This playlist has been curated and endorsed by Learning and Development thought leaders Michelle Ockers, Laura Overton, and Shannon Tipton. It is one of four playlists in this series. Community is a key pillar to help L&D Emerge stronger.

Community in L&D: Emerging Stronger

accentLowest

Personal development doesn't need to take a lot of time. This collection of book summaries from Blinkist allows you to work on personal development anywhere.

Personal Development - Blinkist Collection

A lot of use Excel as part of our jobs, but many of us don't know all the great things it can do. This short playlist will help you increase your Excel skills, no matter how familiar to you are with the program.

Increase Your Excel Skills

In the current climate, change can be hard, but it's guaranteed. In this playlist, you will learn how to manage stress, build resiliency, and cope with change.

Become More Resilient

How do you ensure your time will be spent productively throughout the working week? How do you prioritize the work that will deliver the most impact, and achieve the best results?

In this playlist, we cover the key principles of productivity, and provide practical steps for better time management, task prioritization, and goal-setting to assist you in remaining productive, long term.

Optimising Productivity

Explore more playlists

What is the cost of not investing in digital learning?

What does the modern learner need?

How can organisations support neurodiversity in digital learning?

How can learning content aggregation benefit your L&D team?

You're busy, and we want to help. That’s why we line you up with your very own Customer Success Manager to enable you to get the most out of the Content Hub. Enable and support you to curate content your learners will love Empower you to create learning initiative to get your people excited about relevant topics Advise and support you to deliver your L&D strategy

Over 200 L&D pros shared their biggest challenges and investments in learning. Read the full report

Accounting and Finance

Time Management

Sales and Customer Service

Digital Marketing

General Management

Housing and Real Estate

Human Resources

Industrial Skills

Investment and Trading

Leadership

Legal

Marketing

People and Communication Skills

Project Management

Business Skills

Language and Literature

Health and Well-being

Writing and Publishing

Audiovisual and Music

Personal Development

Health and Safety

HR Compliance

Data Compliance

Financial Compliance

Crisis Management

Safety and Compliance

IT Software

Web Design and Development

Data & Analytics

Design and Animation

Mobile App Development

Gaming and Games Development

Devops, Networking and Security

Programming and Web Development

Computer Science and Engineering

Technology Skills

World-class content

Seamless integrations

Why Go1

Small and midsize business

Enterprise

Compliance

Solutions

Manufacturing

Hospitality

Healthcare

Retail

Technology

Financial services

Professional services

Construction

Government

Industries

Plans

Customer stories

Blog

Resources

Events

Podcast

Trust Center

Become a Distribution Partner

Become a Content Partner

Partners

About

Careers

Contact

Company

ej4  

Give your sales reps and business development reps the tools they need for prospecting, uncovering customer needs, handling objections, and closing deals with our microlearning sales training videos.

[Read in the voice of Morgan Freeman] Oh, hello. Welcome to your description of Emotional Selling and Storytelling. In this course, we want to tell you a story about how emotions are involved in modern selling strategies and some ways you can improve those skills. We'll also cover the basics on telling a good, memorable story. So grab a blanket or a warm cup of tea, relax, and enjoy this video.

Storytelling

Confident storytelling abilities

Crafting Persuasive Stories

Captivating storytelling

Multimedia Storytelling

Storytelling for all audiences

Crafting effective elevator pitches

Emotional Selling and Storytelling

"Never settle for the path of least resistance." Yes, in sales, it's possible to meet your quotas, keep your boss off your back, and do as little work as possible to get by. You can also surpass your quotas, keep your sales funnel full, meet or exceed your customers' expectations, and rise up the ranks. Who would you rather be: the order-taker or the professional?

Order Processing

Sales Pitfall Avoidance

Prospect Qualification

Advancing the sale

Quote Generation

Developing a sales mindset

Achieving Results

The Order-Taker & the Professional

A sales process follows a series of steps that convert a prospective buyer into a customer. Companies need this process to help their sales team identify more qualified leads, close more deals, and ensure your business provides a consistent experience to every prospect. An effective, successful sales process empowers and informs the buyer and should reflect the way customers want to buy. This cultivates a positive representation of your brand and product, building lasting relationships. In this course, we'll talk about the seven steps to an effective sales process: prospecting, qualifying, approach, presentation, handling objections, closing, and follow-up.

Understanding Sales Process

Sales Process Management

Pipeline design

Prospect Conversion

Qualifying Leads

Closing the deal

What Is a Sales Process?

Asking the right kind of questions at the right time is how deals happen. Executing this successfully takes skill and practice. It shouldn't be an interrogation, but you definitely need to do more than scratch the surface to get to the customer's true needs. Let's go over different types of questions, including when and how they should be used. After that, we'll discuss the do's and don'ts of asking sales questions, and then cover some example questions to ask your prospects and get them talking.

Conducting Trial Closes

Asking well-structured questions

Asking Powerful Questions

SPIN selling

Asking big questions, Framing Big Asks

Asking Great Sales Questions

Close more sales? Check. More money in your bank account? Check. Beat the competition? Check. President's club? Check. These are all really solid goals, and all require a sales plan to make them happen. It's your map to get from where you are to where you want to be. That's what we'll cover in this course. We'll talk about the seven components of an effective sales plan, including helpful strategies and tactics, which tools and systems are beneficial, and measuring your progress using metrics.

Sales Performance Analysis

Sales management

Sales Improvement

E-commerce business planning

Building a Sales Plan

Decision makers have the power and authority to make a sale happen. Influencers have the power to influence and persuade the decision makers. Who should you pitch to? Who should you spend more time talking to? How do you determine who the decision makers and influencers are? That's what this course is all about. We'll discuss the differences between these two customer types and what role they play in the sales process.

Identifying influencers

Influential Presentation

Developing Influence

Sales Skills

Purchase decision-making

Decision Making

Decision Makers and Influencers

Customer relationship management (CRM) software stores current and potential customer data. There are vast benefits to using a CRM system, but it's only as good as the information you add to it, so it's good practice to record more than just the basic information. In this course, we'll discuss the benefits of a CRM, what types of information you should enter in your system, and the drawbacks to using the software.

CRM Implementation

Record Management

Record Keeping

Register Management

Contact Management

Custom Field Creation

Utilize Note-taking Software

Recordkeeping: Using Your CRM Effectively

Good salespeople keep good records. Yes, recordkeeping is not the most thrilling task, but it's essential to avoid customer issues. When you have a poor recordkeeping system, orders can get lost. Customers aren't called back when promised. Proposals are sent out incorrectly. Referral business opportunities get missed. As a salesperson, you want to keep your customers happy and avoid situations like these. In these courses, we'll take you through the basics of good recordkeeping, using your CRM effectively, and internal sales communication.

Financial Record Keeping

Building Customer Connection

Bookkeeping

Recordkeeping: Recordkeeping Basics

You run into all different types, working in sales. You'll meet wonderful customers who become friends, and you'll meet others who are awful to deal with. In this course, we'll talk about a tough customer that you're likely to run into during sales calls: the bully. This client may raise their voice, make demands, and dominate the conversation. But you still need to make the sale. Let's discuss how to sell to these people. We'll touch on nerves, body language, and tone. We'll also go over some conversational tips and the proper ways to handle conflict.

Handling customer objections

Handling upset customers

Difficult Conversation Management

Telephone skills

Dealing with driver harassment

Tough Customers: The Bully

Possibly the greatest challenge of distance selling is that you have to do it without one of the most powerful tools a salesperson has. Your physical presence. The prospect can't see your expressions or your body language. Heck, they can't even shake your hand. So how can you inspire trust and confidence from a buyer without these essential tools? That's what we'll talk about in this program. We'll discuss body language, posture, and breathing for phone conversations. We'll talk all about your voice, including your volume, pitch, tempo, and inflection. And lastly, we'll go over your attitude and how that can impact your calls.

Effective Telephone Communication

Making phone calls

Cold calling

Building Sales Confidence

Professional Phone Etiquette

Effective Conference Calls

Distance Selling: How to Influence Over the Phone

Presenting to an audience can be nerve-wracking. And that's true whether you're in-person or virtual. In fact, virtual presentations may require more preparation. There's a lot of pressure in designing a cohesive presentation and ensuring that your mode of presentation functions properly for everyone participating. In this course, we want to talk about making unique, virtual presentations that resonate with your audience. We'll discuss content, timing, and the various ways to structure your content. We'll cover creating a strong opening and a memorable ending to your presentation. We'll also run through some basics rules for creating a visually pleasing presentation.

Online Presentation Delivery

Adapting to virtual sales

Virtual Meeting Etiquette

Interactive design in virtual meetings

Designing Presentations

Product Presentation

Collaborating on presentations

Distance Selling: The Virtual Presentation

Selling to customers over the phone may be one of the trickiest types of sales, particularly in this era of digital communication. People are constantly getting barraged with sales messages via email, text, and social media. And many times, people prefer the arms-length communication that these mediums provide. Now that's not to say that phone sales can't be done successfully. You just have to know how to do it. So in this course, we'll talk about setting call objectives, qualifying leads, and asking good questions. We'll also discuss ways to get to the decision makers, overcoming objections, and closing the deal.

Setting call objectives

Effective Sales Communication

Outbound Calling Techniques

Distance Selling: Phone Selling

There's always so much to do and so little time. Between researching prospects, keeping in touch with leads, writing proposals, sending in expense reports, not to mention actual sales calls, it's hard to know where to start. In this course, we'll help you out with all of that. We'll cover setting goals, weekly planning, prioritizing, getting organized, and much more. We'll also go over things to avoid and the importance of taking breaks.

Sales appointment setting

Efficient Time Management

Lead Management

Timeboxing

Sales Time Management

Without a need, don't proceed. This should be ingrained in your sales psyche. You can't force a need onto a customer. You can't charm them into thinking they have a need that you can meet. Your job is to determine what the customer needs and insert that into your sales process, if you're able. Let's take a look at how to determine what exactly the customer needs. We'll discuss the psychology of a sale, increasing revenue versus reducing expenses, and what you should be doing to successfully meet your customers' needs.

Identifying unmet needs

Uncovering Hidden Needs

Customer Needs Assessment

Solution selling

The Unmet Need

YES! We're talking about the best part of your gig: writing SALES PROPOSALS! Who wants to be out there selling, when you can be drafting paperwork?! Okay, maybe this isn't your favorite part of the job, but it's a very important one. A good proposal informs the client, demonstrates your company's value, and justifies the client's investment into your business, so it has to be done right. Let's go over how to write a really great sale proposal. We'll go through each section, giving you a guideline to follow for future use.

Sales presentation development

Business Pitching

Writing a Sales Proposal

You have 60 seconds to sell your product or service. How do you make the most of it? That's what this course is all about. An elevator pitch is a short, memorable description of what you sell and its benefits. It comes from the idea of succinctly presenting your product or service on an elevator ride, thereby enticing your audience, or fellow passengers. The goal isn't to sell right away, but to gain interest. In this video, we'll talk about both writing and delivering your elevator pitch.

Elevator pitch creation

Effective Pitching Techniques

Pitch deck creation

Idea Selling

Creating Your Elevator Pitch

"The worst distance between two people is misunderstanding." -Unknown It's terrible to be misunderstood, particularly when it impacts your livelihood. If the customer misconstrues the data you've provided, or the client simply doesn't fully understand what you're offering, how do you clear that up and overcome a misunderstanding objection? That's what this course is all about.

Addressing Misunderstandings

Handling Objections: Misunderstanding

Basic Selling Skills

Basic Selling Skills

22 resources

Related blogs

We help you curate your learning.

Title	Duration	Provider
Emotional Selling and Storytelling	8 mins	ej4
The Order-Taker & the Professional	6 mins	ej4
What Is a Sales Process?	7 mins	ej4
Asking Great Sales Questions	8 mins	ej4
Building a Sales Plan	11 mins	ej4
Decision Makers and Influencers	3 mins	ej4
Recordkeeping: Using Your CRM Effectively	7 mins	ej4
Recordkeeping: Recordkeeping Basics	6 mins	ej4
Tough Customers: The Bully	6 mins	ej4
Distance Selling: How to Influence Over the Phone	7 mins	ej4