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1. The Method behind the Madness
 | 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. |
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2. Maximum Impact
| This 2nd episode shows you how to use the SERIOUS™ Selling programme for best results. |
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3. Going for Outstanding Performance
| This mobisode discribes how to move your skills from just "Good" to "OUSTANDING" |
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4. Do you have "Situational Fluency"
| Have you lost before you even start? Discover one key skill of "Outstanding" sales people. |
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5. Knowing your own Company
| Preparation is essential, so we give you 7 things you must know about Your Company. |
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6. Understanding your Customer
| How to find a bounty of sales Opportunities with unlimited budgets. |
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7. YOU
| Everyone has a Personal Brand that affects their relationship with others, make sure you understand its impact. |
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8. Being Smart
| Get the most out of every customer engagement, by being SMART with your time. |
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9. Qualification
| Make better use of your selling time by using a more effective qualification process based on Situational Fluency. |
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10. Engaging the M.A.I.N Characters
| Identify the people with the authority to make or influence decisions in your favour. |
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11. Selling to Executives
| Executive engagement is key to any multi level selling strategy. Learn top tips for selling to Executives. |
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12. Selling to Management
| The Management level in any business is often where the budget sits and where there’s budget, there’s sales. |
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13. Selling to Operations
| The Management level in any business is often where the budget sits and where there’s budget, there’s sales. |
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14. Selling to Business Units - Part 1
| Understanding your customers' structure and how this will help you identify sales opportunities. |
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15. Selling to Business units - Part 2
| Learn how to explain your proposition using the appropriate language for success. |
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16. The Key Introductory Message
| Learn how to create high impact opening messages for any part of a business you wish to sell to. |
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17. Why People Buy - Part 1
| Discover what motivates people to make decisions and how to use this information to get sales results. |
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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. |
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19. Why People Buy - Part 3
| Find out even more areas of motivation and how to use this information to accelerate buying decisions. |
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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. |
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21. Questioning for Results
| Asking the right questions in the right way gets you the vital information you need. Get top questioning tips. |
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22. TED
| We show you how to work with TED to get more information as you build a stronger relationship with your customer. |
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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. |
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24. The Power of Diagnosis
| Learn the importance of thorough diagnosis of a customers' requirement, taking them from Prospect to Buyer. |
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25. Questioning for Outstanding Results
| Build larger opportunities and close sales faster with some Advanced Questioning Skills. |
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26. The Domino Effect
| Get significant leverage in sales situations by understanding the interdependencies within a customers' business. |
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27. The Power of Metrics
| Metrics are used to measure business performance, so learn how to use these to strengthen your sales message. |
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28. The Benefit of Benefits
| Turn product capability into business value with 3 simple steps. |
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29. Qualifying 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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30. Why Objections are Good
| Find out how your old nemesis the sales objection can actually be your best friend. |
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31. The Three "C's"
| Learn this simple technique for instant analysis of a sales objection. |
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32. The Three 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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33. Differentiation
| Salespeople understand the importance of differentiation, so we describe what makes You the “U” in Unique. |
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34. Building a Personal Brand
| Because you don’t have long to create a positive first impression, find out how to get it right. |
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35. Personal Brand Attributes
| Part one of Personal Branding – using your Attributes for greatest effect! |
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36. Personal Brand Behaviors
| Part Two of Personal Branding - How your behaviours, define who you are! |
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37. Personal Brand Contribution
| Part three of Personal Branding – understanding the “Contribution” you can make. |
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38. Winning the Competitive Battle
| Learn some of the behaviors that will help you outperform some of your toughest competitors. |
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39. The Final Steps to Success
| What we need keep in mind as we move towards taking the final steps to Success. |
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40. Understanding the DMP
| Discover the difference between an individual making a decision and the Business making a decision. |
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41. The Perfect Plan
| This simple but powerful tool is a great way to bring the business to the final stage of a sale. |
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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. |
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43. The End of the Beginning
| The education may be coming to an end, but the learning is just beginning. |
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