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Would your customers pay to meet with you? In a world where buyers can instantly obtain information on your products and services, the only way to stay relevant and add value in the sales process is to provide them just the right information they need, when they need it, to make the most effective buying decisions. 

The foundational skill of sales is the ability to communicate effectively. Lean Communication for Sales shows you how to apply the principles of lean thinking to add value in every customer conversation, without wasting their time or yours. You will learn 9 key principles to improve your customers’ RoTE—Return on Time and Effort—and become a trusted and valuable contributor to their buying process, with particular application to C-Suite sales calls and presentations.

Learning Objectives

  • Explore new ways to stay relevant and add value during the sales process
  • Identify ways to add value to every customer communication by improving customer results and relationships
  • Discover how to reduce wasted time and effort by being brief and clear when communicating
  • Discover the meaning of just-in-time communication and Lean Listening and recognize how this co-creates value
Last updated/reviewed: October 19, 2017

Prerequisites

Course Complexity: Intermediate

While there are no prerequisites, this course is ideal for sales professionals who operate in complex business-to-business (B2B) sales, particularly those who want to speak more effectively to higher level decision makers. 

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
  12:30Introduction to Lean Communication for Sales
Lean Communication for Sales
  11:11(A) Add Value
  10:06How Customers Do Things
  13:24(B) Brevity
  15:46(C) Clarity
  11:21(D) Dialogue
  8:30Listening
CONCLUSION
  1:15Call to Action and Conclusion
Continuous Play
  1:24:05Lean Communication for Sales
SUPPORTING MATERIALS
  PDFSlides: Lean Communication for Sales
  PDFLean Communication for Sales Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM