Video

欧洲航空安全局在线销售培训计划

2021年5月
视图数:18821
物品等级:2.0

销售 professionals need to keep their skills sharp in order to discover new leads, 培育有希望的前景，完成更多的交易. But, finding relevant and insightful training can present challenges.

Following a thorough review of sales content presented at several EASA 公约s, EASA现在提供11个销售培训视频, 每个人都专注于一个特定的领域. Each video groups the relevant sections from past convention sessions*, providing your sales professionals with concentrated expertise on several topics. 由杰里·皮尔博尔特主持. Peerbolte & Associates, these videos will help your sales team take their game to the next level.

This content is now delivered only through EASA's Learning Center. 订阅所需的.
Access to the videos purchased prior to EASA's Online Learning Center can still be viewed by your organization using the link below.

查看您购买的视频

话题1
你的价值主张是什么?

你的公司故事讲得怎么样? The keys to a successful sales call are having something to say and knowing how to say it. 大多数销售故事都以自我为中心，效果不佳. With this program, learn how to develop your sales story, step-by-step.
演讲者: Jim Pancero, 迈克·温伯格和基斯Lubner
持续时间: 54分钟

话题2
销售人员自我激励的想法

Overcome the 14 obstacles that prevent salespeople from developing new accounts and growing existing accounts. Learn actions to avoid being downgraded as a “vendor/commodity.”
发言人: 迈克Weinburg
持续时间: 69分钟

话题3
有效利用你的销售时间

第1部分: 为销售活动腾出时间. Understand how to develop a plan to own your calendar and measure your success, evaluate your territory and accounts and form a key accounts strategic plan.
演讲者: Mike Weiberg和Don Buttrey
持续时间: 56分钟
第2部分: Acquire ideas to make more successful prospecting calls. Learn the importance of developing and telling a compelling sales story. Understand sales pipeline management and accountability.
演讲者: 迈克·温伯格和马克·亨特
持续时间: 58分钟

主题4
开发更好的销售线索

第1部分: 并非所有的销售线索都是一样的. 发现新的销售资源，发展销售线索, how to profile the ideal customer and discern criteria to segment and qualify sales leads.
演讲者: 基斯Lubner和马克猎人
持续时间: 47分钟
第2部分: Dig into online prospecting tools and 提示 to streamline searches for sales leads and contact information. Discover sales call triggers and improve your search techniques on LinkedIn and follow-up communication strategies.
演讲者: 山姆•里希特和基斯Lubner
持续时间: 38分钟

主题5
销售异议(发生时该如何处理)

Learn about the types of sales objections that may occur. Understand the difference between objections and rejections. Find out why we perceive objections a certain way and the science behind a buyer’s objections. Discover ideas to prepare for, and respond to, and overcome sales objections.
发言人: 基斯Lubner
持续时间: 57分钟

主题6
成功的谈判

在谈判前找出你必须知道的东西. Obtain strategies to use for a more successful outcome. Understand the role of time, trust and tactics, and what to do when negotiations don’t succeed.
发言人: 马克猎人
持续时间: 48分钟

主题7
寻找机会——获得会面机会

Learn to effectively use the telephone to make prospecting calls and anticipate (and plan for) resistance and rejection. Find out how to develop a “mini” sales story to share. 发现语音邮件和电子邮件的想法.
演讲者: 迈克·温伯格和马克·亨特
持续时间: 63分钟

主题8
Why Buyers Act Irrationally (And How To Deal With It)

了解买家行为背后的原因, human characteristics that produce irrational actions and using emotional intelligence to deal with disruptive behaviors.
发言人: 基斯Lubner
持续时间: 54分钟

主题9
克服勘探不情愿

你的潜在客户不会等着你打电话给他们. During this program, learn how to get past the typical excuses. 找出如何创建特定的时间块, develop a different strategy for different types of customers and effectively work the sales funnel.
演讲者: 马克猎人和基斯Lubner
持续时间: 62分钟

主题10
成功销售电话的步骤

What happens when you don’t have a plan for a sales call? This program will help you understand the purpose of each stage of a sales call and the talk/listen ratio, 以及如何设定销售拜访目标. Find out how to secure the agreement to and schedule the next step in the process.
演讲者: 吉姆·潘塞罗和迈克·温伯格
持续时间: 63分钟

话题11
避免价格折扣

Why are we perceived as just vendors and commodity sellers? Learn the arguments (excuses) for price discounting and how to present your price. Find out how to relate your price to benefits and outcomes.
演讲者: 马克·亨特和迈克·温伯格
持续时间: 40分钟

*Much of this material has been previously released and is newly organized and repackaged.