What you'll learn
Identify your ideal prospects so you can shorten your sales cycle and make it easier to sell.
Discover what you must look for so you don't miss another sale.
Explore what you are selling so your customer wants to buy.
Identify best planning practices to maximize your selling time.
Discover what you need to do to move through your sales process and gain new business.
Requirements
No advanced preparation or prerequisites are required for this course.
Description
Not all prospects are ready to buy when you're eager to sell. Selling to these prospects often takes additional selling time. However, identifying customers that are ready to buy can be a critical strategy to help you achieve your sales goals and annual quota. In this course you learn how to avoid missing sales with customers that are late in their buying cycles and ready to buy now. Learn how to quickly match your product or service features and benefits to meet your prospect's urgent needs. Finally, see how to move these late stage prospects through the buying cycle to earn more business.This course is brought to you by Illumeo. Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job. Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination. Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.
Overview
Section 1: Introduction
Lecture 1 Introduction to Selling Strategy: Find the Best Customers to Buy From You Now
Lecture 2 Who Should You Sell To?
Lecture 3 Who is Your Ideal Customer?
Lecture 4 Who is Your Ideal Prospect?
Lecture 5 Find the Best Customers to Buy From You Now
Lecture 6 What do Customers Want?
Lecture 7 What are you selling, Course Conclusion
Section 2: Supporting Materials
Lecture 8 Slides: Find the Best Customers to Buy From You Now
Lecture 9 Find the Best Customers to Buy From You Now Glossary/Index
Section 3: Review and Test
Anyone interested in Sales, Marketing or related fields.


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