Explains what this course covers. Lists the five easy steps to a successful sales conversation. Trust us to be your guides!

• Who Needs This Course … and Why? Preview 5m

  You will learn…

  • Who needs this course and why
  • This course is for: novice sales reps (full or part time), event planners, marketing managers, startup and small business owners.
  • Why Tina and Liz’s experience as startup owners inspired them to create this course.
  • Sales opportunities are expensive, so you must prepare to have sales conversations that are guided by sales goals and can actually lead to sales.
• What You Will Learn Preview 2m

  After this lecture, you will be able to…

  List the 5 Easy Steps to a Successful Sales Conversation. They are:

  1. Icebreaker
  2. Quick Intro
  3. Lead Interview
  4. Next Steps
  5. Disengagement

  Other things you will learn in this course include:

  • Why you must always use an active sales strategy
  • How to determine who is a ‘good lead’
  • Who are the four types of people you will meet during sales conversations
• Quiz: What Are the ‘Five Easy Steps’? 1 question 1m

  Test your mastery of...

  • The Five Easy Steps to a successful conversation!

Briefly overview the five easy steps to a successful sales conversation.

• Role Playing: Meet ‘Newbie’ 3m

  In this lecture you will...

  • Watch as an imaginary company 'Newbie' has a successful sales conversation using the 5 easy steps. 'Newbie' sells online course management software, similar to what you're using to take this course!
  • Be able to identify these 5 easy steps during a successful sales conversation: Icebreaker, Quick Intro, Lead Interview Next Steps, Disengagement.
• Quiz: Newbie vs Tech Gal 2 questions 2m

  Test your knowledge.

• Step One: Icebreaker Preview 3m

  A quick overview of Step 1: The 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!

  After this lecture, you will be able to…

  • Describe what an Icebreaker is, and why you need them at sales exhibits and events.
  • Create great Icebreakers for your company or organization using our examples. 
  • Remember…
    • Great Icebreakers use open-ended questions
    • It’s always up to YOU to actively start conversations at exhibits and sales events.
• Step Two: Quick Intro 2m

  A quick overview of Step 2: Quick Intro

  After this lecture, you will be able to...

  • Explain that the characteristics of a good Quick Intro include: short statements, a few specifics about you and your product
  • Identify the Quick Intro that 'Newbie' used in the previous successful sales conversation
  • Brainstorm some Quick Intros of your own using our examples.
• Step Three: Lead Interview 3m

  A quick overview of Step 3: The 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.'

  After this lecture, you will be able to...

  • Explain the purpose of a Lead Interview in a successful sales conversation.
  • Explain what information you should gather in a Lead Interview.
  • Explain when information you uncover during a Lead Interview should lead you to jump immediately to Step #5 and Disengage.
• Step Four: Next Steps 3m

  A quick overview of Step 4: 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.

  After this lecture, you will be able to...

  • Explain the purpose of Next Steps during a successful sales conversation.
  • Describe how sales goals relate to Next Steps.
  • Give examples of 'Newbie's' Next Steps.
• Step Five: Disengagement 2m

  A quick overview of Step 5: The Disengagement

  The Disengagement is the end of your sales conversation.. for now. Tina and Liz will share some Disengagements that they commonly use.

  After this lecture, you will be able to...

  • Explain when and how to disengage during a sales conversation.
  • List some effective disengagements you can adapt for your company or organization.

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 8m

  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. 

  After this lecture, you will be able to...

  • Explain why it is important to create sales goals before having sales conversations.
  • List examples of common sales goals.
  • Describe a Sales Funnel. List the four general stages of the Customer's Journey down the funnel. 
  • Create sales goals based on your company or organization's Sales Funnel using the worksheet in resources.

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 5m

  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. 

  Tina and Liz then role-play a scenario in which 'Fancy Water Guy' uses a more effective, active exhibit strategy.

  In this lecture you will...

  • Watch 'Fancy Water Guy' demonstrate active and passive exhibit strategies.
  • See firsthand why active exhibit strategies lead to successful sales conversations.
  • Learn the reasons why sales reps sometimes choose 'passive' exhibit strategies' even though they are less effective.
• Be Active, Not Pushy 5m

  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. 

  In this lecture you will...

  • Watch 'Pretzel Guy' demonstrate the difference between active and pushy sales.
  • Learn why an active (but not pushy) exhibit strategy will always get more sales.
  • Learn why being active sales starts with the Icebreaker—the very first step.
• Great Icebreakers 5m

  Liz explains why effective Icebreakers (or 'conversation starters') always use open-ended questions, rather than close-ended questions. 

  She also explains the psychology behind why close-ended questions are less likely to get a conversation going, even though they might feel less awkward to say to a stranger. 

  After this lecture you will be able to...

  • Create great Icebreakers that lead to successful sales conversations.
  • Overcome fears around using Icebreakers to talk to strangers.
  • Use Icebreakers to gather valuable intel about your potential customers that maximize your chance to have a successful sales conversation. 
• Quiz: Icebreakers 3 questions 1m

  Test your knowledge.

Create effective Quick Intros for your organization. Skillfully use the Quick Intro to transition to the Lead Interview.

• The Quick Intro 2m

  Liz explains why it's important to keep the Quick Intro short, and what the Quick Intro should include.

  She also gives several examples of great Quick Intros.

  In this lecture, you will learn how to...

  • Create Quick Intros for your company or organization, based on proven examples.
  • Easily transition from the Quick Intro to the Lead Interview.
  • Follow up the Quick Intro with a short, strategic question to transition right into the Lead Interview (Step #3)
• Quiz: The Quick Intro 1 question 1m

  Test your knowledge.

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.

• Who is a Good Lead? 9m

  Tina explains how to determine if the potential customer you are speaking with is a 'good lead' using the Lead Interview.

  This is also known as 'lead qualification' or 'qualifying a lead.' 

  Tina demonstrates the process of deciding who will be a 'good lead' at the event you are preparing for using 'Newbie.' In this case, our imaginary company Newbie is attending an imaginary education trade show and conference. 

  In this lecture, you will learn how to...

  • Identify a 'good lead' using six proven criteria: Authority, Compatibility, Timeline, Identity, Obstacles and Need.
  • Remember these 'good lead' criteria using an easy acronym.
  • Research the trade show or event you are attending to find out if those with purchasing authority (decisionmakers) are likely to be there. 
  • Use the Lead Interview to found out if the person you are speaking with is a 'good lead.'
• Quiz: Who is a Good Lead? 2 questions 2m

  Test your knowledge.

• Active Listening 2m

  Tina explains how to conduct an effective Lead Interview by:

  • Asking short questions using the 'good lead' criteria
  • Actively listening to the potential customer's answer
  • Responding with short, relevant details about your product or company

  In this lecture, you will learn how to...

  • Use active listening strategies to conduct an effective Lead Interview

• Role Playing: Meet ‘Face Cream Gal’ 4m

  Tina and Liz demonstrate the Lead Interview with some role playing!

  In this sketch, 'Face Cream Gal' attempts to sell her product to a potential customer. 

  Watch as 'Face Cream Gal' conducts a Lead Interview two different ways-- the right way and the wrong way!

  In this lecture, you will learn how to...

  • Effectively share product information with potential customers.
  • Share product information in a helpful way that actually leads to sales.
  • Avoid the pitfalls of launching into a long 'pitch' about products or services.
    
• Quiz: Face Cream Gal’s Lead Interview 1 question 3m

  Test your knowledge

• Four People You Will Meet 6m

  Tina introduces you to the Four Characters you will meet during sales conversations:

  • Ms. Right - a good lead
  • Mr. Maybe - a good lead, with some potential obstacles
  • Mr. Bridges - a potential ally
  • Dracula - a time-sucker, not a potential customer

  In this lecture, you will...

  • Learn how to identity these four characters. Learn how identifying them helps you to have successful sales conversations!
• Quiz: Ms. Right, Mr. Maybe, Mr. Bridges or Dracula! 2 questions 3m

  Test your knowledge.

Decide on the best Next Steps to take with a potential customer that meet sales goals-- including making the sale!

• Decide Next Steps 2m

  Next Steps are the next steps you can take (or the customer will commit to) to get you closer to a sales goal or an actual sale. 

  Liz discusses what Next Steps might look like for the Four People You Will Meet during a sales conversation.

  In this lecture, you will learn how ...

  • To decide Next Steps during a sales conversation with a potential customer.
  • Identifying the Four People You Will Meet will help you decide Next Steps.
• When ‘No’ is ‘Maybe’ 4m

  Liz explains why a 'no' is sometimes a 'maybe' during sales conversations—and what a 'no' might actually mean.

  We revisit 'Pretzel Guy' to see how he handled a 'no' during his unsuccessful sales conversation.

  In this lecture, you will learn...

  • What to do if you encounter a 'no' during a sales conversation.
  • How to switch sales goals based on a 'no' by suggesting a sales goal that requires less commitment. 
• Have No Fear: You Are In Control 4m

  Tina shares the three 'Truths' that she and Liz have learned about sales.

  These truths greatly helped Liz and Tina overcome their fears and they can help you too. 

  In this lecture, you will...

  • Learn how to overcome common fears by applying these 'Truths' to your sales conversations.
• Quiz: Next Steps 1 question 1m

  Test your knowledge

Decide when and how to disengage-- end the conversation-- with potential customers.

• Disengaging with Each of the 4 Characters 6m

  Tina and Liz demonstrate how to disengage with Ms. Right, Mr. Maybe, Mr. Bridges, and Dracula.

  After this lecture, you will be able to...

  • Apply the examples to create your own Disengagements for each of the Four Characters.