Course Summary
This course teaches you the art of conversational sales, which emphasizes building relationships and rapport with customers to increase sales. You'll learn how to engage with customers effectively and build trust through conversation.Key Learning Points
- Learn how to use conversation to increase sales.
- Develop techniques for building relationships with customers.
- Understand how to use empathy to understand your customers' needs and wants.
Related Topics for further study
Learning Outcomes
- Develop effective communication skills for sales.
- Create meaningful relationships with customers.
- Use empathy to understand customers' needs and wants.
Prerequisites or good to have knowledge before taking this course
- Basic understanding of sales techniques.
- Willingness to engage in conversation and build relationships with customers.
Course Difficulty Level
IntermediateCourse Format
- Online Self-paced
- Video Lectures
- Quizzes and Assignments
Similar Courses
- Advanced Sales Techniques
- Sales Management
- Negotiation and Conflict Resolution
Related Education Paths
Notable People in This Field
- CEO at Sales Gravy
- Founder and Chief Sales Officer at Sales Blog
Related Books
Description
This is Course 3 in the Salesforce Sales Development Representative Professional Certificate. In order to successfully complete the course, please ensure you have taken Course 1: Groundwork for Success in Sales Development and Course 2: Foundations for Interviewing with Confidence.
Knowledge
- Understand the process of asking strategic questions, establishing trust, identifying pain points and proposing value in efforts to closing a sale
- Identify your Ideal Customer Profile and target persona to build a lead list, qualify prospects, and leverage data to drive activity
- Investigate various outreach channels and generate a call script incorporating Conversational Selling strategies
- Develop a foundation for emotional intelligence in a sales context and generate an empathetic email
Outline
- Learn the Conversational Selling Methodology
- Conversational Selling Playbook for SDRs
- Course Introduction: Conversational Selling Playbook for SDRs
- Instructor Introduction: Moise Moodie
- Introduction to Conversational Selling
- The Power of Questions
- Building Trust and Credibility When Cold Calling
- Achieving Results through Empathetic Listening
- The Golden Talk vs. Listening Ratio
- Proposing Value and Welcoming Objections
- Writing a Value Proposition
- Welcoming Objections and Triple-A Responses
- Empathize and Challenge: Responding to Objections
- Closing through Feedback and Next Steps
- Review of Week 1: Learn the Conversational Selling Methodology
- Syllabus
- Building Trust and Credibility
- Leading with Warmth
- Becoming a World-Class Listener
- Barriers to Listening
- Value Propositions in Sales Development
- Practice Quiz: Grounding Sales in Consultation and Strategic Questioning
- Practice Quiz: Establishing Trust in Moments
- Practice Quiz: Achieving Results through Empathetic Listening
- Practice Quiz: Proposing Value and Welcoming Objections
- Practice Quiz: Practicing Closing in Conversational Selling
- Graded Quiz: Closing throughout the Conversation
- Generate Leads and Narrow Your Prospect List
- The Ideal Customer Profile (ICP)
- Target Buyers Persona
- Working with ICPs and Personas to Achieve Goals
- SV Academy Ambassadors: Springboarding Your Tech Career
- Lead Generation - List Building and Research
- Above-the-Line Prospects
- Asking the Right Questions - Introduction to Qualification
- Creating an Efficient Prospect Qualification System
- Leveraging Data to Drive Activity
- Introduction to Sales Economics
- Review of Week 2: Generate Leads and Narrow Your Prospect List
- Developing Prospect Lists - Intro to Target Persona
- How to Search LinkedIn Like a Pro
- Waterfall, Gap Analysis and Backward Math
- Practice Quiz: Empathizing with the Ideal Customer
- Practice Quiz: Targeting High-Quality Leads
- Practice Quiz: Qualifying Prospects with Skill, Speed, and Ease
- Practice Quiz: Leveraging Data to Drive Prospecting Activity
- Graded Quiz: Generate Leads and Narrow Your Prospect List
- Apply Conversational Selling Across Multiple Channels
- Intro to SV Academy's Multi-Channel Mindset
- SV Academy Ambassadors: Leveraging Multi-Channel Mindset
- Conducting Prospect Outreach by Phone
- Effective Selling by Phone with Conversational Selling
- How to Leave a Compelling Voicemail
- Conversational Selling through Written Communication
- PACE Email Prospecting: Conversational Selling through Written Communication
- SV Academy Ambassadors: Tips for Email Prospecting
- SV Academy Ambassadors: Tips for Email Personalization with Above-the-Line Prospects
- Prospect Outreach through Social
- SV Academy Ambassadors: Engaging Prospects on LinkedIn
- Prospect Outreach through Video
- SV Academy Ambassadors: Tips for Video Prospecting
- Review of Week 3: Apply Conversational Selling Across Multiple Channels
- Introduction to the Mock Company
- Peer Review Instructions and Sample - Week 3
- Cutting through the Noise
- Implementing the Multi-Channel Mindset
- Cold Calling Scripts
- Email Script to Get a Meeting with Anyone
- Business Writing Playbook
- LinkedIn Prospecting Playbook
- Targeting High Value Prospects with Video
- Practice Quiz: Developing the Multi-Channel Mindset
- Practice Quiz: Conducting Prospect Outreach By Phone
- Practice Quiz: Conducting Prospect Outreach by Email
- Practice Quiz: Conducting Prospect Outreach through Social and Video
- Get Results with Emotional Intelligence
- Emotional Intelligence (EQ) and the SDR Role
- Building Self-Confidence: How to Overcome Challenges
- Building and Sustaining Motivation
- Focusing on Self-Regulation and Mindfulness
- Self-Regulation and Mindfulness Strategies for SDRs
- Performing with Empathy
- The Importance of Empathy in the SDR Role
- Review of Week 4: Get Results with Emotional Intelligence
- Peer Review Instructions and Sample - Week 4
- The Explainer: Emotional Intelligence
- Embracing Near Wins With Sarah Lewis
- The Puzzle of Motivation with Daniel Pink
- The Psychology of Self-Motivation with Scott Geller
- Motivation Matrix
- What Is Self-Regulation?
- Mindfulness Playbook
- Empathy and Boundaries with Brene Brown
- Empathy is the Key to Building Rapport
- Review the Mock Company
- Practice Quiz: Strengthening Self-Awareness
- Practice Quiz: Building and Sustaining Motivation
- Practice Quiz: Focusing on Self-Regulation and Mindfulness
- Practice Quiz: Performing with Empathy and Social Skills
- Design a Multi-Channel Outreach Approach
- Design a Multi-Channel Outreach Approach
- Playing the Long Game - The Art of the Campaign
- Review of Week 5: Design a Multi-Channel Outreach Approach
- Course Review: Conversational Selling Playbook for SDRs
- Peer Review Instructions and Sample-Week 5
- Imagine Yourself as an SDR
Conversational Selling Playbook for SDRs
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