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Professional Selling

Step 2 - Prepare Like a High-Performer

Terry Loe and Scott Inks

4.8

Based on 24 ratings

, see reviews

Terry Loe and Scott Inks

Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of prospecting and establishing needs. Learners will gain a clear understanding of the prospecting process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course Two will gain skills in understanding their product's value, identifying good prospects, maximizing the sales funnel, improving conversion ratios, creating a strategic prospecting plan, understanding the WIFM, creating an effective elevator speech, overcoming call reluctance, and so much more.

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What's inside

Syllabus

Why is Prospecting Important?

Prospecting Best Practices

Finding High-Quality Leads

Traffic lights

Read about what's good

what should give you pause

and possible dealbreakers

Builds a strong foundation for beginners in prospecting and sales

Taught by seasoned instructors with experience and recognition in sales

Develops core skills for effective prospecting and relationship-building

Provides a clear understanding of the prospecting process

Includes hands-on interactive materials and practical exercises

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Reviews summary

Foundational sales prospecting skills

According to learners, this course provides a solid foundational understanding of professional selling, particularly in prospecting and establishing customer needs. Students report finding the content highly practical and immediately applicable to their sales roles, with a strong focus on building lasting relationships and maximizing the sales funnel. Many appreciate the structured approach to finding high-quality leads and improving conversion ratios. While it is considered excellent for new salespeople or those needing a structured refresher, some more experienced professionals might find parts familiar. The course also effectively covers specific techniques such as the WIFM principle and crafting an effective elevator speech.

Teaches practical, unique sales techniques.

"The section on the WIFM and crafting an elevator speech was especially helpful and actionable."

"I gained actionable steps for overcoming call reluctance, a common barrier in sales."

"This course provided unique insights into understanding product value from a customer's perspective."

Clear, logical flow to key sales concepts.

"I appreciated the structured approach to identifying prospects and understanding their needs."

"The logical flow of topics, from 'Why Prospecting' to 'Establishing Needs', was very helpful."

"It provides a clear framework for maximizing the sales funnel and improving overall sales efficiency."

Builds a solid base in sales prospecting.

"It broke down complex topics into digestible parts, perfect for building foundational knowledge."

"I gained a clear understanding of the prospecting process from this course."

"This course reinforced fundamental skills required for sales success and helped clarify my approach."

Directly applicable strategies for sales roles.

"The strategies for finding high-quality leads were practical and immediately applicable."

"I learned actionable steps to improve my sales preparation for client interactions."

"The course content is directly useful for real-world sales scenarios and improving my approach."

Best for new salespeople or skill refreshers.

"As someone fairly new to sales, this course was perfect for me."

"For experienced sales professionals, some parts might feel like a refresher and less novel."

"I found it ideal for building my initial sales skills, rather than learning advanced strategies."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Professional Selling: Step 2 - Prepare Like a High-Performer with these activities:

The Sales Bible: The Ultimate Sales Resource

Show steps

Gain a comprehensive understanding of sales principles and best practices by reading and reviewing a foundational book in the field.

View Jeffrey Gitomer's The Sales Bible: The Ultimate... on Amazon

Show steps

Procure a copy of the book.
Read the book in its entirety.
Take notes and highlight key concepts.
Review the book periodically to reinforce learning.

Sales Prospecting Plan Template

Show steps

Develop a personalized sales prospecting plan to guide your outreach efforts, increase conversion rates, and achieve sales goals.

Browse courses on Sales Pipeline

Show steps

Establish a system for qualifying and prioritizing leads.
Identify your target audience and research their needs.
Define your value proposition and competitive advantage.
Create a lead generation strategy and set prospecting goals.
Develop a plan for nurturing leads and moving them through the sales funnel.

Prospecting Role-Playing Exercises

Show steps

Practice applying the prospecting techniques covered in the course through role-playing scenarios to gain confidence and enhance skills.

Show steps

Identify a common sales scenario.
Prepare a list of potential objections and responses.
Role-play the sales pitch with a partner or group.
Reflect on the experience and identify areas for improvement.

Four other activities

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Show all seven activities

Attend Industry Events and Conferences

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Expand your professional network, learn about industry best practices, and gain insights from successful salespeople by participating in industry events and conferences.

Browse courses on Networking

Show steps

Research and identify relevant industry events.
Register and attend the events in person or virtually.
Prepare an elevator pitch and engage with other attendees.
Collect contact information and follow up with potential connections.

Online Tutorials on Customer Relationship Management (CRM)

Show steps

Gain a deeper understanding of CRM systems and their application in sales by following guided tutorials to improve customer outreach and management.

Browse courses on Customer Relationship Management

Show steps

Identify a reputable online platform or course provider.
Select a tutorial that aligns with the course content.
Follow the tutorial steps and complete the exercises.
Implement the learned concepts in real-world sales scenarios.

Sales Prospecting and Lead Generation Workshop

Show steps

Enhance your prospecting skills through hands-on practice and expert guidance in a dedicated workshop setting.

Browse courses on Lead Generation

Show steps

Identify a reputable workshop provider and register for the event.
Attend the workshop and actively participate in the exercises and discussions.
Network with other attendees and industry professionals.
Implement the learned strategies and techniques in your sales practice.

Sales Prospecting Case Study

Show steps

Apply your knowledge and skills by creating a case study that analyzes a successful sales prospecting campaign, highlighting best practices and lessons learned.

Show steps

Identify a successful sales prospecting campaign.
Gather data and analyze the campaign's strategies and results.
Write a case study report outlining the key insights and recommendations.
Share the case study with peers or industry professionals.

Career center

Learners who complete Professional Selling: Step 2 - Prepare Like a High-Performer will develop knowledge and skills that may be useful to these careers:

Sales Manager

A Sales Manager is an individual who oversees a team of salespeople. They are responsible for planning, organizing, and directing a sales team. Sales Managers frequently collaborate with other departments and develop marketing strategies to promote and sell products or services. The Professional Selling: Step 2 - Prepare Like a High-Performer course would be helpful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Sales Manager

Account Manager

An Account Manager is an individual responsible for managing relationships with current customers and developing strategies to increase revenue. They are also responsible for providing excellent customer service and identifying new opportunities to expand business. The Professional Selling: Step 2 - Prepare Like a High-Performer course would be useful to those who wish to pursue a career in this field by teaching them how to build lasting relationships with clients, understand their needs, and effectively communicate the value of products or services.

See salaries and explore the career path for Account Manager

Business Development Manager

A Business Development Manager is an individual responsible for identifying and developing new business opportunities. They are also responsible for building relationships with potential clients and developing marketing strategies to promote products or services. The Professional Selling: Step 2 - Prepare Like a High-Performer course would be beneficial to those who wish to pursue a career in this field by teaching them how to prospect for new leads, identify good prospects, and create a strategic prospecting plan.

See salaries and explore the career path for Business Development Manager

Sales Engineer

A Sales Engineer is an individual who provides technical expertise to sales teams. They are responsible for understanding the technical aspects of products or services and communicating them to potential customers. Sales Engineers also work closely with customers to identify their needs and develop solutions. The Professional Selling: Step 2 - Prepare Like a High-Performer course would be beneficial to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Sales Engineer

Marketing Manager

A Marketing Manager is an individual responsible for developing and executing marketing strategies. They are also responsible for overseeing marketing budgets and measuring the effectiveness of marketing campaigns. Marketing Managers work closely with sales teams to identify target markets and develop marketing materials. The Professional Selling: Step 2 - Prepare Like a High-Performer course would be helpful to those who wish to pursue a career in this field by teaching them how to understand the needs of customers and develop effective marketing strategies.

See salaries and explore the career path for Marketing Manager

Product Manager

A Product Manager is an individual responsible for managing the development and launch of new products or services. They are also responsible for overseeing product marketing and ensuring that products meet the needs of customers. Product Managers work closely with sales teams to identify customer needs and develop new products or services. The Professional Selling: Step 2 - Prepare Like a High-Performer course would be useful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Product Manager

Customer Success Manager

A Customer Success Manager is an individual responsible for ensuring that customers are satisfied with products or services. They are also responsible for identifying and resolving customer issues and providing support. Customer Success Managers work closely with sales teams to identify customer needs and develop strategies to improve customer satisfaction. The Professional Selling: Step 2 - Prepare Like a High-Performer course would be beneficial to those who wish to pursue a career in this field by teaching them how to build lasting relationships with clients, understand their needs, and effectively communicate the value of products or services.

See salaries and explore the career path for Customer Success Manager

Sales Representative

A Sales Representative is an individual responsible for selling products or services to customers. They are also responsible for building relationships with customers and identifying new sales opportunities. Sales Representatives work closely with sales teams to identify target markets and develop sales strategies. The Professional Selling: Step 2 - Prepare Like a High-Performer course would be helpful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Sales Representative

Consultant

A Consultant is an individual who provides professional advice to businesses and organizations. They are also responsible for identifying and solving business problems and developing strategies to improve performance. Consultants work closely with clients to identify their needs and develop solutions. The Professional Selling: Step 2 - Prepare Like a High-Performer course may be helpful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Consultant

Entrepreneur

An Entrepreneur is an individual who starts and runs their own business. They are also responsible for developing and executing business plans and managing all aspects of the business. Entrepreneurs work closely with customers to identify their needs and develop products or services. The Professional Selling: Step 2 - Prepare Like a High-Performer course may be helpful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Entrepreneur

Freelance Writer

A Freelance Writer is an individual who writes content for businesses and organizations. They are also responsible for developing and executing writing projects and managing all aspects of their business. Freelance Writers work closely with clients to identify their needs and develop content. The Professional Selling: Step 2 - Prepare Like a High-Performer course may be helpful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Freelance Writer

Teacher

A Teacher is an individual who provides instruction to students in a classroom setting. They are also responsible for developing and executing lesson plans and managing all aspects of the classroom. Teachers work closely with students to identify their needs and develop lesson plans. The Professional Selling: Step 2 - Prepare Like a High-Performer course may be helpful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Teacher

Nurse

A Nurse is an individual who provides care to patients in a hospital or other healthcare setting. They are also responsible for developing and executing care plans and managing all aspects of patient care. Nurses work closely with patients to identify their needs and develop care plans. The Professional Selling: Step 2 - Prepare Like a High-Performer course may be helpful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Nurse

Doctor

A Doctor is an individual who provides medical care to patients. They are also responsible for diagnosing and treating medical conditions and managing all aspects of patient care. Doctors work closely with patients to identify their needs and develop treatment plans. The Professional Selling: Step 2 - Prepare Like a High-Performer course may be helpful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Doctor

Lawyer

A Lawyer is an individual who provides legal advice to clients. They are also responsible for representing clients in court and managing all aspects of legal cases. Lawyers work closely with clients to identify their needs and develop legal strategies. The Professional Selling: Step 2 - Prepare Like a High-Performer course may be helpful to those who wish to pursue a career in this field by teaching them how to identify high-quality leads, establish needs, and create a strategic prospecting plan.

See salaries and explore the career path for Lawyer

Reading list

We've selected nine books that we think will supplement your learning. Use these to develop background knowledge, enrich your coursework, and gain a deeper understanding of the topics covered in Professional Selling: Step 2 - Prepare Like a High-Performer.

High-Profit Prospecting

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Foundational text that will help students understand how to effectively create a prospecting pipeline to find those most likely to purchase products or services.

Professional Selling

Step 2 - Prepare Like a High-Performer

Here's a deal for you

What's inside

Syllabus

Traffic lights

Save this course

Reviews summary

Foundational sales prospecting skills

Activities

Career center

Reading list

Share

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