Achieving Results by Personalizing Your Sales Approach
Achieving Results by Personalizing Your Sales Approach
What you’ll learn
Skills you’ll gain
As a sales representative, you know that nurturing a relationship with a prospect and closing the deal is one of the toughest parts of the job. It is a lot like dating, but without the butterflies. In this course, Luis Baez, entrepreneur and Senior Manager of Global Sales Enablement at Deputy, will help you personalize your sales approach from initial communication to onboarding. Standing out and inspiring trust requires mindful engagement – you want your product to excite your prospect. Luis will give you the tools needed to ensure meetings occur, succeed, and are followed up with enthusiasm. You’ll be taught strategies to subtly promote your product, and reduce the prospect’s anxiety during the buying process. Once the deal is sealed, Luis will teach you various approaches to smoothly onboard the client so that they feel comfortable using your product. You’ll finish this course with the confidence to personally attend to prospects in all aspects of your sales approach.
Syllabus
Download syllabus-
1
Target audience Many sales professionals that can benefit from using the personalization approach to selling. 3m
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Effectiveness of personalization There are several strategies and methods for B2B relationship-building and sales. 3m
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Tools for implementation When it comes to enabling sales for a business, it's important to balance marketing efforts with high-leverage sales activities, including different tools that increase your effectiveness. 3m
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Why qualification matters In order to make the best use of time and resources, sales professionals need only the most qualified prospects. 1m
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Personalizing your inbound experience The most qualified leads for businesses are inbound. 4m
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Customizing your outbound efforts One of the most difficult tasks for sales professionals is outbound prospecting, since you have to stand out and inspire trust with the client. 4m
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Personalizing your invitation After making the effort to consciously engage and nurture relationships with qualified prospects, you'll want to progress the sales opportunity by tactfully inviting the prospect to a conversation with you. 2m
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Importance of discovery Once you've made an authentic connection with your prospect, you'll want to invite them to a conversation in order to assess fit. 2m
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Preparing for the call Making real connections with qualified prospects is difficult, which is why you want to make every effort to ensure attendance for the discovery call. 4m
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Confirming next steps If there is alignment during a discovery call and an opportunity to take next steps or continue the conversation, you'll want to make every effort to sustain the prospect's interest. 4m
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Staying in touch It's very likely that your prospect is considering other products or services, which is why it's important to be collaborative and memorable beyond the discovery call. 2m
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Sustaining interest Most prospects make their buying decision within the 24-72 hours after a discovery call, and will likely have questions or need inspiration beforehand. 4m
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Closing done right A prospect's anxiety is at its highest peak during the closing process of a sale or collaboration, so it's imperative that you approach this with tact and compassion. 1m
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Video as a closing tactic When you leverage video and audio experiences during your closing process, you'll ultimately come across as more confident and trustworthy. 2m
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Success after the sale The sale is not over after a transaction is made or a deal is signed, which is why it's important to thoughtfully and seamlessly onboard your new customer and avoid any buyers remorse. 2m
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Creating customized onboarding Once the deal is done, you'll want to ensure your prospect has their questions answered and feels empowered to get started using your product or service. 2m
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Time to personalize Thanks for watching this course! 2m
Certificate
Certificate of Completion
Awarded upon successful completion of the course.
Instructor
Luis Baez
Luis has worked in sales roles at organizations including BBC Worldwide, LinkedIn, Google, Uber, and Tesla, providing him with a unique perspective on what has helped some of today's most powerful corporations achieve success. When Hurricane Maria impacted Luis' loved ones in 2017, he stepped away from the corporate world and pivoted to business consulting. His consultancy, LuisBaez.com, empowers sales professionals to create authentic, meaningful connections with their prospects as a way to grow their business.
Luis Baez
Global Sales Enablement Leader, Trainer, and Professional Speaker
Accreditations
Link to awards
How GoSkills helped Chris
I got the promotion largely because of the skills I could develop, thanks to the GoSkills courses I took. I set aside at least 30 minutes daily to invest in myself and my professional growth. Seeing how much this has helped me become a more efficient employee is a big motivation.
