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Sales Training: Techniques for a Human-Centric Sales Process

Approx. 15 hours to complete

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Course Summary

The Sales Process Techniques Training course is designed to equip individuals with the knowledge and skills needed to master the sales process. The course covers various sales techniques, including prospecting, qualifying, presenting, and closing deals.

Key Learning Points

Learn how to prospect and qualify leads effectively
Understand how to present and demonstrate product value to potential customers
Discover techniques for closing deals with customers
Develop skills for building long-term relationships with customers

Job Positions & Salaries of people who have taken this course might have

Sales Representative
- USA: $50,000 - $80,000
- India: INR 4,00,000 - INR 6,50,000
- Spain: €25,000 - €45,000
Sales Manager
- USA: $70,000 - $120,000
- India: INR 6,00,000 - INR 12,00,000
- Spain: €35,000 - €65,000
Business Development Manager
- USA: $80,000 - $150,000
- India: INR 8,00,000 - INR 20,00,000
- Spain: €40,000 - €85,000

Learning Outcomes

Ability to effectively prospect and qualify leads
Skills for presenting product value to potential customers
Techniques for closing deals and building long-term relationships with customers

Prerequisites or good to have knowledge before taking this course

Basic understanding of sales process
Willingness to learn and apply new techniques

Course Difficulty Level

Intermediate

Course Format

Online
Self-paced

Similar Courses

Mastering Sales Skills
Sales Training: Practical Sales Techniques

Related Education Paths

Related Books

Description

This course will teach you an inbound approach to sales that focuses on being helpful, not salesy. By the end of this course, you'll be able to prospect for new business, qualify for high-quality prospects, book meetings with decision makers, handle buyer's objections, and negotiate and close a deal. By following this process, you'll be able to jumpstart your career in sales with tactical tips and advice to run an effective sales playbook.

Outline

Techniques for a Human-Centric Sales Process.
Welcome!
Everyone is a salesperson.
Why "To Sell Is Human" and We're All Salespeople
Course Overview

How To Find Businesses To Sell To
Determine Your Target Persona
How to Prospect on Google
How to Prospect on Social Media aka Social Selling
How to Prospect at Networking Events
Inbound Marketing for Salespeople
8 Little-Known Ways to Find New Prospects on LinkedIn
How to Create Detailed Buyer Personas for Your Business
How to Network Like a Pro: 10 Ways to Make a Long List of Meaningful Connections
A Minute-By-Minute Breakdown of How I Navigate Networking Conversations
Buyer Persona Resources
Create a CRM Account and Adding a Contact
Prospecting on Google Maps and LinkedIn
Prospecting Fundamentals
The Hybrid Salesperson
Why a CRM?

How to Book Meetings with Your Prospects
Meet Rob Malta
How to Filter for High Quality Prospects
Book a Meeting with High Quality Prospects
A Formula to Write Bulletproof Emails
What’s Your Value Proposition?
Create an Sequence of Emails for Automated Follow Up
How to Write Networking Emails That People Can't Ignore
Company Research Tools
Prospecting Email Templates
Researching for High Quality Prospects
Top-down or bottom-up?
Booking Meetings, Value Propositions, and Writing Effective Emails

Qualifying a Prospect Through Conversation
Meet Jill Fratianne
Preparing for the Call
The Exploratory Call is the New Closing Call
Scripts and Phrases for the Exploratory Call
Follow Up Calls
The Other Side - Personal Branding
GPCT: A New Framework for Qualifying Prospects
The Ultimate List of Sales Exploratory Call Questions
Exploratory Call Checklist
Improve Your Personal Branding
Effectively Qualifying Your Prospects

Handle Objections and Close the Deal
Meet Brian Signorelli
How do you know it’s time to close?
Prepare for the Closing Call
3 Closing Techniques
Do’s and Don’ts of Negotiation
How to Close a Sales Deal on the Phone: 9 Steps
Closing Techniques Reference Material
Negotiation Reference Sheet
Practice the Closing Techniques
Practice Negotiation Techniques
Negotiation, Objection Handling, and Closing

Congrats!
You're Finished!
Apply to Work at HubSpot

Summary of User Reviews

The Sales Process Techniques Training course on Coursera has received high praise from users. Many have found the course to be engaging and informative, with practical tips and strategies for improving their sales process. Overall, users have been impressed with the quality of the course content and the expertise of the instructors.

Key Aspect Users Liked About This Course

One key aspect that many users have found particularly good is the practical, hands-on approach of the course, which allows them to apply what they have learned in real-world situations.

Pros from User Reviews

Engaging and informative content
Practical tips and strategies for improving sales process
Expert instructors
Hands-on approach allows for real-world application
Great value for the price

Cons from User Reviews

Some users found the course material to be too basic
The pace of the course may be too slow for some
Limited interaction with other students
The course may not be suitable for more experienced sales professionals
No certificate or accreditation upon completion

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