Strategic Sales Foundation Course

| Created on December 4, 2019 | 314 views
Specializations
Business
Fields
Sales
Strategic Sales Foundation Course Click to Preview Course
About Reviews
Course Description

As oxygen is to life, so is sales to every business. No business can survive without sales. It is instructive to note that not everyone that bears the title of a salesman understands the art and science of selling. Selling is a way of enabling the customer to achieve what they want. It is about creating a positive experience for the eventual customer all along the journey of making the buying decision. Any business that wants to succeed must have effective sales handlers.

In this course you will learn how to go from dummy salesman to sales guru, you will learn the psychology of selling and how to craft messages that will evoke the right emotions for taking the buying decision.

Psychology of Selling is the study of the mind and behaviour of customers when buying products or services. It is about being able to recognise and connect with the customers at the point of value, be it pleasure or pain.

This understanding has helped salespeople to be able to manage their interactions with customers as they are able to predict the patterns of customer behaviours while relating with their company or products.

This course focuses on all the core areas of knowledge and competence that is expected of a modern-day sales person. Methods, practices, and tools that are an essential part of tactical and strategic sales will be explored during the course.

Today, customers are more savvy, hence, salespeople of today need to adopt modern techniques in selling. The good news is: this course will help teach you those techniques.

Course Outline
1. The Psychology of Selling 22 min, 4 sec
  • 1.0 Introduction 1 min, 15 sec
  • 1.1 The Art and Science of Selling 2 min, 2 sec
  • 1.2 The Buyer Behaviour 12 min, 21 sec
  • 1.3 The Emotions and Logic of Buying 3 min, 57 sec
  • 1.4 The Winning Mindset 2 min, 27 sec
2. Personal Effectiveness 14 min, 3 sec
  • 2.0 Introduction 17 sec
  • 2.1 Knowledge 2 min, 6 sec
  • 2.2 Attitude 2 min, 51 sec
  • 2.3 Grooming 1 min, 22 sec
  • 2.4 Time Management 3 min, 4 sec
  • 2.5 Emotional Intelligence 3 min, 15 sec
  • 2.6 Personal Leadership 1 min, 6 sec
3. Selling Skills 8 min, 8 sec
  • 3.0 Selling Skills - Introduction 44 sec
  • 3.1 Communications 44 sec
  • 3.2 Listening 59 sec
  • 3.3 Problem Solving 1 min, 22 sec
  • 3.4 Negotiation 2 min
  • 3.5 Empathy 40 sec
  • 3.6 Resilience 55 sec
  • 3.7 Motivation 42 sec
4. Relating with Customers 23 min, 18 sec
  • 4.0 Relating With Customers - Introduction 49 sec
  • 4.1 The Customer Personality Types 6 min, 6 sec
  • 4.2 The Customers Journey 6 min, 11 sec
  • 4.3 Relationship Types 3 min, 48 sec
  • 4.4 Building Rapport and Trust 6 min, 22 sec
5. Understanding Customer Needs 15 min, 16 sec
  • 5.0 Understanding Customer Needs - Introduction 35 sec
  • 5.1 The Customer and The Consumer 1 min, 30 sec
  • 5.2 The Need and Wants 8 min, 12 sec
  • 5.3 Questioning and Listening 2 min, 33 sec
  • 5.4 Creative Problem Solving (CPS) 2 min, 23 sec
6. Handling Objections and Closing Sales 14 min, 3 sec
  • 6.0 What is a Sales/Customer Objection? 4 min, 50 sec
  • 6.1 Major Types of Objections 1 min, 30 sec
  • 6.2 Identifying the Customer Issues 37 sec
  • 6.3 How to Handle Objections 5 min, 10 sec
  • 6.4 Techniques for Closing Sales 1 min, 54 sec
7. Performance Management & Reporting 16 min, 41 sec
  • 7.0 Introduction 58 sec
  • 7.1 Understanding the Critical Success Factors (CSFs) 1 min, 14 sec
  • 7.2 Input and Output KPIs 4 min, 45 sec
  • 7.3 Goal Setting and Planning 5 min, 57 sec
  • 7.4 Sales Reporting 3 min, 45 sec
8. Understanding Sales and Marketing in Organisations 23 min, 13 sec
  • 8.0 Introduction 1 min, 12 sec
  • 8.1 Difference between Sales and Marketing 6 min, 52 sec
  • 8.2 Aligning Sales and Marketing 7 min, 23 sec
  • 8.3 The 4Ps + 1P of Marketing 2 min, 57 sec
  • 8.4 Exploring Traditional & Digital Marketing Methodologies 4 min, 47 sec
9. Prospecting for New Businesses 12 min, 13 sec
  • 9.0 Introduction 1 min, 20 sec
  • 9.1 Understanding your Target Market 50 sec
  • 9.2 Identifying the Best Methods/Channels 1 min, 4 sec
  • 9.3 Lead Generation and Qualification 4 min, 9 sec
  • 9.4 Planning and Preparation for Prospecting 4 min, 46 sec
10.0 Sales Growth Strategies 19 min, 56 sec
  • 10.0 Introduction 2 min, 41 sec
  • 10.1 Vertical and Horizontal Growth 3 min, 43 sec
  • 10.2 Ansoff Growth Matrix 6 min, 1 sec
  • 10.3 The BCG Growth Matrix 3 min, 31 sec
  • 10.4 Excellent Customer Service 2 min, 22 sec
  • 10.5 Referrals Strategy 1 min, 35 sec
Requirements

none

Audience

Who is this course for


This strategic sales course is ideal for newbies, junior to mid-level sales professionals and other people who are moving into a role that involves selling. Experienced professionals can also attend to refresh their knowledge.

This sales course is delivered in a highly engaging and interactive way, tailored to the specific needs of contemporary sales and aspiring professional.

This course is for you if:

  • You are struggling to generate leads
  • You have trouble converting leads into sales
  • Wish you were selling more
  • Starting a career in sales
  • Want to switch to a career in sales
  • Started a new role in sales
  • Want to improve yourself as a sales person
  • Want to learn how to sell
About Instructor
Gbenga Johnson

Olugbenga has over 18 years of field and strategic sales management experience that spanned various industries in Nigeria; which include The Coca-cola Hellenic (NBC PLC) Nigeria where he spent about 6 years in senior sales roles. In other companies, he has held positions with the responsibilities for developing new businesses, salvaging comatose ones and creating new opportunities for business expansion in those that are doing well.

He has attended trainings and workshops, both within and outside the country in his efforts to build his managerial capacity and to also learn how to help businesses understand and develop their winning route-to-market agenda. His experience and passion for seeking and impacting knowledge has also enriched him the ability to provide support to various organisations in the area of strategy, management and training. He is an alumnus of the Obafemi Awolowo University, Ile-Ife. He also obtained an Action Learning MBA from The Business School Netherland in 2013, graduating with a Distinction.

He was elected a Fellow of The Institute of Sales and Marketing Management United Kingdom in 2011, a Fellow of The Institute of Management Consultants, Nigeria (2017) and a Distinguished Fellow of the Professionals Foundations of Nigeria (PEFON) in 2018. He is a prolific public speaker and facilitator with a focus on topics that are centered around entrepreneurship, sales, business management, and leadership.

Currently, he is the CEO of Autusbridge Consulting Ltd, a training, consulting and technology firm based I Lagos, Nigeria.

Frequently Asked Questions
  • What is a sales strategy?

    A sales strategy is a differentiated plan or approach a business or individual use in selling its products and services to target customers. A sales strategy allows an organization's sales force to position the company and its product(s) and service(s) to target customers in a meaningful, differentiated way.

  • What is a strategic sales plan?

    A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization's strategy and provides the resources and tactics for reaching sales goals. It defines your company's go-to-market strategy and expected costs and returns.

  • Who Develops Sales Strategies in a company?

    Sales strategies are usually developed by an organization’s management/owners, along with its sales, marketing and advertising managers/personnels.

  • Can a Fresh Graduate take this Sales Course?

    Yes, this course can be taken be a fresh graduate or anybody without any background in sales.

  • What is Sales?

    Sales are all activities involved in selling a product or service to a consumer or business. It is also the number of goods or services sold in a given time period.

Strategic Sales Foundation Course
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