Selling is just a conversation - Managing complex sales

Course details

When I started out selling high value software and services, I was awful. I had been given many 'sales tricks' on how to persuade people to buy from me, but I couldn't remember them when I needed them! My sales were erratic because I was so worried about what I was going to say, that I never listened to the prospect. I just spouted the 'corporate pitch' in the hope that something might stick. Not much did. 

It took me many disastrous telephone calls and meetings to realise that what I needed was to focus on the path of the conversations (a bit like fraud investigators 'following the money'!). I practised following, then guiding and finally enjoying sales conversations along the path. Once I recognised that path, having conversations was easy. 

This course is about that path!

The course

Nowadays, business customers look to their potential suppliers to help them resolve issues and not simply to provide them with products or services. To satisfy this need, the Selling is just a conversation (SIJAC) programme guides you through the process of uncovering your customers' needs and matching your products and/or services to help solve the problems, in a relaxed and engaging way.

If you already work in the b2b sector, want to develop sales skills that will make you stand out from the competition, then this course is for you. Even you don't regard yourself as a full time sales professional, this course is still for you.

The course takes you along you a straightforward sales path that is easy to follow regardless of whether you think you are a 'sales type' or not. Using it, you will quickly gain more confidence (and business!) as you learn to be yourself while engaging in complex sales conversations.
The Course covers:

1. Understanding conversation structures

2. Understand the structure of sales conversations

3. How to create positive business relationships in a few minutes

4. How to offer your services without sounding pushy

The course consists of 18 short video lessons with 9 short quizzes to to reinforce the lessons and 2 (optional) assignments to help you apply the techniques in your work. It'll take you between 1 and 2 hours to complete, depending on your level of engagement with the assignments.

I hope you find the course enjoyable as well as useful!

Chris Allen