the Sales Funnel.
Explain why you need Icebreakers and why they are a part of an 'active' exhibiting strategy. Develop exhibit strategies that are 'active' but not pushy.
Active Sales Starts with the Icebreaker
Tina and Liz demonstrate the importance of 'active' exhibiting by re-enacting Tina's encounter with 'Fancy Water Guy'-- a sales rep sharing drink samples at the grocery.
Be Active, Not Pushy
Tina and Liz demonstrate the difference between an active and push sales strategy by re-enacting Tina's encounter with 'Pretzel Guy' at the local mall.
Liz explains why effective Icebreakers (or 'conversation starters') always use open-ended questions, rather than close-ended questions.
Create effective Quick Intros for your organization. Skillfully use the Quick Intro to transition to the Lead Interview.
Conduct a Lead Interview that identifies if the person you are speaking with is a 'good lead.' Use Information gathered to better sell your product to good leads. Or, identify effective Next Steps.
Decide on the best Next Steps to take with a potential customer that meet sales goals-- including making the sale!
Decide when and how to disengage-- end the conversation-- with potential customers.