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: August 20, 2023

Included In Certifications

This course is included in the following Certification Programs:

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
1 Review (3 ratings)

Reviews

5
Anonymous Author
Easy to listen to. It gave me a lot to think about in relation to the holistic approach of "sales".
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 .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction to Selling Strategy: Before Prospect Contact: Part 1 Strategy Decisions2:37
  Strategy Is...9:52
  Who is your ideal customer?10:51
  Who is your ideal prospect?11:35
  Section 2: Strategy Decision7:23
  Ideal Customers10:10
  Conclusion5:29
CONTINUOUS PLAY
  Selling Strategy: Before Prospect Contact: Part 1 Strategy Decisions57:57
SUPPORTING MATERIALS
  Slides: Before Prospect Contact Part 1 - StrategyPDF
  Before Prospect Contact Part 1 - Strategy Decisions Glossary/IndexPDF
REVIEW AND TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam