It has been said people buy from people they like and trust. That is a true statement. The more likeable you are the more sales success you will have. In this course you will learn how to quickly and easily build trust during your sales presentation.
Learn how to craft compelling sales stories to use throughout the entire sales process — from the moment you meet a prospect, to building rapport, making the sales pitch, resolving objections, closing the sale, and even service after the sale. This course is based on Paul Smith’s bestselling book, Sell with a Story, and covers why you should be using stories, what stories you should be telling, and how to craft those stories using a proper story structure and techniques to create the right emotional engagement, a surprise ending, use of details, delivery techniques, and more. Stories sell. And the people who can tell a good sales story will sell more than people who can’t.
How are you going to create demand for your products and services? This two-part course examines eleven marketing programs in depth, including email marketing, SEO, content marketing, and advertising, with examples of how you can apply the right ones to your business. Explored in this course are tactics for deploying the marketing programs you choose, examples of their use, and their impact on your overall marketing budget.
In order to grow a successful business, you must determine the right sales channels for your business. While the market and your competition might dictate which models are currently being used, we have found that exploring new channels of distribution can be a competitive advantage for you.
We are going to take you through eight of the most popular sales channels (both direct and indirect). Those models are:
- Online / Direct to Consumer
- Direct Sales (Inside and outside sales)
- Manufacturers Rep / Independent Rep
- OEM / White Label
“If you build it, they will come” may be a great movie line, but it doesn’t apply to finding customers for a new business. Instead, you need to create demand for your product or service using a mix of marketing and sales techniques. This course delves deep into acquisition strategy by outlining the building blocks of a successful marketing and sales program, from social media to net promoter scores.
Techniques for identifying the right acquisition programs for your target market and metrics for measuring the effectiveness of individual initiatives are highlighted throughout so you can evaluate programs and optimize acquisition costs as you go.
Guidelines for aligning marketing and sales activities with product, positioning, and brand strategy are included, as are methods for calculating cost per acquisition and other key financial planning data. Tactics and worksheets will be reviewed in a workshop focused on creating an acquisition plan that connects your business with its first customers.
These days, entrepreneurs have more ways than ever to sell their products or services, including directly to consumers online. The trick is to identify which selling strategies will yield the right mix of profits and market share.
While using direct sales methods enables you to pocket more of the margin and establish direct connections with your customers, indirect sales methods can spread your products far and wide quickly and help your brand gain a foothold fast.
We also cover how to more effectively sell in this multichannel world we live in. You must sell where your customer expects to find you, otherwise they will go somewhere else.
Marketing objectives are the ultimate "To Achieve" list for all of your marketing activities. But you must set concrete and measurable goals. This course explores the different between week and strong objectives, ideas for types of objectives to set, and includes a workshop that will prepare you for drafting marketing objectives for your own business. Types of objectives explored include pricing, awareness and branding, social media, site traffic, sales growth, market share, and more.
Who are you selling to? While entrepreneurial optimism might lead you to believe the entire world is your market, success depends on a focused and detailed definition of your core audience. Demographic profiling is just the start; identifying your target market should also include delving into psycho-graphic characteristics such as belief systems and lifestyle choices.
In addition to providing starter lists of demographic and psychographic attributes that enable you to build a customer persona, this course includes tips for developing your own business-specific market characteristics, with advice specifically for B2B businesses and companies operating across international borders and cultures.
You’ll also access methods for ensuring that the target market you pinpoint is consistent with other elements of your go-to-market strategy, from acquisition marketing channels to pricing and promotions. The opportunity to apply tactics step by step in a workshop exercise empowers you to develop a target market definition unique to your business and in alignment with your startup goals.
Learn how to create unlimited leads for your business. Eric will share with you his powerful and proven strategies for creating leads. First, we will cover lead generation best practices to generate hundreds or even thousands of additional leads. Next, you will earn the mindset of a superstar lead generator. And finally, Eric will share his #1 lead generation strategy that has generated more than 1,000 leads for him.
Setting sales appointments is one of the most critical things you can do in the sales process. This course will allow you to master the art of setting an unlimited number of appointments. First, you will learn how to use goal-setting to instantly increase the number of appointments on your calendar. Next Eric will cover practical tips on how to leverage social media to keep your calendar filled with appointments. And finally, Eric will give you proven appointment setting script ideas and appointment setting templates idea that you can immediate implement.
This course is a perfect starting point for you to learn marketing. The goal of this course is to make you understand the philosophies of marketing and teach you how you would be able to apply those philosophies in your businesses and organizations so that you achieve the success you are looking for. The material related to the topics is provided within the videos, which is very convenient for an easy and pleasant learning experience. So, enroll in this course and learn marketing.
Generating more referrals is a proven way to get more leads and make more sales. Eric Lofholm has generated over 10,000 referrals over the last 25 years. In this course Eric shares many of his best referral generating ideas. The ideas are practical and easy to implement. The best part is the ideas really work. Eric will teach you the following: (1) 5 of Eric's top referral generating ideas. (2) Eric's #1 strategy to generate more leads by leveraging networks. (3) How Eric used a referral strategy to land his dream job.
How do your customers see you? Market positioning is at the intersection of your offering and your customers – in the form of both the promise you make in the form of messaging, and customer perceptions of how well you deliver on that promise. Your goal is to uniquely claim a niche in the marketplace that encapsulates the value you deliver to your audience. To help define your claim, this course provides a six-step framework for honing your positioning.
You’ll examine the facets of your business to find the elements you deliver that resonate most with customers, use starter wording templates as a jumping-off point, and validate your work with seven key criteria. Multiple examples from product, technology, and service companies are discussed throughout – including how poor repositioning of one of American’s best-known brands damaged the company.
What do you offer your audience that no one else can? Defining your unique competitive advantage is the foundation of a successful business launch. This course equips you with a framework for identifying your company's unique competitive advantage, from surveying the competitive landscape to pinpointing what sets you apart.
The easiest way to persuade or influence someone is to find out what they want and give it to them. The way we find out what they want is by asking questions. In this course, you will learn different techniques to ask powerful questions to identify the needs of your prospect.
Contrary to popular belief, your business should have plenty of competitors. Thriving competition shows you’ve pinpointed a viable market. Defining and segmenting your competitors helps you better articulate your company’s unique value, while reassuring investors that your offerings will fill an existing need others recognize as an opportunity. In this learning stream, we’ll delve deep into the competition, with strategies for identifying and evaluating competitors and classifying them to discern where opportunities lie to fill gaps in the market.
In this course, you will learn techniques and strategies on how to bring benefits to life in your sales presentation. A common statement in sales is that people buy you. Although I believe being likeable is very important in sales, what people buy are benefits. People do things for self-serving reasons. After going through the course you will have the techniques you learn for the rest of your sales career.
Most salespeople agree they should be doing more prospecting. They also agree that if they prospected more there sales would go up. In this course I share with you proven techniques on how to prospect. I will also share how to shift your mindset do you can boldly, fearlessly prospect anyone. Many of the techniques I cover you will be able to immediately use to prospect for more business. If you know that you would make more sales by increasing your prospecting then this is a must listen to course. Each idea you learn you will have for the rest of your life!
To determine the size of your potential market, tighten the focus until you have a clear and specific picture. By applying successive industry and market segment funnels, you can arrive at a target market which is both credible to investors and feasible for you to serve well. This course introduces the market funnel framework, a three-step process for defining your target audience and sizing segments in terms investors can use and you can apply to your financial plan.
In this course you will learn how to close the sale. Closing is a learned skill. Prior to me learning how to close I was the bottom producer on the team at my first sales job. Once I learned how to close I 5x my sales results in less than 3 months. I have gone on to do millions and millions of dollars in sales since. In this course I share with you my best ideas! Many of the techniques you will literally be able to use in your very next sales presentation.
These days, entrepreneurs have more ways than ever to sell their products or services, including directly to consumers online. The trick is to identify which selling strategies will yield the right mix of profits and market share. While using direct sales methods enables you to pocket more of the margin and establish direct connections with your customers, indirect sales methods can spread your products far and wide quickly and help your brand gain a foothold fast.
In this course, we will walk you step by step through a framework for creating a robust selling strategy for your business. From looking at your competition to making sure each selling model you choose is financially feasible, we will provide you with insights that will guide you towards making the right decisions around selling for your business.
Our worksheets and exercises will enable you to identify the sales techniques that will win customers most profitably.
This course will cover a very important "P" of marketing and that is "Promotion". Many interesting topics are covered in this course, started from understanding what communication is followed by the components of communication. Then, the main topic of the course which is "Integrated Marketing Communication" is explained in much detail covering topics like promotion mix and all the ingredients (tools) of the promotion mix.