Search eLearning Library for: Selling
Signature 116 courses
TrainingBriefs® 393 courses
LearningBytes® 133 courses
Advantage 32 courses
Advantage Plus 6 courses
Safety Classics 105 courses
SafetyBytes® 221 courses
Interactive Tools 31 courses
TrainingBriefs® Recognizing Sales Opportunities
New Micro-Learning! One way in which you can support the sales process is by recognizing and responding to sales opportunities as they present themselves. The key, just like it is with any sales strategy, is to ask questions and then really listen to the answers using the ask, listen, clarify and confirm strategy. This will help keep the customer engaged and confirm understanding of the opportunity.
Win the S.A.L.E.™ Supporting the Sale
Sales support is essential to keeping the sales funnel and process moving. This program contains time-tested and optimized training that educates and inspires employees with limited sales experience, enabling them to strengthen your organization's sales performance, top-to-bottom. Note: This program (and materials) is designed for sales service and support team embers and professionals.
Win the S.A.L.E.™ One Step at a Time
This program is especially relevant for participants who are new to sales or have limited sales experience. Buyers in organizations today are highly sophisticated. They prefer to collaborate with salespeople who are equally sophisticated and professional. They expect sales professionals to be knowledgeable, skilled and trusted advisors, providing solutions for the needs of their organizations. A goal for sales professionals, therefore, is to surpass the competition. This workshop helps sales professionals reach that goal by providing a basic formula to build rapport and manage the sales process with prospects and customers.
TrainingBriefs® Selling with Integrity
Updated! One definition of being ethical is “conforming to professional standards of conduct.” Herein lies both a problem and an opportunity for those of us in the world of sales. The problem lies in the fact that many people do not think of sales as a profession. Negative stereotypes have caused them to avoid or look down at a salesperson with disdain.
Got Leadership?™ Ethical Selling
Sales professionals are asked to understand customer problems and business issues, propose innovative solutions and provide efficient follow-up services all while keeping costs down as much as possible. By the end of this course, you will be able to identify the actions you - as a leader - can take to raise the bar of professionalism in sales.
Got Sales?® Cross-Selling and Up-Selling
Cross- and up-selling offers customers additional value by exposing them to solutions they might never have considered. They are both key to the selling process. By the end of this module, you will be able to identify the difference between cross-selling and up-selling, their importance and their techniques.
Got Sales?™ Consultative Selling
In consultative selling, customer needs are the basis of the sales conversation. The salesperson doesn’t present product or service solutions without first making sure they address a customer need. By the end of this course, you will be able to identify the reasons you should sell consultatively and the techniques for doing so.
Got Sales?™ Outbound Telephone Selling Techniques
Outbound telephone selling is the process of using the telephone to proactively contact customers and engage in open-dialogue (non-scripted) sales conversations. By the end of this course, you will be able to identify the importance of outbound telephone selling Techniques and the techniques for outbound telephone selling.
Got Sales?™ Sales Opportunity Management
Sales opportunity management is the process of following up and managing the necessary activities to convert leads into closed deals. Typically, the more expensive the product, the more steps you can expect in the sales cycle. By the end of this course, you will be able to identify the importance and techniques for sales opportunity management.
Got Sales?™ Territory Planning
Territory planning is the process of creating the strategy and tactics necessary to deliver the required revenue and market share from a customer base. A territory may be geographic or it may consist of assigned accounts. By the end of this course, you will be able to identify the importance of territory planning and the techniques for territory planning.
TrainingBriefs® Ethical Dilemma - Insider Information
Updated! In this course, you’ll observe two coworkers having a casual conversation when one of them makes the suggestion of obtaining inside information to win a contract bid. As you complete this course, ask yourself “would I know what to do in this situation?”
Win the S.A.L.E.™ Coaching for Sales Success
Coaching is essential to the success of any employee... but when it comes to a sales person, coaching makes a profound impact on performance, attitude and service! This program helps sales managers quickly recognize and respond to common challenges/issues they face by providing a four-step process (S.A.L.E.) which can be used to motivate and coach sales teams and staff.
Got Sales?™ Product and Solution Understanding
Product and solution understanding is the broad and deep knowledge of common product or service problems and their associated solutions, including competitive alternatives. It also includes understanding how customers use your solutions within a variety of applications.
Got Sales?® Qualifying
Qualifying is the disciplined questioning and analysis required to accurately assess the needs and interest of customers. It's not a one-time event, but performed throughout each sales interaction to ensure customer satisfaction. By the end of this course, you will be able to identify the importance of qualifying and the techniques to successfully qualify an opportunity.
Win the S.A.L.E.™: Putting it All Together
Designed for service and support professionals. This program is a comprehensive for employees with limited sales experience, enabling them to strengthen your organization's sales performance, top-to-bottom.
Got Sales?® Customer Care
Customers are the lifeblood of the business; customers are the reason the business exists; and customers provide the revenue that pays the salaries of the people who work within your organization. Caring for customers should then seem natural, but distractions, the demands of the job, and the pressures of the day often detract from the high level of service customers have come to know and expect.
Got Sales?™ Continuous Learning
Continuous learning is the motivation and ability to take responsibility for ongoing learning and personal development in job-related knowledge and skills. By the end of this course, you will be able to identify the importance of continuous learning and the techniques that will enable you to continually learn on the job.
Got Sales?™ Handling Objections
Handling objections is the process of dealing with concerns the customer articulates. By the end of this lesson, you will be able to identify why handling objections is important, the three common types of objections, and the three-step model for overcoming them.
Got Sales?™ System Proficiency
Systems proficiency is the ability to acquire data about your organization and your competitor’s products and services, document information about your customer, and enter orders. By the end of this lesson, learners will be able to identify the importance of System Proficiency and the different types of organizational systems.
Got Sales?™ Value Proposition
A value proposition is the evidence a salesperson presents that demonstrates what the customer will receive exceeds the cost of the solution. Think of the value proposition as an old-fashioned scale; the benefits of the solution must outweigh the costs.