Professional Selling: Step 1 – Think Like a High-Performer – Gehi Law

About Course

Offered by

Kennesaw State University

Instructors

Scott Inks

Terry Loe

Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of sales and the sales process. Learners will gain a clear understanding of the sales process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course One will be provided “The Road Map” to the sales process and learn how the highest performing salespeople think about sales and sales activity. Important to successfully developing strong relationships is understanding how to build trust and how salespeople move customers through their purchasing decisions.

Course Content

Lets get started
The Sales Road Map and the Mental Approach to Success: The Sales Road Map provides an overview of each stage of the sales process. Important to navigating the sales road map is knowing how high performing salespeople think about their approach to moving prospects through their purchasing decisions.

01_01_instructor meet

02:21
02_01_content-overview-the-road-map

02:15
02_02_sales-philosophy-ideas-have-consequences

04:14
02_03_advice-for-new-sales-hires

04:00

02_how-we-think-about-sales
How sales works. This module provides tips for salespeople just entering sales, the science behind the sales process, and the most effective approaches to learning the process. Participants will also be introduced to how buyers think and how they make purchasing decisions.

03_nurturing-professional-relationships-with-trust
Building Trusting Relationships: Relationships are built upon trust and this module will teach participants the components of trust and how to become more trustworthy.

04_communicating-with-confidence
Building Strong Communication Skills: Module Four will present the basis of effective communication and how to improve verbal and nonverbal communication skills essential to sales success.

05_understanding-the-buyers-journey
Understanding the Buyer’s Journey: This module will introduce learners to the buyer’s decision process and the factors buyers consider when making purchasing decisions.

Professional Selling: Step 1 – Think Like a High-Performer

About Course

Offered by

Instructors

Course Content

01_01_instructor meet

02_01_content-overview-the-road-map

02_02_sales-philosophy-ideas-have-consequences

02_03_advice-for-new-sales-hires

01_01_the-importance-of-the-process

01_02_the-science-of-selling

01_03_the-buying-decision-process

01_04_the-buying-decision-process-an-example

01_05_learning-the-sales-process

03_nurturing-professional-relationships-with-trust
Building Trusting Relationships: Relationships are built upon trust and this module will teach participants the components of trust and how to become more trustworthy.

01_01_the-importance-of-trust

01_02_components-of-trust

01_03_focus-on-competence

01_04_how-to-be-dependable

01_05_customer-orientation

01_06_power-of-candor

01_07_pursue-compatibility

04_communicating-with-confidence
Building Strong Communication Skills: Module Four will present the basis of effective communication and how to improve verbal and nonverbal communication skills essential to sales success.

01_01_the-fundamental-objective

01_02_the-communication-process

01_03_the-power-of-active-listening

01_04_word-choice-is-important

01_05_non-verbal-communication

05_understanding-the-buyers-journey
Understanding the Buyer’s Journey: This module will introduce learners to the buyer’s decision process and the factors buyers consider when making purchasing decisions.

01_01_the-willingness-to-buy

01_02_mitigating-the-risk

01_03_understanding-the-buyer

01_04_buying-decision-process-part-1

01_05_buying-decision-process-part-2

01_06_marketing-channel-differences

Copyright ©2024 | LMS GEHI & ASSOCIATES

About Course

Offered by

Instructors

Course Content

01_01_instructor meet

02_01_content-overview-the-road-map

02_02_sales-philosophy-ideas-have-consequences

02_03_advice-for-new-sales-hires

01_01_the-importance-of-the-process

01_02_the-science-of-selling

01_03_the-buying-decision-process

01_04_the-buying-decision-process-an-example

01_05_learning-the-sales-process

03_nurturing-professional-relationships-with-trust Building Trusting Relationships: Relationships are built upon trust and this module will teach participants the components of trust and how to become more trustworthy.

01_01_the-importance-of-trust

01_02_components-of-trust

01_03_focus-on-competence

01_04_how-to-be-dependable

01_05_customer-orientation

01_06_power-of-candor

01_07_pursue-compatibility

04_communicating-with-confidence Building Strong Communication Skills: Module Four will present the basis of effective communication and how to improve verbal and nonverbal communication skills essential to sales success.

01_01_the-fundamental-objective

01_02_the-communication-process

01_03_the-power-of-active-listening

01_04_word-choice-is-important

01_05_non-verbal-communication

05_understanding-the-buyers-journey Understanding the Buyer’s Journey: This module will introduce learners to the buyer’s decision process and the factors buyers consider when making purchasing decisions.

01_01_the-willingness-to-buy

01_02_mitigating-the-risk

01_03_understanding-the-buyer

01_04_buying-decision-process-part-1

01_05_buying-decision-process-part-2

01_06_marketing-channel-differences

Copyright ©2024 | LMS GEHI & ASSOCIATES

03_nurturing-professional-relationships-with-trust
Building Trusting Relationships: Relationships are built upon trust and this module will teach participants the components of trust and how to become more trustworthy.

04_communicating-with-confidence
Building Strong Communication Skills: Module Four will present the basis of effective communication and how to improve verbal and nonverbal communication skills essential to sales success.

05_understanding-the-buyers-journey
Understanding the Buyer’s Journey: This module will introduce learners to the buyer’s decision process and the factors buyers consider when making purchasing decisions.