dots bg

SALES MAGNET

Course Instructor Yogesh Pawar

₹4999.00

dots bg

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

65 Learning Materials

INTRODUCTION OF THE SALES MAGNET & NAVIGATOR

Introduction of the Sales Magnet & Navigator

CHAPTER 1 STEPS OF SALES

SPANCO Model

Video
00:05:28

CHAPTER 2 SUSPECTING

Definition of Suspecting

Video
00:06:44

Tools For Suspecting GBS ( General Benefit Statement )

Video
00:05:35

CHAPTER 3 PROSPECTING

Definition of Prospecting

Video
00:03:31

Importance of Prospecting

Video
00:01:44

Deficiencies of Prospecting

Video
00:02:21

Methods of Prospecting

Video
00:01:42

CHAPTER 4 APPROACH

4.1.1 Need Satisfaction Selling

Video
00:02:55

4.1.2 Exercise

Video
00:00:44

4.1.3 Summary

Video
00:00:31

4.2 Introduction to Approach

Video
00:02:23

4.3 Four Stages of Sales Call

Video
00:03:20

4.3.1 Opening

Video
00:14:41

4.3.2 Probing

Video
00:10:37

BSEA STRUCTURE

Video
00:04:30

WHEN TO ASK OPEN AND CLOSE QUESTIONS

Video
00:03:43

4.3.3 SUPPORTING

Video
00:02:44

WHAT IS FAB CHART

Video
00:05:28

WHEN TO SUPPORT

Video
00:02:44

HOW TO SUPPORT

Video
00:01:38

WAYS TO ACKNOWLEDGE NEEDS

Video
00:01:32

TIME TO ACKNOWLEDGE NEEDS

Video
00:04:16

LINKING BENEFITS TO NEED BEHIND THE NEED

Video
00:02:19

CHECKING FOR ACCEPTANCE

Video
00:01:44

PREPARING TO SUPPORT CUSTOMER NEEDS

Video
00:02:15

SUMMARY SUPPORTING

Video
00:01:17

4.3.4 CLOSING

Video
00:04:09

HOW TO CLOSE

Video
00:02:18

NEXT STEPS FOR YOU AND CUSTOMER

Video
00:02:09

EXERCISE CHECKING FOR ACCEPTANCE

Video
00:01:36

WHEN CUSTOMER STALLS

Video
00:02:19

WHEN YOU GET A NO

Video
00:02:52

PREPARING TO CLOSE A CALL

Video
00:01:18

CHALLENGES LEADING TO POOR CLOSING

Video
00:02:18

EXERCISE PREPARING A CLOSING STATEMENT

Video
00:00:45

SUMMARY CLOSING

Video
00:00:36

CHAPTER 5 NEGOTIATION

5.1 INTRODUCTION NEGOTIATION

Video
00:02:35

5.2 OVERCOMING CUSTOMER INDIFFERENCE

Video
00:01:22

WHEN TO OVERCOME CUSTOMER INDIFFERENCE

Video
00:01:05

HOW TO OVERCOME CUSTOMER INDIFFERENCE

Video
00:01:24

REQUESTING PERMISSION TO PROBE

Video
00:01:40

DETERMING IF OPPORTUNITY EXISTS

Video
00:02:28

EXERCISE USING YOUR PRODUCT PROFILE TO PREPARE POBES

Video
00:02:04

5.4 PROBE TO CREATE CUSTOMER AWARENESS OF NEEDS

Video
00:02:52

5.5 PREPARING TO OVERCOME CUSTOMER INDIFFERENCE

Video
00:01:52

5.6 DEFICIENCIES LEADING TO POOR NEGOTIATION

Video
00:03:55

SUMMARY NEGOTIATION

Video
00:02:55

CHAPTER 6 CLOSURE

6.1 CUSTOMER CONCERNS

Video
00:01:25

SCEPTICISM

Video
00:00:57

RESOLVING MISUNDERSTANDINGS

Video
00:01:40

DRAWBACKS

Video
00:02:27

SMD EXERCISE

Video
00:00:23

PROBING TO UNDERSTAND THE CONCERN

Video
00:01:22

SUMMARY CLOSURE

Video
00:00:34

6.2 RESOLVING CUSTOMER CONCERNS

Video
00:01:33

OFFERING RELEVANT PROOF

Video
00:00:55

SOME PROOF SOURCES

Video
00:00:56

RESOLVING MISUNDERSTANDING

Video
00:00:57

RESOLVING DRAWBACKS

Video
00:00:36

PREPARINGTO RESOLVE CUSTOMER CONCERNS

Video
00:01:06

SUMMARY RESOLVE CUSTOMER CONCERNS

Video
00:00:36

CHAPTER 7 ORDER

ORDER

Video
00:02:54

DEFICIENCIES LEADING TO POOR CLOSURE

Video
00:02:18

DEFICIENCIES LEADING TO ORDER

Video
00:03:34

Course Instructor

tutor image

Yogesh Pawar

6 Courses   •   23 Students