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You almost never hear the skill of thinking mentioned for sales success. Thinking is the skill that is essential for developing an effective selling strategy.  Your selling strategy begins before you contact a prospect. 

In the Selling Strategy: Before Prospect Contact courses you learn how to make the key strategy decisions before you can have a productive meeting with a prospect.  You identify your ideal prospect, understand what you sell so you can shorten your sales cycle, and understand the drivers in your business so you never miss a sale. 

Learning Objectives

  • Identify your ideal prospect      
  • Discover how to never miss a sale
  • Explore your features and benefits  
Last updated/reviewed: March 21, 2018

Included In Certifications

This course is included in the following Expert Certifications:

17 CoursesEnterprise Selling Certification

  1. Sales Territory Management
  2. Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
  3. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
  4. Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
  5. Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  6. Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
  7. Questions that Sell - The Simple A B C D Process
  8. Laser Listening: The Skill to Increase Business
  9. Power Persuasion Strategies: Influence a Customer to Buy
  10. Negotiating and Sales: Strategies and Skills to Close More Business
  11. The Sales Call Part 1: Preparation
  12. The Sales Call Part 2: Conduct a Successful Sales Call
  13. The Sales Call Part 3: Present and Reduce Objections
  14. After the Sale Part 1 - Create Satisfied Customers
  15. After the Sale Part 2 - Compelling Email Communication
  16. After the Sale Part 3 - Demonstrate Value
  17. After the Sale Part 4 - Effective Testimonials

Prerequisites

Course Complexity: Foundational

No advanced preparation or prerequisites are required 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
  2:37Introduction to Selling Strategy: Before Prospect Contact: Part 1 Strategy Decisions
  9:52Strategy Is...
  10:51Who is your ideal customer?
  11:35Who is your ideal prospect?
  7:23Section 2: Strategy Decision
  10:10Ideal Customers
  5:29Conclusion
CONTINUOUS PLAY
  57:57Selling Strategy: Before Prospect Contact: Part 1 Strategy Decisions
SUPPORTING MATERIALS
  PDFSlides: Before Prospect Contact Part 1 - Strategy
  PDFBefore Prospect Contact Part 1 - Strategy Decisions Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM