SALES MAGNET

Course Instructor Yogesh Pawar

₹4999.00

Course Overview

Schedule of Classes

Start Date & End Date

Sep 04 2023 - Sep 08 2023

Total Classes

5 Classes

Course Curriculum

1 Subject

Sales Magnet

0 Exercises • 65 Learning Materials

INTRODUCTION OF THE SALES MAGNET & NAVIGATOR

Introduction of the Sales Magnet & Navigator

CHAPTER 1 STEPS OF SALES

SPANCO Model

Video

5:28

CHAPTER 2 SUSPECTING

Definition of Suspecting

Video

6:44

Tools For Suspecting GBS ( General Benefit Statement )

Video

5:35

CHAPTER 3 PROSPECTING

Definition of Prospecting

Video

3:31

Importance of Prospecting

Video

1:44

Deficiencies of Prospecting

Video

2:21

Methods of Prospecting

Video

1:42

CHAPTER 4 APPROACH

4.1.1 Need Satisfaction Selling

Video

2:55

4.1.2 Exercise

Video

044

4.1.3 Summary

Video

031

4.2 Introduction to Approach

Video

2:23

4.3 Four Stages of Sales Call

Video

3:20

4.3.1 Opening

Video

14:41

4.3.2 Probing

Video

10:37

BSEA STRUCTURE

Video

4:30

WHEN TO ASK OPEN AND CLOSE QUESTIONS

Video

3:43

4.3.3 SUPPORTING

Video

2:44

WHAT IS FAB CHART

Video

5:28

WHEN TO SUPPORT

Video

2:44

HOW TO SUPPORT

Video

1:38

WAYS TO ACKNOWLEDGE NEEDS

Video

1:32

TIME TO ACKNOWLEDGE NEEDS

Video

4:16

LINKING BENEFITS TO NEED BEHIND THE NEED

Video

2:19

CHECKING FOR ACCEPTANCE

Video

1:44

PREPARING TO SUPPORT CUSTOMER NEEDS

Video

2:15

SUMMARY SUPPORTING

Video

1:17

4.3.4 CLOSING

Video

4:9

HOW TO CLOSE

Video

2:18

NEXT STEPS FOR YOU AND CUSTOMER

Video

2:9

EXERCISE CHECKING FOR ACCEPTANCE

Video

1:36

WHEN CUSTOMER STALLS

Video

2:19

WHEN YOU GET A NO

Video

2:52

PREPARING TO CLOSE A CALL

Video

1:18

CHALLENGES LEADING TO POOR CLOSING

Video

2:18

EXERCISE PREPARING A CLOSING STATEMENT

Video

045

SUMMARY CLOSING

Video

036

CHAPTER 5 NEGOTIATION

5.1 INTRODUCTION NEGOTIATION

Video

2:35

5.2 OVERCOMING CUSTOMER INDIFFERENCE

Video

1:22

WHEN TO OVERCOME CUSTOMER INDIFFERENCE

Video

1:5

HOW TO OVERCOME CUSTOMER INDIFFERENCE

Video

1:24

REQUESTING PERMISSION TO PROBE

Video

1:40

DETERMING IF OPPORTUNITY EXISTS

Video

2:28

EXERCISE USING YOUR PRODUCT PROFILE TO PREPARE POBES

Video

2:4

5.4 PROBE TO CREATE CUSTOMER AWARENESS OF NEEDS

Video

2:52

5.5 PREPARING TO OVERCOME CUSTOMER INDIFFERENCE

Video

1:52

5.6 DEFICIENCIES LEADING TO POOR NEGOTIATION

Video

3:55

SUMMARY NEGOTIATION

Video

2:55

CHAPTER 6 CLOSURE

6.1 CUSTOMER CONCERNS

Video

1:25

SCEPTICISM

Video

057

RESOLVING MISUNDERSTANDINGS

Video

1:40

DRAWBACKS

Video

2:27

SMD EXERCISE

Video

023

PROBING TO UNDERSTAND THE CONCERN

Video

1:22

SUMMARY CLOSURE

Video

034

6.2 RESOLVING CUSTOMER CONCERNS

Video

1:33

OFFERING RELEVANT PROOF

Video

055

SOME PROOF SOURCES

Video

056

RESOLVING MISUNDERSTANDING

Video

057

RESOLVING DRAWBACKS

Video

036

PREPARINGTO RESOLVE CUSTOMER CONCERNS

Video

1:6

SUMMARY RESOLVE CUSTOMER CONCERNS

Video

036

CHAPTER 7 ORDER

ORDER

Video

2:54

DEFICIENCIES LEADING TO POOR CLOSURE

Video

2:18

DEFICIENCIES LEADING TO ORDER

Video

3:34

Course Instructor

Yogesh Pawar

6 Courses • 23 Students