COMPLETE SALES PROGRAM

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Course Content

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1. Introduction 1 Topic

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Welcome to the Complete Sales Program

2. Sales As A Career 5 Topics | 1 Quiz

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Sales and Economics

Why Salespeople Get A Bad Reputation

Quiz: Why Salespeople Get A Bad Reputation

Why People Don’t Want to be in Sales

Which Personality Type is Best for Medical Sales

The Most Successful Reps

3. Sales Basics 9 Topics | 8 Quizzes

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You Can’t Make Anyone Buy Anything

Quiz: You Can’t Make Anyone Buy Anything

Your First Sale

Quiz: Your First Sale

Why Do People Buy Products?

Quiz: Why Do People Buy Products

Defining Product Features vs Product Benefits

Quiz: Product Features vs Product Benefits

Selling Features And Benefits

Quiz: Selling Features And Benefits

Selling Value, Not Product

Quiz: Selling Value, Not Product

The Customer Is Not Always Right

Quiz: The Customer Is Not Always Right

If You Sell On Price You’ll Lose On Price

Quiz: If You Sell On Price You’ll Lose On Price

Under-Promise and Over-Deliver?

4. Controlling The Sale 8 Topics

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Seeing is Believing

3rd Party Data

Relationship Selling

Talking vs Communicating

Building Trust with the Customer

Listen But Don’t Buy

Servicing vs Selling

Never Break Trust with the Customer

5. Sales Pitch 2 Topics

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Objective of Sales Pitch

30 Second Pitch

6. Handling Objections 8 Topics

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How to Approach Handling Objections

Correctly Time Handling Objections

Guess What The Customer Is Thinking

When is Price the Real Objection?

Finding the Real Objection

Customers Stalling the S.H.I.T.S. Method

I Need to Run it by Someone Else

Best Questions to Ask to Find the Real Objection

7. How to Deal with Price 1 Topic

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What To Do When A Customer Asks For A Lower Price

8. Approach to Sales 8 Topics

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Attitude, Activity, Approach

People Love To Buy, They Don’t Want To Be Sold

It’s Not Just A Numbers Game

‘No’ to ‘Yes’ through ‘Maybe’

The Filler vs The Thriller

One Thing Never Blows A Deal

Be Like Water

Quantity Leads to Quality

9. Psychology of Sales 2 Topics

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Don’t Try To Convince, Have Conviction

25 Cognitive Biases

10. Sales Process 2 Topics | 1 Quiz

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Defining the Sales Process

Marathon vs Sprint

11. Prospecting 3 Topics

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Objective of Prospecting

Finding Customer Contact Information

How and Where to Find Customers

12. Cold Calling 5 Topics | 1 Quiz

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Objective of the Cold Call

Leaving A Voicemail With A Scheduler

Leaving A Voicemail With A Physician/Customer

Cold Calling Over The Phone vs In-Person

Leaving A Voicemail With The Front Desk

13. Discovery Meeting 5 Topics

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Objective of Discovery Meeting

Preparing for Discovery Meeting

Starting off the Discovery Meeting

Always Questions

Questions To Avoid to Stay on Track

14. Product Presentation 1 Topic

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What Makes the Difference During A Product Demo

15. Proposals & Agreements 2 Topics

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Cash Deals

Cash Rebate Agreement

16. Negotiating

17. Closing Strategies 5 Topics

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Transitioning from Selling to Closing

Creating Urgency, Pressure vs Patience

Hard Selling vs Hard Closing

Formula for Closing Deals

Using ‘No’ Based Questions to get a Yes

18. Follow-Up 3 Topics

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Objective of Follow-Up

How to Follow Up Without Just “Following Up”

Finding Customer Email for Follow Up

19. Territory Management 2 Topics

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Getting Facility Approval After Surgeon Commitment

Daily Sales Game Plan

20. CRM Utilization