Essential Selling Skills Session 1: How Selling Has Evolved (Free, 28 minutes, on-demand) The skills and approach used by sales professionals have evolved. Participants will learn which selling methods are out-dated and should therefore be avoided. You should never use high-pressure closing techniques. To be successful today, sales professionals must learn to build relationships with their customers that are more consultative and value oriented, and utilize team selling when appropriate. Participants will learn about a 6-stage sales call process and hear examples that reinforce how and why selling has evolved, with an emphasis on the selling skills that are now essential for sales professionals and sales support personnel.
The video, downloadable handout, downloadable planning form, and quiz will help you improve your skills needed to sell effectively in today’s business environment, including how to:
- Avoid high-pressure sales techniques that can negatively affect the likelihood that you will win a sale
- Build effective customer relationships
- Utilize consultative and value selling as your primary approach and team selling when appropriate
- Use the six Stages of Selling as a guide for planning, making sales calls, and following up
Essential Selling Skills Session 1: How Selling Has Evolved is the first of twelve online learning modules in the Essential Selling Skills Series. This session is free so use it as a no-cost way to preview the entire series.
The entire Essential Selling Skills series includes almost 6 hours of training divided into 12 sessions, each about 30 minutes in duration. The series includes a 1 year subscription for the discounted price of $299.
Purchasing any of the individual modules 2-12 include a 6 month subscription at $35 each.
The instructor is available to answer questions at firstname.lastname@example.org or 781-934-0900.
Bill McCormick is the founder and president of Sales Training And Results, Inc. (STAR), a firm specializing in customized sales training and consulting. Bill has over 20 years of experience consulting managers and coaching sales executives and professionals. He is the primary author and developer of STAR's customized sales and management workshops.
Prior to founding STAR, he was Vice President of Marketing for an international consulting and training company. Bill was responsible for managing their entire sales and marketing effort, including an international network of licensees, and doubled their sales volume in four years. Prior to that, Bill held positions in sales, sales management, and marketing for a Fortune 25 firm.
Bill earned his M.S. degree in Business Administration from Johns Hopkins University and a B.S. degree from Rensselaer Polytechnic Institute. He also is on the Corporate Education Group (Boston University) faculty.