SDS Sales Training
Get the sales training program for client services professionals as a series of free podcasts.
Everyone’s looking for an edge. Or at least, I’m always looking for an edge. A better way to do things. Not to win necessarily, but to improve.
If you’re looking to improve the way you sell your services to big companies and you want my help, you have several choices: bring me in to train you and your team, review my training slides, or listen via audio series.
I recorded 9 episodes that condense the most important concepts of my sales training into podcast format so you can begin to provide world-class service while driving new and existing client sales.
How to Listen
You can listen to the episodes in any order you like, though I wrote and recorded them sequentially. If you’re not familiar with the core concepts of my training, I recommend you go through the episodes start to finish to begin with.
I also ask a few other things of you, since I have your attention:
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Don’t waste your time knocking on doors that won’t open. Selling any type of product or service can be a fine line to walk--you have to find that perfect balance between being persuasive but not arrogant or annoying. A sales process that complements your business, sales representatives, customers, and products or services will allow you to boost conversions, close more deals, and ensure all of your reps are providing customers with positive and consistent experiences — no matter who they're talking to.
Every single product or service has been designed with the concept of fulfilling a particular need. Yet, why is that only a few are an instant hit among people and the rest pass by unnoticed? Many attribute the success of a product to reasons like cost, marketing, and many more. But, the real reason behind every product’s triumph is its ability to solve its customer’s pain points. So, what are pain points?
As a consultant, it’s important to set well-defined and measurable goals for your clients. By uncovering your client’s pain points and vision you have something powerful to tie their goals to later. In our industry, there are only a handful of goals that most companies will target and we explain each of them to the client and then give them the opportunity to decide what will make the project successful.
The focus of your services can have many variations. It may vary from client to client or from project to project. So, it is important for you to know what your focus is and what value you can provide to your potential clients. It is important so that you can clearly explain it to them.
Any successful deal needs a sales proposal whether you like it or not. A sales proposal can either make you lose or win a deal. It can help you gain a new client or establish long-term relationships with prospective clients. Keep in mind: a sales proposal lets you pitch a product or service to land new or repeat business – an ideal way of closing deals.
Account plans are one of the most important tools a salesperson has. They bring together critical information about your customer, your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success. In this episode of Modern Sales, you’ll learn how to build a sales account plan and the questions to ask in order to build it.
You might think objections are a bad thing, but the opposite is true. Objections are a sign that your prospect wants to work with you. How you address that objection can be the difference between a successful sales process and one you’d rather forget. Especially money and budget objections. In this podcast episode, I’ll give you some tools to navigate objections effectively.
Regardless of how reasonable or competitive you believe your pricing is, you'll likely run into at least some customers who want a better deal. It can be tempting to play hardball, or in some cases, walk away—but if you can negotiate a win-win solution, you'll have the chance to preserve not only your own interests, but possibly build a long-lasting customer relationship as well.
After setting a goal, for you to be an expert, you need to practice with focus. And in today's episode, I'm going to give you some ideas and ways for how you can practice alone, with a partner or with your team to improve your selling skills.