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Sell with the spirit of service, seek to solve problems and build lasting relationships. These are consultative selling skills, the anxiety-free way to sell million-dollar contracts. Selling is an essential skill in our economy and for your personal development. To earn your full potential, you must be able to sell yourself, your ideas, your product or service. Consultative selling reduces the anxiety of selling by focusing on shared problem solving and building trusting relationships. Those who become partners or principles in professional service firms (consultants, attorneys, etc.) are the ones who bring the business. This course describes exactly how to generate high-value contracts by building trusting relationships with clients. To be successful as an entrepreneur you must have the sales skills taught in this course. The instructor was CEO and owner of a consulting firm for over thirty years, selling multi-million dollar consulting contracts to companies such as Shell Oil Company, Texaco, Honeywell, Merck, Coca-Cola, Bacardi, Corning and others. It explains exactly how to build your own brand, establish credibility in the marketplace, build awareness, interest, and lasting relationships. Transactional selling is like a one night date. Consultative selling is like a marriage, a partnership with your clients, where you share problem identification and co-create solutions. Consultative selling skills take you from the earning potential of a qualified professional in your field to the earning potential of a partner or business owner plus a million dollars. Topics covered include the following: 1. How do high-performing salespeople behave? - A study of the stars. This is actual field research conducted by the instructor for a client in the most successful dozen of hundreds of salespeople selling for a major commercial truck manufacturer. 2. The consultative selling process: the background leading to the sale. The instructor describes the process of creating a "sales funnel" that begins with knowing your market, building awareness, personal and company branding. 3. consultative conversation. This section describes the "liking" factors, the dialogue process (thinking together), the problem-solving models that allow you to start adding value right away by helping the customer diagnose their problems and create solutions that incorporate the features and the benefits of your service or product. The instructor shares a detailed real proposal of his consulting services that were sold for more than a million dollars. It also shares a case study and suggests potential test statements that will help close the sale. 4. Sales Service: Many sales courses end with the famous "closing." However, this instructor insists that the initial closing of a deal is only the beginning of a relationship and describes the after-sales service and quality control process that leads to additional sales opportunities. 5. The Essential Communication Skills – The final section of the course is training in the foundational communication skills of asking open-ended questions, listening thoughtfully, and expressing empathy that are essential to all quality relationships and essential to consultative selling. There is nothing theoretical about this course. Relies entirely on instructors for many years as the lead rainmaker for a successful consulting firm. Larry Miller has over thirty-five thousand online students, sixteen courses, and numerous best-selling courses. He has also published eleven books, two of which were on the NY Times Best Seller list. Feedback from previous students: "The course exceeded my expectations, its content is of quality and it was beautifully delivered. I could start applying things I learned tomorrow morning and I probably will. Thank you!" Andrei Nechifor "Yes, Lawrence Miller explains everything in detail. It is very good to know what to expect and why. In addition, it is very informative about training and individual performance against the team. The lines are presented quite clearly. There was a lot of great material, including feedback and open-ended questioning techniques that are definitely helpful in coaching and management. "Deanne Duncan" An outstanding leader and amazing teacher. This professor transformed the way I am doing business. It made me a better business consultant and executive coach. All respect and love for him. Once you take one of his courses, you will become addicted to his teachings and courses. "Nabil El Hady" This course is fantastic, and I say this as someone who is very familiar with Lean. I am now using this course as part of my consulting practice to help my clients learn efficient management, quality improvement and the kata of high performance teams. The quality of the instruction is outstanding on all fronts, and even more so considering the low cost that can be accessed here on Udemy (either by buying it for myself or for others who need the material). Larry, thank you for what you have created here. This is an excellent resource for the direct practitioner as well as the trainer/consultant looking to help clients learn, implement, and master these methods. I really appreciate what you've done. "Josh White" The course was very informative, with proper guidelines and activities to practise. Miller is amazing at explaining things with the right choice of words. Thank you again. Divya I love it! it is concise, easy to understand even for me. I am just a beginner, but the explanations are very clear. He is a great teacher! Although it is a lot of information, I really enjoyed this course.
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