Welcome to the SERIOUS™ Selling Channel.
		SERIOUS™ Selling is an innovative, consultative-based sales training programme with a proven track record of success in the dealing with high value, complex sales.
		It provides a sales framework to help you:				Includes FREE Access to "Sales Master Classes"
		Build and win bigger deals Bring business in sooner Beat your competition
This Channel gives you unlimited access to all the IPTV episodes, any time. The sooner you get started, the sooner you get the benefit.

This introductory series provides information on how to get the most from the SERIOUS Selling programme, covering all you need to know from what you get, to how to use it for best results.

It includes the following episodes:

1. The Method behind the Madness - The 1st of 3 episodes describes the key components of SERIOUS™ Selling.
2. Maximum IMPACT - This 2nd episode shows you how to use the SERIOUS™ Selling programme for best results.
3. Going for Outstanding Performance- This episode discribes how to move your skills from just "Good" to "OUSTANDING".

Fail to Prepare, Prepare to fail.  Discover in this series of 6 episodes, the key areas of preparation necessary for success in selling.  Identify customer Hot Buttons for high impact engagement.

Included in this series:

4. Do you have "Situational Fluency"? - Have you lost before you even start?  Discover one key skill of "Outstanding" sales people.
5. Knowing your own Company - Preparation is essential, so we give you 7 things you must know about Your Company.
6. Understanding your Customer - How to find a bounty of sales Opportunities with unlimited budgets.
7. YOU - Everyone has a Personal Brand that affects their relationship with others, make sure you understand its impact.
8. Being SMART - Get the most out of every customer engagement, by being SMART with your time.
9. Qualification - Make better use of your selling time by using a more effective qualification process based on Situational Fluency.

Find out who to talk to and what to say.  Covering the hot buttons for all levels of Engagement from CEO to Operations, this series of 7 episodes will open doors you never thought possible.

Included in this series:

10. Engaging the M.A.I.N. Characters - Identify the people with the authority to make or influence decisions in your favour.
11. Selling to Executives - Executive engagement is key to any multi level selling strategy. Learn top tips for selling to Executives.
12. Selling to Management - The Management level in any business is often where the budget sits and where there’s budget, there’s sales.
13. Selling to Operations - Operations are usually the end users for your product or service. Give them what they need and you’ll find sales.
14. Selling to Business Units - Part 1 - Understanding your customers' structure and how this will help you identify sales opportunities.
15. Selling to Business Units - Part 2 - Learn how to explain your propostition using the appropriate language for success.
16. The Key Introductory Message - Learn how to create high impact opening messages for any part of a business you wish to sell to.

From questioning to the psychology of buying, these 7 episodes provide all the tools and knowledge needed to identify sales opportunities and motivate your customer to take action.

Included in this series:

17. Why People Buy - Part 1 - Discover what motivates people to make decisions and how to use this information to get sales results.
18. Why People Buy - Part 2 - Learn more things that motivate people to buy and you how to use this information to win more business.
19. Why People Buy - Part 3 - Find out even more areas of motivation and how to use this information to accelerate buying decisions.
20. The 3 Stages of Customer Need - Identify the stages of a buying process and how to move your customer closer to a buying decision.
21. Questioning for Results - Asking the right questions in the right way gets you the vital information you need. Get top questioning tips.
22. TED - We show you how to work with TED to get more information as you build a stronger relationship with your customer.
23. Listen Up - Listening is often said to be the most important skill of a sales person. Get yours right and see the difference it can make.

Implications

These 6 episodes will enable you to take your customer from a suspect who might buy, to a prospect who has to buy. Packed with tips and techniques to gain maximum leverage with your customer.

Included in this series:

24. The Power of Diagnosis - Learn the importance of thorough diagnosis of a customers' requirement, taking them from Prospect to Buyer.
25. Questioning for Outstanding Results - Build larger opportunities and close sales faster with some Advanced Questioning Skills.
26. The Domino Effect - Get significant leverage in sales situations by understanding the interdependencies within a customers' business.
27. The Power of Metrics - Metrics are used to measure business performance, so learn how to use these to strengthen your sales message.
28. The Benefit of Benefits - Turn product capability into business value with 3 simple steps.
29. Qualifiying In - Learn how to use the SERIOUS framework as a powerful qualification tool during the more advanced stages of the sale.

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Objection Handling

No matter how keen the customer is to buy, they will always have questions for you. Find out in these 3 episodes, why customers object and the 3 Golden Rules on how to deal with them.

Included in this series:

30. Why Objections are Good - Find out how your old nemesis the sales objection can actually be your best friend.
31. The 3 "C's" - Learn this simple technique for instant analysis of a sales objection.
32. The 3 Golden Rules - This episode shows a quick and simple format for dealing with any objection in a professional and productive way.

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Unique

Differentiation is oftem the key to success in a competitive market place. Discover in these 6 episodes, how to position yourself against your competition and leverage your Personal Brand for success.

Included in this series:

33. Differentiation - Salespeople understand the importance of differentiation, so we describe what makes You the “U” in Unique.
34. Building a Personal Brand - Because you don’t have long to create a positive first impression, find out how to get it right.
35. Personal Brand Attributes - Part one of Personal Branding – using your Attributes for greatest effect!
36. Personal Brand Behaviours- Part Two of Personal Branding - How your behaviours, define who you are!
37. Personal Brand Contribution - Part three of Personal Branding – understanding the “Contribution” you can make.
38. Winning the Competitive Battle - Learn some of the behaviours that will help you outperform some of your toughest competitors.

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Success

These final 5 episodes provide all you need to now bring your sales activity to a successful conclusion. They provide proven tools and techniques for a professional close to a sales opportunity.

Included in this series:

39. The Final Steps to Success - What we need keep in mind as we move towards taking the final steps to Success.
40. Understanding the DMP - Discover the difference between an individual making a decision and the Business making a decision.
41. The Perfect Plan - This simple but powerful tool is a great way to bring the business to the final stage of a sale.
42. Concluding the Business- 3 steps that not only concludes the deal you're working on, but will help generate more business in the process.
43. The End of the Beginning - The education may be coming to an end, but the learning is just beginning.