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Technology is increasingly changing today’s business environment. Access to information is now at everyone’s fingertips, allowing buyers more options and resources to allow for better-informed decisions. As a sales professional, you need to possess an array of effective competencies and skills to remain relevant.

In this course, we explore specific activities you can do to uncover information that provides additional insight to better understand what drives people to make buying decisions. This information will help you create sales conversations that set you apart from the competition and establish your value, while building the trust needed for long-term customer relationships. 

Learning Objectives

  • Discover five activities to help prepare for a successful sales call.
  • Explore how “underlying principles” can affect buying decisions.
  • Identify four “personality traits” that influence decisions.
  • Discover three critical listening modes to strengthen listening skills.
  • Explore stress reducing tactics for opening a sales conversation.
Last updated/reviewed: January 10, 2018

Prerequisites

Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION and OVERVIEW
  5:29Introduction To Creating Conversations That Influence
  7:33Preparation and Personality
  4:17Listening and Value
  3:36Trust
  7:49Opening a Sales Conversation
CONTINUOUS PLAY
  28:44Creating Conversations That Influence
SUPPORTING MATERIALS
  PDFSlides: Creating Conversations That Influence
  DOCXWorkbook: Creating Conversations That Influence
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM