Selling Online: how to sell without ever being in the room.
- Description
- Curriculum
- FAQ
- Reviews
Good salespeople are just natural at sales, right? Wrong.
And, you have to discount massively to get these sales through the gate don’t you? Nope.
But… That’s just the way it is. Sellers have to sell the way the buyer wants- the customer is always right, right? Again, wrong.
What do people think about when they hear the word salesperson? Pushy? Rude? Ruthless? Won’t take no for an answer?
Whether you’re a professional salesman or saleswoman, a business owner who’s forced to start selling, or someone who’s just starting out selling you’ll have heard all of these things before. People are petrified that sales seems to be a high-pressured environment, a vicious world where the good die young, and only the strong survive.
That’s not an uncommon worry. And it also doesn’t have to be true.
Sales doesn’t have to be high-pressured. It’s not only possible to generate high-value pieces of business without discounting your services, it can become the norm without having to aggressively attack your prospect with offers, annoying messages or unethical activities. And it can be done online too.
So this is what the course is about; it’s there to help you generate leads by developing a prospect ready audience, leveraging that audience through social selling, utilising social media such as LinkedIn or Facebook, and then converting these prospects to sales through the Sandler Selling system, generating more orders at a higher value, all in a setting that’s not even face to face.
Nick Pilgrim -a Social Media and Video Expert- joins Matthew Dashper-Hughes -a global Sandler Sales Trainer- to tackle this topic from two directions:
Social Selling:
-
Build an audience on a network that’s ready to prospect to, whether that’s through LinkedIn, Facebook or another social media network.
-
Learn how to provide value for that audience and become a trusted advisor.
-
Build bonding & rapport with these people, identifying potential prospects in the process and meeting through Zoom, Skype, Google Hangouts or Microsoft Teams.
-
Develop content that establishes you in a potential customer’s mind.
Sales Techniques:
-
Follow and establish a system that fits with your business and not being at the mercy of the buyer’s every whim.
-
Identify the pains that prospects have and the potential impact of this that you could take away.
-
Learn to establish the budget for each project; delivering your services or products without discounting them.
-
Come to a decision quickly, saving you the pain of eye-wateringly long sales cycles.
By combining these two pillars of online selling, you can prospect, digitally meet through Zoom, Skype or Microsoft Teams or Google Hangouts, and convert business from potential customers all around the world.
What is the Sandler Sales system? And who are these guys?
Well, Sandler has been the world’s leading sales training organisation for over 50 years- training over 30,000 sales leaders a year to sell in a low-pressured way that fits perfectly within an online system, developing courses for Harvard, AT&T, LinkedIn (one of the reasons why it works so well online!), Microsoft and Proctor & Gamble.
Matthew’s background before coming to Sandler was a C-Level backdrop as the COO of Ryman, MD of Bargain Booze and a long career of effective selling in business, that grew into his lifelong passion for training others to do the same.
Nick is a successful business owner, social media & marketing guru, university lecturer and TV Advert director – teaching for a number of years as an Advertising Film lecturer, and video content trainer over the UK while building successful social media activity for businesses and his own Video Production company to fuel them with content.
Who is this course for?
-
New salespeople are frustrated that they can’t get their foot in the door with prospective business without seeing them face-to-face.
-
Business owners who are upset that they need to sell their own products or services, but don’t know how.
-
Sales leaders who have sold in a face-to-face way for years (or even decades), but are worried that their skills won’t translate to the digital world.
-
Business development managers who are concerned that they need to bring business in, but can’t actually meet people in person.
With over 3 hours of content and 40 lectures, (one of the most comprehensive on Udemy) we go into every element of how you can effectively sell to your potential customers online.
See you on the course.
-
1
Introduction -
2
How this course works
As we have two lecturers for the course, how are we dividing up the way that the course is delivered?
-
3
What is a prospect?
Let's define what a prospect is, and what a prospect isn't.
-
4
Five quick wins
Before we get too far into the course, let's look at a couple of things we can do right now that can be effective.
-
5
Why is it important to have a system?
If you're not in your system, you're in someone else's.
-
6
Creating a Customer Avatar
Just who are your customers? Before we know how to prospect, we need to think about who we're prospecting to.
-
7
Generating an online social media persona & presence
AKA Thinking about adding value through your posts.
-
8
Creating raving fans
Let's look at how you can go about building a buzz surrounding your posts.
-
9
Working out which social network works for you.
While we'll largely be focusing in on LinkedIn here, there are a whole bunch to choose from, so let's look at the options out there.
-
10
What content should you feed your audience?
What your audience sees through your profiles defines what they think about you. Let's take a look into this.
-
11
How regularly should you release content?
Consistency > Intensity with this stuff. So how often should you be releasing content?
-
12
Using existing content
You probably have a load of content sitting there ready to use. What sort of stuff should you be thinking about?
-
13
Text vs. Photos vs. Audio vs. Video
What suits you best?
-
14
Finding curated, shareable content.
You don't have to create all of this stuff yourself. Leverage content that's already out there too!
-
15
How to leverage LinkedIn
LinkedIn is one of the most powerful online selling tools out there. So how do you use it correctly?
-
16
How to leverage Facebook
For some businesses, Facebook is critical to attracting and listening to prospects; so how do you use it correctly?
-
17
Other ways of using your network to create a buzz
Building a buzz is important. Let's discuss.
-
18
What are we aiming to achieve here?
Before we start sending off messages aimlessly, let's take a moment to look at what we're aiming to achieve.
-
19
Searching for prospects on LinkedIn
Learn how to conduct boolean searches to find the right people.
-
20
Introduction messages; establishing bonding & rapport.
How do we go about reaching out to prospects?
-
21
[TEXT] - Example Introduction messages -
22
Video Messages
Video messages can be powerful and cool things, but you need to do them properly; how do you go about doing this?
-
23
Your 30 Second Commercial
Your 30 second commercial defines whether or not it makes sense to speak further, so maybe we should dig in to what should be in it?
-
24
[TEXT] Example 30 Second Commercials
-
25
DISC Profiling; who are you prospecting to?
DISC is an amazing tool that allows us to tailor the way we're communicating with the person we're communicating to. Let's dig in to what it is.
-
26
Booking the meeting (Scheduling through Zoom)
For any effective meeting to take place, every participant needs to know when it is, what it's about and how to get to it - This applies to an online format too, so let's look at how you can manage this through Zoom scheduling.
-
27
Pre-meeting planning
Establishing a pre-meeting plan (also called a pre-call plan) will keep the whole thing on track, so what needs to be in it?
-
28
Online meeting etiquette
There are a couple of do's and don'ts when it comes to video meetings. Let's dig in a little bit.
-
29
Sound/Video set up
Let's eliminate some of that 'Can you hear me?!? Malarkey at the beginning of a meeting.
-
30
Zoom settings
-
31
Being engaging in a video call
We've spent years of our life mastering how to engage with people in a face-to-face format, but can we do this in an online format as well? Of course we can - this is how.
-
32
Appearance - Background & clothes
Okay so we know how we'd put ourselves across in a physical meeting, but does this apply to an online one too? Absolutely.
-
33
What happens next? (Up Front Contracts)
Defining how this whole process is going to go helps put everyone at ease. Let's get to that straight away.
-
34
Is there a compelling reason to do business? (Pain)
Sandler Rule: without pain, there is no sale... So let's look in to how we can go about finding this out.
-
35
About this money thing... (Budget)
Money is important right? Let's go through how we go about approaching this subject.
-
36
Getting a yes or no (Decision)
It's important that our prospect knows that a 'no' is just as acceptable an answer as a 'yes' - how do we approach this?
-
37
What next? (Fulfilment & post-sell)
So they've got a pain, they've decided that you're the one to take it away, and they want to go ahead. Now is the time that we present to them... Provided we don't knock our own train off of the rails.
