If I were to ask you right now ‘Do you sell?’ you would probably answer ‘NO’ because you don't have a commercial profile. But let me tell you something, sales are part of your life. If you stop to think about it, we are constantly trying to sell our opinion, our position, our idea, our project...
Even selling the restaurant you want to go to for dinner with your friends tonight, so if you want to achieve all the goals you set for yourself (finding the job of your dreams, reinventing yourself professionally, knowing how to sell your product, specialising in sales...) you have to learn negotiation and sales techniques and you have to learn how to negotiate. And yes, you may think that good salespeople have some sort of innate gift...
But nothing could be further from the truth... Being a crack salesperson is something that can be acquired and worked on over time.
‘This programme is very much geared towards giving everyone a technical foundation in sales so that they can take their careers, their businesses... to another level’.
Angel Bonet,
one of Spain's leading sales experts
999€ (with 15 days warranty)
Almost nobody is born knowing how to sell, nor is it necessary to have an extroverted or forward-looking profile. You learn how to sell and we are going to teach you.
Learn how to create clear and impactful messages that get the attention of recruiters, managers or anyone you want to convince of something.
Learn about new social selling channels such as LinkedIn to increase your sales.
Learn all the techniques to get to know the customer, identify their needs and apply the sales techniques that are most appropriate for each type of customer.
Control CRMs and other tools such as Salesforce, Bloobirds and Lead Scoring give you a unified view of all departments in your company, so you can make decisions that help you manage and personalise your customer relationships.
Acquire the main communication skills, negotiation and persuasion techniques to accelerate the sales process.
Master the different and most effective negotiation and closing techniques in sales.
Get to know all the contents of this programme:
Leading the sales process
It is essential to lead the customer through the sales process to shorten time and increase conversion. And it all starts by creating a clear, simple process that you have to follow step by step until the closing.
- Selling is a process: basic steps
- Lead the sales process and avoid getting into the buying process.
- Micro-commitments
- Close each meeting with the next step
- Define a clear and closed agenda for each meeting
- Mutual action plan
Targeting & Qualification
The sales process starts with identifying which customers to target, having a direct impact on your metrics and ROI. In this module we will analyse different segmentation strategies, as well as tools to qualify customers.
- Your funnel: phases
- Your funnel: conversions
- Forecast: ‘filling in the pipeline
- Pipeline Coverage Ratio
Prospecting
The prospecting phase is one of the most complicated phases of the sale as we are addressing potential customers who do not yet know us in order to generate interest.
-Don't underestimate cold calling
-A framework for structuring your calls
-Understand the main objections in the prospecting phase.
-The prospecting channels
-Sequences and channels
Creating connection: Authority and credibility
Traditionally, salespeople have been told that they have to empathise, build a relationship with the customer... but the reality is that to be an excellent salesperson you have to go much further. You have to show them that you understand them best and that you are an expert in their field.
- Creating connection and credibility
- The 4 dimensions of the problem
- Develop your own vision, values...
- How to challenge their positions
- The importance of trust
Generating an emotional connection: Empathy
It's not enough to show that you care about them... REALLY CARE. In this module we learn from Chris Voss a series of techniques to build empathy:
Generating the need
A common mistake is to sell the product from the beginning, when what you have to do is to make your customer see that there is a compelling reason (a problem, an opportunity...) to look for solutions and act. And we are the solution!
- Your customers don't know what they need
- From problems to ‘motivators
- The structure of the script
- Questions to make it obvious
- Questions to make them feel the implications
- Creating separation
- Questions to create the need
Understanding your value proposition
How to be able to convey a value proposition in a powerful way that generates interest? By clearly visualising its components, its ‘anatomy’: benefits, differentiation?
- Value Proposition Framework
- Value Equation
Pitching
A really good sales pitch makes the difference between making millions of euros more. In this module we will cover the best techniques for creating the best possible pitch:
- Elevator pitch
- Create a story with Storybrand
- The ‘Villain’ technique
- Anticipate their concerns
- ROI & Value Selling
- Impact on emotions
- Explain the WHY
Managing objections
An excellent salesperson is a ‘master’ at handling potential customer objections. In this module we will teach you the keys to achieve this.
-Understand where objections come from.
-Don't fight objections (judo technique).
-Be prepared to manage them (with this framework).
-Distractions and red herrings
Negotiation and closing techniques
In every sale there is a negotiation component. It is essential that you learn the techniques and tools that will enable you to achieve your objectives.
- Your BATNA gives you power
- Your BATNA helps you to make your first (aggressive) offer.
- Don't negotiate too early
- The party with more emotional control wins
- Don't make one offer, make 3
- Close the Deal
Social Selling
Social Media, especially LinkedIn, has become a FUNDAMENTAL channel for sales as it allows you to connect and build relationships with decision makers. In this module you will learn how to create a network, gain authority, send the right messages, measure success, etc.
Tools
In this module we will analyse the different tools that are used throughout the sales process, from the basic CRM to more innovative tools such as Digital Sales Rooms where you can share information with your customer.
thePower is the most business-connected school in Spain. Our collaboration goes beyond employability agreements.
thePower is the only one that has a presence inside: training its employees, collaborating in the creation of programmes and organising employment dynamics (Hiring days, Hackathons, etc).
Meet us in person or request information
We will help you without obligation. If you have any doubts about the master's degree, you can meet us in person or request information.
C. de Arturo Soria, 245, 28033 Madrid
Why do the Power Sales Master's Degree?
If I were to ask you right now ‘Do you sell?’ you would probably answer ‘NO’ because you do not have a commercial profile. But let me tell you something, sales are part of your life. If you stop to think about it, we are constantly trying to sell our opinion, our position, our idea, our project...
Even selling the restaurant you want to go to for dinner with your friends tonight.
That's why, if you want to achieve all the goals you set for yourself (finding the job of your dreams, getting the raise you've been waiting for, making a change in your career...) you have to learn negotiation and sales techniques. And yes, you may think that good salespeople have some kind of innate gift... But nothing could be further from the truth. Being a sales cracker is something that can be acquired and worked on over time.
Why study with us?
ThePower was born to create the best programmes in the world. And thanks to this, it quickly became a global revolution with +120k students, presence in more than 60 countries, supported by internationally successful figures such as the founders of Netflix, Youtube or Tesla, and the school of reference for the best companies such as PWC, Telefónica or Hays.
What will you learn?
Power sales is the first sales programme in which you will learn negotiation, communication and persuasion techniques that will help you to achieve all the objectives you set yourself. Hardly anyone is born knowing how to sell, nor is it necessary to have an extroverted or forward-looking profile. You learn how to sell and we are going to teach you.
Learn how to create clear and impactful messages that attract the attention of recruiters, managers or anyone you want to convince of something.
Master the different and most effective negotiation and closing techniques in sales.
Learn all the techniques to get to know the client, identify their needs and apply the sales techniques that are most appropriate for each type of client.
Get to know the new social selling channels such as LinkedIn to increase your sales.
Control CRMs and other tools such as Salesforce, Bloobirds and Lead Scoring that give you a unified view of all departments in your company, so you can make decisions that help you manage and personalise your relationship with your customers.
Acquire the main communication skills, negotiation and persuasion techniques to accelerate the sales process.
Who is this programme for?
Whether you are a consultant, lawyer, salesperson, doctor, engineer, freelance, entrepreneur... you should know that the professionals who add the most value, are the most successful and earn the most money are those who know how to generate business and close sales.
On completion, will I receive a diploma?
Get the Master in Sales University Certification from The Power Education