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Selling without a process is like taking a trip without a map.  You might get to your destination, but then again you might not.  You certainly can’t be sure you’ve taken the best route without gathering options and selecting the best plan.  Your sales process serves as that map to ensure your sales success. 

You learn the components of your sales process in Selling Strategy: Before Prospect Contact Part 3 - Develop Your Sales Process.  You learn how to effectively move through your sales process and be clear that your actions are accomplishing the results you need to sell.   You will be able to improve your sales results because you understand your sales process and how to modify it. 

Learning Objectives

  • Discover the stages of your sales process
  • Identify what occurs in each stage of your sales process
  • Recognize whether you have a viable prospect or not
  • Identify where you are in your sales process by knowing your sales stages
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 needed for this course. However, it is recommended to take the other courses in the series prior to completing this one.

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
  00:39Introduction to Selling Strategy: Before Prospect Contact Part 3. Develop Your Sales Process
  2:45Why Is a Process So Important?
  3:47Sales Stage 1
  3:46Conclusion
CONTINUOUS PLAY
  10:57Selling Strategy: Before Prospect Contact Part 3. Develop Your Sales Process
SUPPORTING MATERIALS
  PDFSlides: Before Prospect Contact Part 3 - Develop Your Sales Process
  PDFBefore Prospect Contact Part 3 - Develop Your Sales Process Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM