Sales Skills: Maximizing Sales In A Bad Economy | Free Udemy Course

Gavin welcomes you to the course and shares an overview of his experience and expertise in business sales. He explains how the Inspiring Challenger Sales method came about and contextualises how it is designed to be used in the context of challenges facing companies today.

During this course, you will learn that 'Sales' doesn't have to be a 'dirty word' and that selling in a downturn can offer crucial opportunities for connection and development.

He invites you to read through the course overview and lecture descriptions before proceeding with Section 2.

Gavin explains and shares the importance of using his Insight Into Action exercises. He sets his first exercise for you to set your own personal objectives.

In this lecture, Gavin offers an overview of what will be covered in Section 2 including a focus on sales methodologies that have long been used but are now outdated and contextualises today's sales reality while navigating a global pandemic and economic downturn. He explains why a new approach is needed and shares the key qualities and three rules of the Inspiring Challenger Sale methodology. You will be introduced to a new approach to cold calling and learn how to identify key behaviours and profiles needed for successful selling.

Gavin sets an Insight Into Action exercise.

In this lecture, Gavin explores Five Sales Behaviours the Sales Executive Council found in their original groundbreaking research. You can learn to adopt the most effective sales behaviours for today's market conditions and your own target market.

Download the My Previous Sales Learning supporting document.

Gavin describes the principles and practices behind commercial teaching and will show you how to inspire customers towards your product or service rather than talking about it.

Download the My Sales Profile Learning supporting document.

Gavin explores what the Inspiring Challenger does during a sale, exploring the importance of the three keys actions you can take for exceptional results: to tailor, to teach and to take control.

Gavin introduces the 3 rules of the Inspiring Challenger Sale to provide you with a clear framework to apply the process in your sales.

Download the Adapting For Success supporting document.

In this lecture, you will explore how to inspire your customer to learn from you during the sales cycle. This will position you as a valuable partner in the sales relationship. Importantly, you will also discover what to teach so that your efforts lead towards more sales for you. Gavin shows you how using a PEST analysis can give you a better understanding of a customer's competitive environment.

Download the What Does A Better Pitch Deck Look Like and PEST Analysis supporting documents.

In this lecture, Gavin introduces a valuable tool called the Porters 5 Forces Model, to understand the dynamics of any market.

Download Porters Five Forces supporting document.

Gavin discusses the importance of becoming the living, breathing expert in your field and illustrates ways to make this happen.

Download the Sources Of Expertise supporting document.

In this lecture, Gavin explores the most effective way to tailor every pitch so that your presentations are most effectively adapted every time.

Download the Tailoring Your Sales Collateral supporting document.

Gavin introduces the Inspiring Challenger Pitch Structure and shows how the stages of the pitch lead to the sale.

In this lecture, Gavin introduces the critical first stage of the Inspiring Challenger Pitch - The Warmer.

Gavin explores the first two stages of the Inspiring Challenger Sales Structure and shows you how to start using them in your pitch.

Download the Creating Your Warmer supporting document.

In this lecture, Gavin explores the following stages of the Inspiring Challenger Sales Structure, enabling you to see how to pitch using the structure for yourself.

Download the Unique Selling Points supporting document.

In the first lecture of this section, Gavin discusses the importance of maximising your customer's decision-making matrix.

Download the Decision Making Units supporting document.

Gavin describes how to understand the decision-making process in your customer's business and explains the importance of discovering it during your sales conversations.

Download the Influencing The Process supporting document.

In this lecture, Gavin demonstrates some different ways to map out your customer decision-making networks.

Download the Influencing Creating Your Decision Makers Map supporting document.

Gavin shares the importance of a joined-up approach in all aspects of your business towards adopting The Inspiring Challenger Sale and provides ideas on how to make it happen.

Download the Enrolling Your Team supporting document.

In this lecture, Gavin describes the importance of taking control of your sales pipeline.

Download the Uncovering The Why Beneath The Why supporting document.

Gavin explores the difference between being assertive and aggressive and how you can take control effectively without being too pushy.

Download The Assertiveness Continuum supporting document.

In this lecture, Gavin introduces a powerful tool called the Agreement Staircase for getting to that all-important 'yes'.

Download the Agreement Staircase supporting document.

Gavin shares a powerful secret for success, in any area of your life.

In this concluding lecture, Gavin thanks you for your participation and shares some final wisdom for your journey towards more sales.

Download the Final Action Planning and Inspiring Challenger Sales Summary Read supporting documents.