The Sales Process
1h 6 min! Run Time
Employees
only
of Completion
Friendly
Access
What you'll learn
Skills covered in this course
Description
A consistent, effective selling process is essential for any sales team. This course helps reinforce the expertise that moves prospects toward a decision.
What this course covers:
- Following a consistent sales process
- Moving a prospect down the funnel
- Building a strong arsenal of selling tools
- Unifying your team sales methodology
Ideal for sales teams that want a shared, repeatable approach to reaching their goals.
System Requirements
See System Requirements in the Coggno Knowledge Base
Author
The Sales Process
SPIN, SNAP, Sandler, MEDDIC, Conceptual, and CustomerCentric are among the most widely used sales methodologies, each a playbook for your tactics.
What this course covers:
- What a sales methodology is and why it matters
- An overview of six widely used methodologies
- How to tell the methodologies apart
- Choosing the method that fits your business strengths and customers
For sales teams deciding how to structure their approach to selling.
Getting time with a prospect is tough, but the right methods can help you land a spot on their calendar.
What this course covers:
- Methods for getting on a prospect's calendar
- Seeking out new selling opportunities
- Quickly recognizing potential leads
- Getting to know your customers and prospects
Great for salespeople who want to open more conversations with the right people.
Selling is all about relationships, and consultative selling puts trustworthy, honest customer relationships at the center of your approach.
What this course covers:
- How consultative selling works and why it works
- Putting the focus on the customer and their experience
- The importance of authenticity and listening
- Delivering on your promises and avoiding common mistakes
Ideal for salespeople who want to sell by building trust.
Sales rise and fall in cycles, and understanding those swings helps you plan ahead. This course shows you how to read the patterns and get in front of downturns.
What this course covers:
- Recognizing cyclical patterns and industries
- Pattern indicators worth watching
- Prediction strategies for more accurate forecasting
- Forecasting methods and tracking your data
Ideal for sales professionals who want to design a stronger, more resilient sales process.
Field sales puts you face-to-face with prospects, and that still wins deals.
What this course covers:
- The role of a field sales representative
- The difference between inside and outside sales
- Why face-to-face selling matters in certain industries
- How to sell successfully in person in a digital world
For reps and managers who want to excel in outside sales.
Being different, bigger, or cheaper is rarely enough to win customers; what they know best are the challenges they face.
What this course covers:
- Why addressing unmet needs beats competing on price or size
- Using existing customer data to find real problems
- Asking relevant questions and analyzing the competition
- How to differentiate yourself from other options
For salespeople who want to sell by solving their customers' biggest problems.
Tiered selling bundles your features into packages at different price points, giving buyers choice and giving you the edge.
What this course covers:
- How tiered selling bundles features into priced packages
- Good-Better-Best and basic, standard and premium models
- Why bundled packages appeal to buyers
- How tiering gives the advantage to the seller
- Implementing tiered selling to grow revenue
Ideal for sellers who want to package offers that increase growth.
Winning new customers matters, but selling more to your existing customers is one of the easiest ways to grow your profitability.
What this course covers:
- Effective upselling and cross-selling strategies
- Strategic planning and timing your offers
- Using rewards to encourage repeat business
- Common sales mistakes to avoid
Built for salespeople who want to grow revenue from loyal, repeat customers.
Getting customers to open up about their real problems is one of the hardest parts of selling. This course shows you how to uncover the needs behind the surface.
What this course covers:
- Two sales methodologies for identifying customer needs
- How to approach the sales process
- Knowing what to ask to get people talking
- Getting to the root of unmet needs to offer solutions
Ideal for salespeople who want to connect solutions to what customers truly need.
Closing is where strategy meets timing, and the deal gets done.
What this course covers:
- How to recognize buying signals
- When to go for the close
- Various closing techniques and when to use them
- Strategizing your overall approach to closing
For salespeople who want to close more confidently.
A repeatable sales process turns prospects into customers, consistently.
What this course covers:
For sales teams that want a reliable, tailored process.