Sales Training Resource Library

This library focuses on the skills sales people require to develop new business.

Sales Library I – 154 courses

Includes self-directed courses in the following areas:

  • Learning specific business development strategies and techniques • Learning how to develop customer information and identify needs • Learning active listening skills to understand customers’ needs and problems • Learning how to recover lost sales and business • Learning effective negotiating skills • Learning niche selling strategies • Learning the reasons behind objections and techniques and strategies to overcome them • Understanding how customer perceptions and expectations impact the sale and strategies to shape them to the sales person’s advantage • Learning how to differentiate and positively position oneself • Learning how to understand the impact of pricing and how to overcome pricing objections • Learning how to develop and make effective sales presentations • Learning specific sales skills and strategies to overcome a variety of common problems and pitfalls • Learning specific strategies to sell value • Understanding how to overcome sales stalls.

Professional Development

This library focuses on the development of personal and professional selling skills.

Sales Library II – 86 courses

Includes self-directed courses in the following areas:

  • Understanding the importance of ethics and integrity in sales • Understanding how to develop effective networking skills • Learning how to personally manage sales responsibilities and tasks • Learning how to manage rejection and maintain personal motivation • Learning successful personal sales planning strategies and techniques • Learning how to build and sustain sales productivity • Learning how to maintain effective selling attitudes • Learning specific techniques to develop selling expertise • Learning effective sales calling strategies and techniques • Learning specific sales development strategies and techniques • Learning how to develop specific sales knowledge to sell competitively • Learn how to develop and make effective sales presentations • Learning specific sales strategies to sell in specific situations and circumstances.

Selling to Large Accounts and Buying Groups

This library focuses on the skills sales people require to sell large accounts and buying groups and committees.

Sales Library III – 82 courses

Includes self-directed courses in the following areas:

  • Understanding the nature and structure of buying groups • Understanding the sales dynamics in buying groups • Understanding the importance of ethics and integrity in selling to buying groups • Understanding the strategies to use when selling large and major accounts • Learning effective negotiating skills • Learning niche selling strategies • Learning how to differentiate and positively position oneself • Learning how to understand the impact of pricing and how to overcome pricing objections • Learning how to develop and make effective sales presentations • Learning how to develop specific sales knowledge to sell competitively • Learning specific sales strategies to sell in specific situations and circumstances • Understanding how to overcome sales stalls.

Competitive Selling Strategies

This library focuses on the development of competitive sales strategies to effectively position themselves against competitive actions.

Sales Library IV – 124 courses

Includes self-directed courses in the following areas:

  • Learning how to use specific competitive selling skills and strategies • Learning how to develop customer information and identify needs • Learning active listening skills to understand customers’ needs and problems • Understanding the importance of ethics and integrity in competitive selling situations • Learning how to recover lost sales and business • Learning niche selling strategies • Learning how to differentiate and positively position oneself • Learning successful personal sales planning strategies and techniques • Learning what to do to cement the sales after the commitment has been made • Learning how to understand the impact of pricing and how to overcome pricing objections • Learning how to develop specific sales knowledge to sell competitively • Learning how to maintain effective selling attitudes • Learning specific techniques to develop selling expertise • Learning effective sales calling strategies and techniques • Learning specific sales development strategies and techniques • Learning how to develop specific sales knowledge to sell competitively • Learning specific strategies to sell value.

Overcoming Objections, Stalls and Sales Barriers

This library focuses on the skills sales people require to understand the causes of objections and the strategies to overcome them.

Sales Library V – 144 courses

Includes self-directed courses in the following areas:

  • Understanding how to build and develop customer relationships • Understanding what customers want • Learning specific business development strategies and techniques • Learning how to manage and control angry and hostile customers • Learning active listening skills to understand customers’ needs and problems • Learning how to recover lost sales and business • Understanding the reasons why objections occur and strategies and techniques to overcome them • Learning how to understand the impact of pricing and how to overcome pricing objections • Learning why qualifying is important to overcome future objections • Learning effective qualifying strategies and techniques • Learning how to overcome and handle sales rejection • Learning how to develop specific sales knowledge to sell competitively • Learning what customers are communicating when they stall or present objections • Learning specific techniques to develop selling expertise • Learning specific sales development strategies and techniques • Learning how to develop specific sales knowledge to sell competitively.

Fundamental Selling Skills

This library focuses on the fundamental skills required of all sales people, whether they are novices or seasoned veterans.

Sales Library VI – 243 courses

Includes self-directed courses in the following areas:

  • Learning how to deal with buyer’s remorse • Learning effective closing techniques and strategies • Learning effective cold calling techniques and strategies • Learning how to effectively use sales communication strategies and techniques • Understanding how to build and develop customer relationships • Understanding what customers want • Understanding the importance of ethics and integrity in competitive selling situations • Learning active listening skills to understand customers’ needs and problems • Learning how to recover lost sales and business • Learning effective negotiating skills • Learning niche selling strategies • Learning the reasons behind objections and techniques and strategies to overcome them • Learning successful personal sales planning strategies and techniques • Learning how to differentiate and positively position oneself • Learning what to do to cement the sale after the commitment has been made • Learn how to develop and make effective sales presentations • Learning effective prospecting techniques and strategies • Learning why qualifying is important to overcome future objections • Learning effective qualifying strategies and techniques • Learning how to overcome and handle sales rejection • Learning effective sales calling strategies and techniques • Learning specific sales development strategies and techniques • Learning how to develop specific sales knowledge to sell competitively • Learning specific strategies to sell value • Learning how to maintain effective selling attitudes • Learning specific techniques to develop selling expertise • Understanding the reasons why objections occur and strategies and techniques to overcome them • Learning specific strategies to sell value • Learning what customers are communicating when they stall or present objections • Learning specific sales strategies to sell in specific situations and circumstances.

Developing Sales Knowledge and Expertise

This library focuses on the skills sales people require to develop the three areas of sales knowledge, customer, product and competitive information, and how to apply them to create a competitive advantage.

Sales Library VII – 148 courses

Includes self-directed courses in the following areas:

  • Learning how to combat low cost competitors • Developing competitive information and knowledge • Learning how to evaluate the competition • Learning how to develop adequate customer knowledge • Learning how to identify customer needs and problems • Learning how to use competitive and customer knowledge to make the sale • Learning active listening skills to understand customers’ needs and problems • Understanding how to understand and use customer needs to position oneself to make the sale • Learning how to differentiate and positively position oneself • Understanding how customer perceptions and expectations impact the sale and strategies to shape them to the sales person’s advantage • Understanding the importance of in-depth product knowledge • Learning why qualifying is important to overcome future objections • Learning effective qualifying strategies and techniques • Learning how to use effective questioning strategies and techniques to develop customer and competitive information and knowledge • Knowing how to use customer, competitive and product information to develop increasing depth of sales knowledge expertise • Learn how to develop and make effective sales presentations • Learning the reasons behind objections and techniques and strategies to overcome them • Learning specific strategies to sell value.

Understanding the Customer

This library focuses on the skills sales people require to completely understand the customer’s business including needs, problems, expectations and perceptions.

Sales Library VIII – 227 courses

Includes self-directed courses in the following areas:

  • Learning what is important to the customer and developing their confidence • Learning the importance of adequate customer education about one’s products and services • Understanding how to identify and manage customer expectations • Learning what causes customer fears and how to overcome them • Learning how to identify the customer’s needs and how to meet them • Learning how to identify customer “hot spots” or problems and how to respond to them • Understanding the importance of ethics and integrity in sales • Learning how to manage and control angry and hostile customers • Learning active listening skills to understand customer’s needs and problems • Learning how to recover lost sales and business • Learning niche selling strategies • Learning how to differentiate and positively position oneself • Understanding the critical steps sales people must take after the sale • Learning what to do to cement the sale after the commitment has been made • Learning how to understand the impact of pricing and how to overcome pricing objections • Learning why qualifying is important to overcome future objections • Learning effective qualifying strategies and techniques • Understanding the reasons why objections occur and strategies and techniques to overcome them • Learning specific strategies to sell value • Learning what customers are communicating when they stall or present objections • Learning specific sales strategies to sell in specific situations and circumstances • Learning how to develop and make effective sales presentations • Learning specific strategies to sell value.

Sales Planning and Development

This library focuses on the skills sales people require to plan and manage their territories, sales and accounts.

Sales Library IX – 212 courses

Includes self-directed courses in the following areas:

  • Understanding the importance of goal setting and time management practices and strategies • Understanding how to establish and attain realistic sales goals • Learning niche selling strategies • Learning how to personally manage sales responsibilities and tasks • Learning how to manage rejection and maintain personal motivation • Learning successful personal sales planning strategies and techniques • Learning how to build and sustain sales productivity • Learning how to differentiate and positively position oneself • Learning how to understand the impact of pricing and how to overcome pricing objections • Learning why qualifying is important to overcome future objections • Learning effective qualifying strategies and techniques • Understanding the reasons why objections occur and strategies and techniques to overcome them • Learning specific strategies to sell value • Learning how to overcome and handle sales rejection • Learning effective sales calling strategies and techniques • Learning specific sales development strategies and techniques • Learning how to develop specific sales knowledge to sell competitively • Learning specific strategies to sell value • Learning how to maintain effective selling attitudes • Learning specific techniques to develop selling expertise • Learning what customers are communicating when they stall or present objections • Learning specific sales strategies to sell in specific situations and circumstances • Learning how to use and apply specific sales planning tools and strategies • Learning how to effectively manage a sales territory • Learning specific account management strategies and techniques • Learning sales performance strategies and management strategies and techniques • Learning sales performance strategies and techniques to increase overall productivity • Learning specific strategies, techniques and practices to improve sales performance.

Customer Retention Strategies

This library focuses on the skills sales people require to increase customer satisfaction and retention as well as to grow the existing business.

Sales Library X – 76 courses

Includes self-directed courses in the following areas:

  • Understanding how to effectively manage and resolve customer complaints • Understanding how to apply specific customer retention strategies • Understanding why customer retention is important • Understanding the customer’s needs and problems • Understanding how to make customers feel important and how to value their business • Understanding the importance of dealing ethically with customers and how to treat them with integrity • Managing and controlling angry and hostile customers • Understanding the reasons behind customers’ frustration and hostility • Understanding how to use active listening skills to increase customer satisfaction • Understanding the strategies to be used to recover lost business • Understanding the post sale actions to take to cement the customer’s business and allay their fears • Understanding how to counter competitive actions and pressures • Understanding how to build and add additional sales in existing customers.

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