This free sales training video is a sample from our online sales training programs. The first sales training video covers what is the definition of selling and what are the sales skills required. The second free sales training video covers “the buyer why’s”. The buyer why’s is the mental questioning process buyers or customers go through when considering a buying journey. Always remember that selling requires customers to undertake a change mangement project.
Free Sales Training Video and Articles from The Digital Sales Institute. Updated April 2022.
In general terms, “selling” can be defined as the “exchange of value,” between a seller, and a buyer. This is where a buyer sees value in paying someone an agreed price, for a product, or service. Think of your own buying experiences, where you were convinced of the value of something, enough to part with your money.
Let’s explore the basic rules of selling. To begin,
- Customers do not buy products; they buy benefits.
- Selling involves getting buyers to change, and act on that change.
- To make commitments and be committed to change.
- In order to sell better, we must understand “Buyer Motivations”.
- Selling is about getting customers to take action.
“Teach your customers something new and compelling, and then provide reasons for them to act”
So, selling is a business function that involves determining a customer’s needs and wants. Plus, responding through planned, personalized communication that influences their purchase decisions and enhances future business opportunities. Because selling is planned and personalized, it goes beyond mere order-taking or customer service. Selling has many different guises. it can be transactional or simple. It could be relationship selling, where it is more complex. Selling can be business to consumer, or business to business etc
When we talk about “what is selling definition”, it is important to understand the psychology of selling. We don’t sell products or solutions, we sell stories, ideas, commitments, results, satisfaction, relief, trust, confidence, assurance etc The truth is that knowing how to sell doesn’t improve our ability to sell. Rather, successful selling is largely driven by deep emotions. our beliefs, our values, our awareness of our own capabilities, and our feelings of self-worth.
What are selling skills?
Simply put, selling is successfully influencing the buying decision of the client in your favor.
“Selling success is contingent upon the sales skills of the salesperson, not the attitude of the customer.”
Our role as the salesperson is to be effective in all our sales efforts, so our activity and communication facilitates the decision making for the customer. Selling skills. There are specific selling techniques that have been proven over time to be effective. As you become more skilled and advanced in selling, you will learn how to.
A. Identify pain points, wants, and buying motives.
B. Open and close sales with a clear process.
C. Uncover needs via discovery questions.
D. Handle customer objections and remove roadblocks.
E. Deliver value and solutions that trigger buying.
F. Demonstrate product fit and gain commitments.
G. Follow up on closed sales for future business
Free Sales Training Video – The Buyer Why’s
Understanding “The Buyer Why’s” is critical to progressing a sale. Every buying decision is composed of certain small, strategic, incremental commitments that guide us on a progression of buyer consents that advance the sale. The Buyer Whys takes the guesswork out of selling by showing you exactly what you need to do to enable that buying decision to purchase a product or service.
The Selling Equation – ASAK
The basic equation of selling can be stated as
Activity x Skill x Attitude x Knowledge = Results
Free Sales Training Video – The Psychology of Selling.
All buying decisions (incl.B2B) are emotional. Buyers want salespeople to evoke feelings of trust, reliability, credibility and a sense of partnership. If we say we’re going to do something for a logical reason, that means we have more emotion invested in that reason than any other. Whenever a buyer says they would like to think about it, they are saying that you have not aroused their desire to own or enjoy the benefits of your product.
The next free sales training lesson is on Buyer Roadblocks.
Salespeople too often trying to solve the wrong problem, because customers actually do “get it,” they just don’t buy it. They don’t buy it due to roadblocks and indecision. In any sale, we aren’t simply competing against competitive offerings. We are Competing for “mind share” (5 Why’s). Competing for resources. Competing against alternatives including The Status Quo. Competing against internal Buyer Roadblocks (The silent stages).
We hope you enjoyed these free sales training video lessons.
OUR MISSION IS TO EMPOWER SALESPEOPLE TO BETTER ENGAGE WITH THEIR BUYERS – WITH EFFECTIVE ONLINE SALES TRAINING COURSES.
The Digital Sales Institute brings a better model of learning for salespeople to learn the critical selling skills needed to be successful. A whole series of bite sized, easy to digest online sales training videos, worksheets, tips and tricks and quizzes. A fun and way more engaging way to acquire new skills via short bursts of sales training lessons which allows any sales professional to study at their convenience. Boost your learning retention by repeatedly revisiting all the sales training programs or lessons as part of your low-cost subscription. Access over 100 online sales training lessons from our online sales training programs and courses for $29.99.
Our business school standard online sales training programs courses will help Automate, Integrate, Measure and Scale the adoption of the latest selling techniques into the sales and marketing process for improved revenue performance. All the courses are designed to crystallize the sales habit loop, increase the quality of interactions with buyers, demystify any confusion regarding “social selling” and “social media” in the sales process and to speed up buyer qualified leads into the business.
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These free sales training videos include samples from our low cost online sales training programs. The Digital Sales Institute Sales training programs include – Sales Skills 101, Soft Sales Skills, Sales Prospecting Training and Social Selling Training. Our unique “All Inclusive” subscription model offers salespeople 100’s of videos, all researched with proven methodises, plus lesson downloads and bonus sales training material in PDF format. In fact, all the tools any salesperson needs to make continuous learning part of their professional development.
Over bite sized sales training videos include what is selling, psychology of selling, successful sales conversations, how to get buyer commitments, soft skills, communication skills, cold calling tips, sales habits of successful salespeople, sales phrases (what not to say), sales techniques, sales tips and sales prospecting insights etc. Our library of free sales training video content is growing so check back regularly for new content. The first free sales training lesson is what is selling.
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Our mission is empower salespeople with all the sales skills they need to succeed with online sales training programs on par with any other form of sales training. Our Value Proposition is to exceed our users online sales training experience with the following: A robust series of research based, expertly written, fun and engaging low cost online sales training programs including free sales training video lessons that aligns sales training with the needs, demands, skills and goals of the any salesperson.