Comprehensive Curriculum for Sales Training PPT
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Complete Curriculum
- What is Selling?
- Myths about Being a Great Salesperson
- Reasons Salespeople Fail
- Not Knowing the Product and Competition
- Not Listening
- Not Understanding the Value Proposition
- Inconsistency
- Lack of Follow-up
- Not Setting Daily Goals
- How to Sell the Way Your Prospects Buy?
- Make a List of All the Features of the Product/Service
- Make a List of Benefits of the Product/Service (What the Feature Does)
- How to Find Out What Prospects Actually Wants?
- Request New Product or Service Ideas From your Current Customers
- Request Feedback from Your Current Customers on the Products They are Currently Using (Not Yours)
- Enquire about Prospects’ Significant Problems or Issues
- Attend Trade-shows and Seminars
- Why Prospects Don’t Buy from you?
- Trying to Sell to Everyone
- Not Selling Value
- Not Listening to Prospects
- Not Addressing Objections
- Not Creating Urgency
- Dysfunctional Sales Process
- You May Be Driving Customers Away
- Why You Lose Sales to your Competitors
- You Lack Sufficient Product Knowledge
- Not Aware of Prospects’ Needs
- Lack of Clarity and Focus
- Undefined
- Target Market
- Ineffective
- Sales Pitch
- Inefficient and Irregular Follow-up
- Failure to
- Close Deals
- Tenacity Target Activity
- Key Takeaways
- Let’s Discuss
- Let’s Test What We Have Learnt
- What is a Sales Process?
- An Ideal Sales Process
- SPANCO Phases of Sales Process
- Suspect
- Prospect
- Approach
- Negotiation
- Closure
- Order
- How to Create a Sales Process
- Goal
- Setting
- Bringing all Stakeholders Aboard
- Outlining the Sale Process Steps
- Implementing Changes, Testing & Measuring Changes
- Mapping the Buyer's Journey
- Sales Process Flowchart
- Lead Generation
- What is a Lead?
- Types of Leads
- Based on Interest
- Warm, or Inbound Leads
- Cold, or Outbound Leads
- Based on Enrichment
- Non-enriched Leads
- Enriched Leads
- Based on Qualification
- Marketing Qualified Lead (MQL)
- Sales Qualified Lead (SQL)
- Product Qualified Lead (PQL)
- Service Qualified Lead
- What is Lead Generation and its Importance?
- Statistics on Lead Generation
- When do we Need Lead Generation?
- Introduction to Lead Scoring
- Categories of Lead Scoring
- Demographic
- Behavioral
- Lead Generation Process
- Identify Buyer Personas
- Develop Lead Generation Mediums
- Build Lead Generation Database
- Create Lead-ready Channels
- Qualify and Score Leads
- Invest in Tools & Analytics Engine
- Lead Generation Strategies
- Own Website
- Email Marketing
- Offer Demos and Presentations
- Blogging
- Online Social
- Media Communities
- Advertising and Retargeting
- Competitor Analysis and SEO
- Using AI and Automation
- Incorporation of Sales Intelligence
- What is Lead Management?
- Lead Management Process
- Lead Capturing
- Lead Tracking
- Lead Management Process
- Lead Nurturing
- Lead Qualification
- Lead Distribution
- Lead Generation Channels
- Content Marketing
- Social Media Marketing
- Website Landing Pages
- Brand Partnerships
- Retargeting
- Organic Search (SEO)
- Paid Search/PPC
- Webinars and Podcasts
- Event Networking
- Email Marketing
- B2B vs B2C Lead Generation
- Introduction to Lead Flow
- Lead Flow Chart
- Introduction to Lead Funnel
- Lead Generation Funnel
- Awareness
- Lead Capture
- Prospect
- Marketing Qualified Leads
- Sales Qualified Leads
- Opportunities Leads
- Customer
- Understanding Lead Nurturing
- Statistics around Lead Nurturing
- Lead Nurturing Tactics
- Retargeting
- Targeted Content
- Multi-channel Lead Nurturing
- Surveys
- Follow-Ups
- Personalized Emails
- Lead Scoring
- Sales and Marketing Alignment
- Inbound vs Outbound Lead Generation
- Based on Interest
- Dashboards
- Key Takeaways
- Let’s Discuss
- Let’s Test What We Have Learnt
- What is Sales Methodology?
- Most Popular Sales Methodologies
- SPIN Selling
- Challenger Sale
- E.A.T. Selling
- MEDDPICC
- Conceptual Selling
- SNAP Selling
- The Sandler System
- Solution Selling
- Inbound Selling
- Target Account Selling
- Command of the Sale
- Gap Selling
- Consultative Selling
- Consultative Selling vs Traditional Selling
- Top Consultative Selling Skills
- Curiosity
- Active Listening
- Balancing Questions
- The Consultative Sales Process
- Research
- Build Trust
- Ask Questions
- Give Valuable Advice
- Close
- Follow-up
- Key Takeaways
- Let’s Discuss
- Let’s Test What We Have Learnt
- What is Sales Prospecting?
- Importance of Sales Prospecting
- Increased Sales
- More Revenue
- Gained Insights
- Increased Customer Lifetime Value
- Sales Prospecting Process
- Research
- Outreach
- Discovery Call
- Educate and Evaluate
- Close
- The Detective Activity
- Sales Prospecting Methods
- Cold Email
- Cold Calling
- Social MediaÂ
- WebinarsÂ
- Referral
- Events
- Who is a Decision Maker in a Company?
- Steps to Get Past the Gatekeeper
- Treat the Gatekeeper as a Resource
- Be Honest
- Be Assertive
- Don’t Try to Sell to the Gatekeeper
- Try Social Engagement
- Dealing Upfront Rejection in Sales
- Keep your Cool
- Lower Resistance
- Realize that the Prospects are Easy to Deal With
- Activity on Rejection Handling
- Opening Sales Conversation
- Hardest Part of Sales Cycle
- Sales Conversation that Grabs the Interest
- How to Have a Successful Sales Conversation?
- Have the Right Opening Statement
- Personalized Conversation
- Build Rapport
- Maintain the Right Tone
- Ask the Right Questions
- Demonstrate your Expertise
- Be Clear with the Next Step
- Sharpening your Opening Conversation - Checklist
- Key Takeaways
- Let’s Discuss
- Let’s Test What We Have Learnt
- What is a Sales Opportunity?
- Progression of Contacts from Leads to Prospects to Opportunities
- What is Sales Qualification?
- Why is Sales Qualification Important?
- What is a Qualified Prospect?
- Organization-level
- Opportunity-level
- Stakeholder-level
- How to Qualify an Opportunity?
- The BANT Qualification Framework
- Budget
- Authority
- Need
- Timeline
- What Makes Selling Easier
- What is a Buyer Persona?
- How to Determine Customer Pain Points
- Conduct Qualitative Market Research
- Use Live Chat Data
- Spend Time on Social Media
- Sales and Marketing Team Alignment
- Developing Prospects’ Need for Your Product
- Understand Prospects’ Problems and Real Needs
- Set the Stage for a Discussion About Their Pain
- Refrain from Rushing Ahead
- Ask Discovery Questions
- Don't Assume You’re a Good Match for your Prospect
- The Indirect Approach
- How to Establish Credibility with Your Prospects?
- Stay True to Your Word
- Share Success Stories
- Focus on Building Rapport
- Do Excellent Work and Receive Recommendations
- Always Be Consistent
- Leverage Third-party Endorsements
- Inform Prospects Who is and who isn’t a Fit for your Offerings
- Tricks Experts Use to Gain Prospects Trust
- Research on Prospects and Stakeholders
- Recognize Prospect's Needs and Objectives
- Demonstrate Understanding of the Prospect’s Business
- Schedule a Meeting Early On
- Provide an Honest Response to Prospect's Questions
- Share Positive Aspects about Previous Customer Experiences
- Recognize the Prospect's Previous Negative Experiences
- Show Consideration for the Prospect's Time
- Types of Buyer Persona
- B2C Personas
- B2B Personas
- How to Create a Buyer Persona
- Research Your Target Audience
- Identify the Most Common Details
- Craft Separate Personas
- Give Each Persona a Name and a Backstory
- Make a Marketing Strategy
- What is an Ideal Buyer Profile?
- Best Practices for Creating Buyer Profiles
- Profiles should be Evidence-based
- Buyer Profiles are based on Customer Interviews and Research
- Validate your Profiles through Additional Interviews or Focus Groups
- Sort Profiles according to their Impact and Importance
- Sample Buyer Profile Questions
- Key Takeaways
- Let’s Discuss
- Introduction to Sales Presentation
- How to Make a Sales Presentation
- Define the Purpose
- Make a List of Critical Points and Add Data to it
- Customize Sales Presentation based on the Audience
- Things a Salesperson Should do Before a Sales Presentation
- Sales Presentation Tips
- Keep the Presentation Short
- Tell a Story
- Know ahead of time what your clients want or Require
- Practice but Don’t Deliver a Memorized Speech
- Key Takeaways
- Let’s Discuss
- Let’s Test What We Have Learnt
- What is Closing and Why is it Important?
- Why Salespeople Fail while Closing?
- Salespeople Fail to Address the Needs of the Buyer
- Salespeople Don’t Establish Personal Relationships
- Salespeople Don’t Know How to Close
- Salespeople Can’t Converse Effectively with the Senior
- The Salesperson is Not a Respected or Trusted Executive
- Salespeople Fail to Express Knowledge About their Industry
- Closing Techniques in Sales
- 1-2-3 Close
- Adjournment Close
- Affordable Close
- Artisan Close
- Assumptive Close
- Empathy Close
- Now-or-Never Close
- Puppy Close
- Quality Close
- Rational Close
- Summary Close
- Opportunity-Cost Close
- Ownership Close
- Best-Time Close
- Calendar Close
- Testimonial Close
- Concession Close
- Conditional Close
- Exclusivity Close
- Yes-Set Close
- Customer Buying Signals and their Importance
- Top Customer Buying Signals
- Responding to Buying Signals How to Close Sales with Complex Customers
- Introduction
- Complex Sales Closing Techniques
- SPIN Selling Methodology
- S for Situation
- P for Problem
- I for Implications
- N for Need Payoff
- Challenger Selling Methodology
- Example of Challenger Sale Methodology
- NEAT Selling Methodology
- MEDDPICC Selling Methodology
- Metrics
- Economic Buyer
- Decision Criteria
- Decision Process
- Paper Process
- Identify Pain
- Champion
- Competition
- SPIN Selling Methodology
- Key Takeaways
- Let’s Discuss
- Let’s Test What We Have Learnt
- What is a Sales Objection?
- Types of Sales Objections
- Lack of Budget
- Lack of Trust
- Lack of Need
- Lack of Urgency
- What is Objection Handling and Why is it Important?
- Different Approaches to Overcome Objections
- Four-Step Approach to Overcome Sales Resistance
- Listen
- Understand
- Respond
- Confirm
- Deflection
- Introduction
- Two Step Process of Deflection
- Working of Deflection Technique
- Storytelling
- Introduction
- Why Storytelling Works?
- How to Handle Objections by Telling Stories?
- Uncovering the Real Objection
- Introduction
- Questions to Identify the Real Objection
- Ways to Identify the Real Objection
- Building Your Objection Handling Technique
- Introduction
- Elements to Consider While Building Your Objection Handling Strategy
- How to Handle the Most Common Types of Objections?
- General Skills Required to Overcome Objections
- Listening & Communication Skills
- Problem Solving Skills
- Interpersonal Skills
- Persuasion Skills
- Customer Service Skills
- Integrity
- Underlying Psychological Triggers for Effective Communication to Overcome Resistance
- Scarcity
- Consistency
- Reward
- Liking
- Social Proof
- Authority
- Four-Step Approach to Overcome Sales Resistance
- Key Takeaways
- Let’s Discuss
- Let’s Test What We Have Learnt
- What is a Follow-Up in Sales?
- Why is Following Up Important?
- Why do Most Salespeople Avoid Following Up?
- Statistics Around Following Up
- Key Statistics
- Number of Follow-Ups required to Close a Sale
- Methods Used to Follow-Up
- Phone Calls/Text
- Mail/E-Mail
- Social Media
- How to Follow-Up with Customers?
- Use a Variety of Follow-Up Methods
- Segment Your Leads
- Respond in a Timely Manner
- Nurture Your Leads with Useful Content
- Track Your Communications
- Personalize Your Communications
- Dos and Don’ts of Following Up
- Following Up with Emails
- Follow-Up Email Subject Lines
- General Follow-Up
- After No Response
- After a Trigger Event
- Writing Follow-Up Emails for Different Scenarios
- Following Up after a Demo
- Following Up After No Response
- Following Up After a Networking Event
- Following Up After a Prospect Visits Website
- Following Up After a Trigger Event
- Following Up After a Prospect Goes Silent
- Following Up when Reconnecting with a Client
- Phrases to Avoid in Follow-Up Emails
- Follow-Up Email Subject Lines
- Phrases in Emails that will land you in Spam
- Tips to improve your Follow-Up Calls
- Schedule your Calls
- Be Prepared
- Send an Email Before the Follow-Up Call
- Ask the Right Questions
- Keep the Conversation Balanced
- Ask Follow-Up Questions
- Pay Attention
- Send a Follow-Up Email After the Call
- Sample Script for Follow-Up Calls
- Key Takeaway
- Let’s Discuss
- Let’s Test What We Have Learnt
- What is an After-Sales Follow-Up and Why is it Important?
- Advantages of an After-Sales Follow-Up
- Builds trust
- Wards Off Problems
- Creates Goodwill
- Sells More
- Improves Negative Experiences
- Offers Insight
- Tips for an Effective After-Sales Follow-up
- Seven Metrics Every Salesperson Should Track
- Key Takeaway
- Let’s Discuss
- Let’s Test What We Have Learnt
- What are Sales Skills and Why are they important?
- Required Soft Skills in Sales
- Communication
- Active Listening
- Empathy
- Self-Motivation
- Time Management
- Adaptability
- Goal Orientation
- Relationship Building
- Collaboration
- Customer-Facing Sales Skills
- Storytelling
- Presentation Skills
- Social Skills
- Customer Engagement
- Objection Management
- Conflict Management
- Problem Solving
- Negotiation
- Core Sales Skills
- Product Knowledge
- Research Skills
- Strategic Prospecting
- Lead Qualification
- Closing Skills
- Customer Success Management
- Strategic Selling
- CRM Software Knowledge
- Key Takeaway
- Let’s Discuss
- Let’s Test What We Have Learnt
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