Sales Training: Become A Sales Superstar

In this first lecture Phil introduces the course and the concepts that you will be learning throughout the course. He also discuses the best approach to getting the most out of the course. 

So who is Philip Hesketh and why should you listen to what he has to say? Here Phil introduces himself properly and tells you why he is a trusted and respected instructor in this area. 

In this lecture Phil introduces the 'Columbo moment' and the killer question that you can use in countless situations to help improve your sales. 

How do we make sure that what we're offering our clients is what they expect? In this lecture Phil gives us another killer question to use to make sure that we understand precisely what the client is looking for. 

In this lecture Phil gives us the final killer question to add to the previous two. By using this approach we can assure that the client has become more and more interested in what we have to offer, and without us coming across as a pushy salesman. 

In this lecture, Phil discuses how important it is to understand that emotions play a huge part in the sales process. Logic certainly plays a part initially, but eventually it is the emotional connection that is of utmost importance. After all, people buy from people. 

In this lecture Phil explains that it can be a common pitfall to assume that you know what the buyer wants before investigating it properly. In order to get around this pitfall Phil gives us yet another killer question to elegantly ensure that you are put in a strong position to pitch correctly. 

But what do you do when it's not so easy to establish what the client wants? To unearth this information Phil provides us with another hugely useful question that you can use in many situations. 

In this lecture Phil shows us that truly understanding the implications for the buyer is paramount to ensuring that your sales pitch is optimally suited to them specifically. 

It can be easy to get derailed if we encounter objections. Phil shows us that it is important to be prepared for these objections and to know how to deal with them properly.

So what are the three most common objections? 

 - It's too expensive

 - I want to think about it

 - The timing's not right

In this lecture Phil confronts these objections head on and provides key tips on how to deal with them. 

Buyers are often confronted with a myriad of options. Sales can often fall through when buyers decide to 'think about it'. In this lecture Phil provides a very handy technique, based on recent research, that helps you help them make a more informed and speedy decision. 

In this lecture Phil explains that understanding egos can be very important element in the sales process. We have to understand what the 'key drivers' are for each of the players involved, and make sure that we're dealing with each person in the correct way. 

In this lecture, Phil introduces the concept of 'value'. He explains that there are many different types of value, including those that are logical and tangible, but also those that are illogical and intangible. Understanding both types are key to knowing the value of your business and services. 

In this lecture, Phil shows us that the motivation of losing something is far stronger than the motivation of gaining something. This information can be used to great effect if utilised at a particular, and delicate, moment during the sales process. 

Here, Phil discusses the importance of certain words and phrases during the sales process. Our choice of particular words can change the whole feeling of a sale, so it is critical that we are sure about which ones we would like to use and why. 

In this lecture, Phil tells us about a technique that can be used to help the price of your goods or services seem much more surmountable. In this way we help lower the boundary and improve our chances of making the sale. 

In this lecture Phil discusses the potential use (and pitfalls) associated with one of the oldest sales tricks in the book, the quick intake of breath. 

We are told that the tradition understanding of 'Win-Win' may be flawed. Phil argues that the most important thing to consider is whether you are making the other side feel like they have done well out of the deal. As such, you need to make sure you frame the deal in a way that makes the other side feel that they have squeezed you as much as possible. 

In this important lecture we are told about the common pitfalls in regards to discounting. In particular, Phil tells us that discounting for no reason can be a particularly poor decision and can weaken your hand considerably, as well as your ongoing relationship with the other side. 

Not feeling they are worthy of holding a high price is a common issue for businesses. In this lecture Phil discusses the importance of behaving as though you are worth it. In order to do this you must try and ensure you are two things; rare and special. 

Research and experience has shown that they neural pathways are open to buying at the moment of buying, so it is important to capitalise on this by offering additional items, upgrades or services at this pivotal moment. 

In this lecture Phil discusses a tried and tested sales technique that helps you frame the price of your services and goods in a favourable way. Specifically, this is achieved by offering 3 pricing options, from low, to high, knowing full well that 90% of customers will choose the middle option specifically because it seems cheap when compared to the third, expensive option. 

In this lecture Phil discusses the importance of time management. He argues that most courses that try to teach this skill get it all wrong. According to Phil, the most important thing is to allocate time to things that are important, but not urgent. 

By using the phrase 'will that be enough?' when discussing your price, you may be pleasantly surprised and find that in fact you are about to under charge. In using this phrase, you give the other side the opportunity to let you know whether this might be the case. 

In this important lecture, Phil tells us how to deal with a situation in which things are deteriorating quickly. He reminds us that it is not just the facts that matter, but also the feelings. 

If you want to really understand what people mean then you should always ask them to clarify it. Here, Phil shows us that this simple technique can hugely help you get to the bottom of the other party's intentions, and also help further develop a strong relationship. 

It is a common human characteristic that we like to do for others what they have done for us. This is called reciprocity. This can be used to our advantage in business but ensuring that you always do more than is expected of you. In doing this, we immediately make them indebted to us. 

Asking your clients to rate you on a scale from 1 to 10 can be a wonderfully simple technique to help find out what aspects of the relationship need work. Another great tip to use when discussing a sale is to say 'this may not be right for you....but'. In this way we help to further bolster the cabal and the feeling of being in it together. 

Phil argues that there 4 factors that we need to carefully consider before even sitting down to write any speech. These are Purpose, Action, Benefit, Consequence. 

We've all had to sit through presentations that have been based hugely around Powerpoint. In this lecture, Phil tells us why this is nearly always a bad idea and what we can do to avoid falling into common pitfalls and, as such, losing the interest of our audience. 

How many presentations have we all sat through that have gone in one ear and out of the other? Without careful consideration it is often very easy for our presentations to be forgotten almost immediately. In this lecture Phil shows us that there are 3 key things to factor in to your presentation. These are Repetition, Relevance and Difference. 

The real key to giving a great presentation is to tell a story. In this lecture, Phil discusses how powerful and useful it can be to base your key messages around true stories that have happened to you. This has the double benefit of helping you remember your lines, but also in adding authenticity and personality to your message. 

To finish this section Phil gives us some final key tips that will ensure our presentations are delivered effectively and are also within the parameters given to us, since going over on time is a huge no-no!