Diploma in sales
What makes a good sales person?
This lesson will introduce you to a brief history of sales, with examples of different types of salespeople and a deeper dive into what makes a good salesperson. You will learn about a few of the fundamental soft skills, as well as be introduced to the psychology of selling. We’ll also look at the typical hard skills, such as prospecting, cold calling and networking, and why they are key for selling. At the end of this lesson you will reach an understanding of the typical skills required to become a salesperson, as well as identify soft skills that you can work towards mastering.
The role of Sales
This lesson focuses on the important role of sales within a business or organisation. You will learn about the different types of business models, sales success stories and a few failed launches, but why failure is an option and how you can learn from them. At the end of this lesson you will understand typical business models and why sales is a key element to any business’ success. You will also understand typical activities of a salesperson, where to build alliances and and how to find a mentor.
Become the hero of your own story
Understanding your products and your customers are key to the success of sales, even more so - is identifying your personal brand The brand of “you”, thrown together with positive thinking and determination, could lead you to becoming a sales superstar! This is what you will learn about in this lesson, and more! At the end of this lesson you will understand why great sales people make great entrepreneurs, and how to build on your product knowledge, personal branding and business acumen.
Hitting the (bench)mark
In this lesson you will learn about the value of doing competitor analysis, why you should keep an eye on your competitors and how to assess- their strengths versus your own. , We also look at why keeping up to date with industry trends is very important and provide some tips and tricks on how to analyse industry trends. At the end of this lesson you will be able to conduct a thorough competitor analysis and identify industry trends that get you “ahead of the rest”.
Bring your KPI to the NBTO
This lesson will teach you about sales terminology, as we cover a whole range of other business acronyms. You will also learn about the sales cycle, various sales methodologies and how to use certain steps in the process to your advantage. At the end of this lesson you will understand the sales industry acronyms and understand the typical sales cycle.
Understanding your target audience
In this lesson we will explore how to identify your target audience and segment prospects into general buyer personas. We also learn drive lead acquisition,qualify leads that fit the buyer persona and our ideal customer profile. . At the end of this lesson you will be able to develop buyer personas, targeted research and qualify leads according to your ideal customer profile.
The Numbers Game
We learn what pipeline management is, why it’s important and what a good pipeline will consist of. We are also going to learn about conversion rates, why it’s important and how to measure your own conversion rate for continuous improvement. We also look at setting expectations around your pipeline, between you, your team and yoru manager. At the end of this lesson you will be able to implement pipeline management techniques, set and manage expectations around them, and understand your success rate.
One day I want to...
This lesson will introduce you to the SWOT analysis methodology and how to identify your own strengths, weaknesses, opportunities and threats. You will learn about personal and professional goal setting , for short and long term career planning.. At the end of this lesson you will be able to conduct a high-level SWOT analysis, and be able to strategically set both personal and professional goals for career development.
Be a CLOSER
In this lesson you will learn what a typical buying cycle looks like, how to track where your customer is in their buying cycle and assess any potential objections. You will also learn how to effectively handle those objections to instill confidence in your customer and the deal. We also dive into the techniques behind delivering a powerful presentation and aiming to get the verbal commitment after presenting. At the end of this lesson you will learn how to effectively present your solution or product, handle objections, negotiate and close.
Busting Myths, a quick Sales Hack, and overall summary of M1
This lesson will expand on some of the concepts that you’ve learnt throughout the module, examining hard and soft skills to master, the psychological aspects to selling, the importance of sales to any business, creating a positive sales environment as well as some not-so-obvious tips to finding good leads.