Maximising sales and converting people into recurring customers has never been harder, but that doesn’t mean it’s impossible. In this course, you will learn exactly how to build sales methodologies and apply them to your company’s marketing strategy. One of the methods we’ll be covering is known as the ‘Inspiring Challenger Sale’, and is a robust set of tactics that you can take advantage of to promote profitable growth within your business.
The course begins by focusing on the psychology of sales, and how certain behaviours will increase your success within a competitive market. This includes concepts such as selling profiles, the rules of the ‘Inspiring Challenger Sale’, and the main qualities of the ‘Inspiring Challenger’ – all concepts that you can apply in the field straight away.
The sales process isn’t just a simple case of persuading the customer to buy your product. In order to keep them coming back for more, you need to inspire them to learn. By teaching you optimal tailoring, the five market forces, how to do a PEST analysis and abstract concepts such as ‘The Warmer’ and ‘The Reframe’, you will understand exactly how to keep the customer on your side and edge closer to a completed sale.
As you reach a closed sale, you need to understand what influences the decisions a customer will make. This comprises the concluding lectures of the course, as you will master competitive sales through the use of customer mapping, the ‘agreement staircase’, the ‘assertiveness continuum’ and the creation of a ‘joined up approach’. These concepts might seem alien to you now, but soon they’ll be excellent tools and tricks you will be integrating within your marketing methodology to correctly maximise sales potential for your company.
Whilst this course is mainly tailored for sales executives and business owners looking to develop sales methodologies in an uncertain marketing climate, it is perfect for anyone in the sales industry, especially those who want to learn the key to selling with integrity and confidence.
What Are The Behaviours Needed For Success
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1Introduction
Gavin welcomes you to the course and shares an overview of his unique and inspiring approach to selling more in time of economic decline, The Inspiring Challenger Sale. You will discover how the foundation of this approach came from research during the last recession, and how adding an element of positive inspiration to the approach has made it perfect to use today.
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2Insight vs Information
Gavin explains shares the importance of using his Insight Into Action exercises. He sets his first exercise for you to set your own personal objectives.
Inspiring Customers To Learn
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3The History Of Sales Methodologies
In this lecture, Gavin offers an overview of what will be covered in Section 2 including a focus on sales methodologies that have long been used but are now outdated and contextualises today's sales reality while navigating a global pandemic and economic downturn. He explains why a new approach is needed and shares the key qualities and three rules of the Inspiring Challenger Sale methodology. You will be introduced to a new approach to cold calling and learn how to identify key behaviours and profiles needed for successful selling.
Gavin sets an Insight Into Action exercise.
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4Understanding The 5 Different Selling Profiles
In this lecture, Gavin explores Five Sales Behaviours the Sales Executive Council found in their original groundbreaking research. You can learn to adopt the most effective sales behaviours for today's market conditions and your own target market.
Download the My Previous Sales Learning supporting document.
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5Why Old Truths About Relationships & Consultative Sales Are No Longer Relevant
Gavin describes the principles and practices behind commercial teaching and will show you how to inspire customers towards your product or service rather than talking about it.
Download the My Sales Profile Learning supporting document.
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6What Are The Qualities Of The Inspiring Challenger?
Gavin explores what the Inspiring Challenger does during a sale, exploring the importance of the three keys actions you can take for exceptional results: to tailor, to teach and to take control.
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7The 3 Rules Of The Inspiring Challenger Sale
Gavin introduces the 3 rules of the Inspiring Challenger Sale to provide you with a clear framework to apply the process in your sales.
Download the Adapting For Success supporting document.
Customer Decision Making
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8Inspiring Customers To Learn & The PEST Analysis
In this lecture, you will explore how to inspire your customer to learn from you during the sales cycle. This will position you as a valuable partner in the sales relationship. Importantly, you will also discover what to teach so that your efforts lead towards more sales for you. Gavin shows you how to a PEST analysis can give you a better understanding of a customer's competitive environment.
Download the What Does A Better Pitch Deck Look Like and PEST Analysis supporting documents.
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9Porters 5 Market Forces
In this lecture, Gavin introduces a valuable tool called the Porters 5 Forces Model, to understand the dynamics of any market.
Download Porters Five Forces supporting document.
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10Building Your Expertise
Gavin discusses the importance of becoming the living, breathing expert in your field and illustrates ways to make this happen.
Download the Sources Of Expertise supporting document.
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11Optimal Tailoring
In this lecture, Gavin explores the most effective way to tailor every pitch so that your presentations are most effectively adapted every time.
Download the Tailoring Your Sales Collateral supporting document.
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12The Inspiring Challenger Pitch Overview
Gavin introduces the Inspiring Challenger Pitch Structure and shows how the stages of the pitch lead to the sale.
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13The Warmer: Introducing The Insight
In this lecture, Gavin introduces the critical first stage of the Inspiring Challenger Pitch - The Warmer.
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14The Reframe & Rational Drowning
Gavin explores the first two stages of the Inspiring Challenger Sales Structure and shows you how to start using them in your pitch.
Download the Creating Your Warmer supporting document.
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15Emotional Impact & A New Way
In this lecture, Gavin explores the following stages of the Inspiring Challenger Sales Structure, enabling you to see how to pitch using the structure for yourself.
Download the Unique Selling Points supporting document.
Taking Control
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16Maximise Your Customer Decision Making Network
In the first lecture of this section, Gavin discusses the importance of maximising your customer's decision-making matrix.
Download the Decision Making Units supporting document.
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17Understanding The Decision Making Process & Who Is Influencing The Process
Gavin describes how to understand the decision-making process in your customers business and explains the importance of discovering it during your sales conversations.
Download the Influencing The Process supporting document.
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18Methods Of Customer Mapping
In this lecture, Gavin demonstrates some different ways to map out your customer decision-making networks.
Download the Influencing Creating Your Decision Makers Map supporting document. -
19Creating A Joined Up Approach
Gavin shares the importance of a joined-up approach in all aspects of your business towards adopting The Inspiring Challenger Sale and provides ideas on how to make it happen.
Download the Enrolling Your Team supporting document.
Conclusion
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20Taking Control Of Your Sales Pipeline
In this lecture, Gavin describes the importance of taking control of your sales pipeline.
Download the Uncovering The Why Beneath The Why supporting document.
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21The Assertiveness Continuum
Gavin explores the difference between being assertive and aggressive and how you can take control effectively without being too pushy.
Download The Assertiveness Continuum supporting document.
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22Using The Agreement Staircase
In this lecture, Gavin introduces a powerful tool called the Agreement Staircase for getting to that all-important 'yes'.
Download the Agreement Staircase supporting document.
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23How To Get Anything You Want In Life
Gavin shares a powerful secret for success, in any area of your life.