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Part 3 of 6 in Mastering the Sales Process & Learning how to Sell with Noah Cohen | EP36

Season 1, Ep. 36

Dream Job Ready Episode 36: Noah Cohen (Professional Sales Coach).

Part 3 of 6 in Mastering the Sales Process & Learning how to Sell with Noah Cohen.

Hello and thanks for joining me on Dream Job Ready. I'm your host, Dane Sharp, and I'm excited to bring you a special 6-part mini series with Noah Cohen (Professional Sales Coach), where we dive into and break down the sales process.

In this episode, we discuss why you need common ground, an agreement and an agenda at the start of every sale.

Noah frames up every sell with the question "what are you trying to achieve"? The answer to this question should then inform the steps you take to hep ensure the person or business you're dealing with understands your goals and hopefully supports them.

Great value throughout this episode and a few helpful training tips from Cohen Training Institute:

From Noah: Cover these four points to uncover any unforeseen issues or hurdles and address immediately:

  • Agree on Purpose: "[name], the reason we are here today is X... Did I get that right?"
  • Time: "[name], I know we said we will have an hour today, is that still ok?"
  • Agenda (what both Parties want to cover): "In order to make this conversation as effective as possible, Is there anything you want to make sure I cover today? When I speak to CEOs like yourself they usually want to know who we are, if we've worked in your space and if we do move forward, how we go about doing the work. But everyone's different. Is there anything that's important to you? [acknowledge] "and here are a few things I want to cover x,y,z, is that ok with you?"
  • Outcome (What do you like to achieve by the end of your time) "[Name], after we go back and forth typically I find that one of two things will happen: we could determine based on your situation and what we do; this is not a fit and I think either of us should feel comfortable saying that. on the other hand we could determine that it's certainly worth looking into the next step." [Seller to share how they provide service or onboard clients]

I hope you enjoy this episode and find the information helpful. And good luck using this scripts!

Knowing how to “sell” is a crucial skill, no matter what your job role, so I recorded a 6-part episode series with professional sales coach, Noah Cohen, where we break down the what, why, who, when and how of the selling process.

Each of the six episodes are 10-to-15 minutes in length, so Noah has done an amazing job of compressing and condensing the training down into bite size segments. He still shares plenty of actionable sales skills and tips on how to optimise your approach to pitching business opportunities, partnerships, selling yourself, your product and/or your service.

Here's the agenda for our six episodes:

  • Introducing the Sales Process & Training (EP34)
  • Rapport & Trust (EP35)
  • Setting an Agenda (this one)
  • Discovery Funnel & Needs Analysis (EP37)
  • Uncovering a Prospect's Budget & Understanding their Decision Making Process (EP38)
  • Closing the Sale / Getting a Decision / After the Sale (EP39)

Noah offers free online sales training on his website www.cohentraininginstitute.com.au

I worked with Noah at Groupon and he's had experience training and coaching sales consultants across retail, finance, insurance and HR. Regardless of your role, you're going to benefit from the advice he shares.

Got feedback? Please email me on dreamjobreadypodcast@gmail.com or connect via:

LinkedIn / https://www.linkedin.com/company/dreamjobready

Twitter / @dreamjobready

Facebook / @dreamjobready

Instagram / @dreamjobready

And if you'd like to financially support this podcast series, please make a contribution via https://supporter.acast.com/dream-job-ready-1.

Or simply do us a solid and subscribe, rate and share Dream Job Ready with your friends!


If you'd benefit from additional sales training, you can connect with Noah via:

Cohen Training Institute www.cohentraininginstitute.com.au

LinkedIn: linkedin.com/in/noah-cohen-sales


...


Music: ‘Funky Sunday’ composed and performed by THE MAN: Mark Matthews

Copyright 2020 | Remarkable

More Episodes

11/11/2020

Part 6 of 6 in Mastering the Sales Process & Learning how to Sell with Noah Cohen | EP39

Season 1, Ep. 39
Dream Job Ready Episode 39: Noah Cohen (Professional Sales Coach, Cohen Sales Academy). Part 6 of 6 in our 'Mastering the Sales Process & Learning how to Sell with Noah Cohen' mini series. Topic for this episode: Noah rounds off his training by taking host Dane Sharp through 'Presentation & Closing', 'Post Sell' and 'Asking for Referrals'. Hello and thanks for joining me on Dream Job Ready. I'm your host, Dane Sharp, and I'm excited to bring you the finale of a special 6-part mini-series with professional sales coach, Noah Cohen, where we dive into and break down the sales process. We've received some amazing feedback about the previous 5 episodes with Noah, so if you're just discovering this show or missed episodes 34, 35, 36, 37 and 38, please go back and give them a listen. Noah has turned his sales training into a condensed and generalised take for our listening benefit. He's also provided some scripts, tip and communication templates here: Topic: Presentation & Close. Tip for Episode: At any point before this stage, if you can not proceed further, you are not to pitch or present. You must address their enquiry or concern and solve it before moving forward to the next step. "[Name], Earlier you told me X was important to you. You also say the steps you've taken to fix it and the impact it has had on you. Have I missed something? (If positive) share how your solution fixes their issue or provides to them what they need and ask when you can get started and close. Topic: Post-sell and referral. Tip for Episode: Deal with buyers' remorse. "[Name], you mentioned that you wanted x but then after discussing it you were happy with what I suggested, Are you still ok to proceed?" This will allow the prospect to own their decision and reduce the chances of a cancelled sale, later. Tip for Episode: How to ask for a referral: "[Name], next time you talk to a friend, college family member or even a neighbour and they mention they need (product or service), would you feel comfortable introducing us?" Yes, sure... "Great, when that happens please take out your phone and text me their name and number, and I will get in touch. Is that ok?" No... "Not a problem at all [name], what do I need to do for you to feel comfortable?" Here's the agenda for our six episodes:Introducing the Sales Process & Training (EP34)Rapport & Trust (EP35)Setting an Agenda (EP36)Discovery Funnel, Needs Analysis & Questioning (EP37)Uncovering a Prospect's Budget & Understanding their Decision Making Process (EP38)Closing the Sale / Getting a Decision / After the Sale (this one!)Noah offers free online sales training on his website www.cohentraininginstitute.com.auI worked with Noah at Groupon and he's had experience training and coaching sales consultants across retail, finance, insurance and HR. Regardless of your role, you're going to benefit from the advice he shares.Got feedback? Please email me on dreamjobreadypodcast@gmail.com or connect via:LinkedIn/https://www.linkedin.com/company/dreamjobreadyTwitter/ @dreamjobreadyFacebook/ @dreamjobreadyInstagram/ @dreamjobreadyAnd if you'd like to financially support this podcast series, please make a contribution via https://supporter.acast.com/dream-job-ready-1. Or simply do us a solid and subscribe, rate and share Dream Job Ready with your friends!If you'd benefit from additional sales training, you can connect with Noah via:Cohen Training Institute www.cohentraininginstitute.com.auLinkedIn: linkedin.com/in/noah-cohen-sales...Music: ‘Funky Sunday’ composed and performed by my childhood music teacher: Mark MatthewsCopyright 2020 | Remarkable
11/1/2020

Part 5 of 6 in Mastering the Sales Process & Learning how to Sell with Noah Cohen | EP38

Season 1, Ep. 38
Dream Job Ready Episode 38: Noah Cohen (Professional Sales Coach, Cohen Sales Academy). Part 5 of 6 in Mastering the Sales Process & Learning how to Sell with Noah Cohen. Topic for this episode: Uncovering a Prospect's Budget & Understanding their Decision-Making Process. Hello and thanks for joining me on Dream Job Ready. I'm your host, Dane Sharp, and I'm excited to bring you a special 6-part mini-series with Noah Cohen (Professional Sales Coach), where we dive into and break down the sales process. In this episode, Noah moves us through his sales training and outlines how to uncover and understand your prospect's budget, decision-making process and understanding of the sales opportunity. Great value throughout this episode and a few helpful training tips from Cohen Training Institute. From Noah:•Tip for Episode: Now you need to make reference to the outcome they want to achieve.•Script: "[Name], let's say we decide to go ahead and do something, when would you say we could actually start? - From now till then, what steps do we both need to take? Who else is involved, What do they care about?". I hope you enjoyed this episode and continue to find the information helpful. And good luck using the scripts! Knowing how to “sell” is a crucial skill, no matter what your job role, so I recorded a 6-part episode series with professional sales coach, Noah Cohen, where we break down the what, why, who, when and how of the selling process. Each of the six episodes are 10-to-20 minutes in length, so Noah has done an amazing job of compressing and condensing the training down into bite size segments. He still shares plenty of actionable sales skills and tips on how to optimise your approach to pitching business opportunities, partnerships, selling yourself, your product and/or your service. Here's the agenda for our six episodes:Introducing the Sales Process & Training (EP34)Rapport & Trust (EP35)Setting an Agenda (EP36)Discovery Funnel, Needs Analysis & Questioning (EP37)Uncovering a Prospect's Budget & Understanding their Decision Making Process (this episode!)Closing the Sale / Getting a Decision / After the Sale (EP39)Noah offers free online sales training on his website www.cohentraininginstitute.com.auI worked with Noah at Groupon and he's had experience training and coaching sales consultants across retail, finance, insurance and HR. Regardless of your role, you're going to benefit from the advice he shares.Got feedback? Please email me on dreamjobreadypodcast@gmail.com or connect via:LinkedIn/https://www.linkedin.com/company/dreamjobreadyTwitter/ @dreamjobreadyFacebook/ @dreamjobreadyInstagram/ @dreamjobreadyAnd if you'd like to financially support this podcast series, please make a contribution via https://supporter.acast.com/dream-job-ready-1. Or simply do us a solid and subscribe, rate and share Dream Job Ready with your friends!If you'd benefit from additional sales training, you can connect with Noah via:Cohen Training Institute www.cohentraininginstitute.com.auLinkedIn: linkedin.com/in/noah-cohen-sales...Music: ‘Funky Sunday’ composed and performed by my childhood music teacher: Mark MatthewsCopyright 2020 | Remarkable
10/28/2020

Part 4 of 6 in Mastering the Sales Process & Learning how to Sell with Noah Cohen | EP37

Season 1, Ep. 37
Dream Job Ready Episode 37: Noah Cohen (Professional Sales Coach). Part 4 of 6 in Mastering the Sales Process & Learning how to Sell with Noah Cohen. Topic for this episode: Discovery Funnel, Needs Analysis & Questioning. Hello and thanks for joining me on Dream Job Ready. I'm your host, Dane Sharp, and I'm excited to bring you a special 6-part mini series with Noah Cohen (Professional Sales Coach), where we dive into and break down the sales process. In this episode, we really start getting into the meat and bones of the sales process and communication relationship. Noah explains how and why to work on better understanding what your lead wants, how to align and how to attach the right questions to your research. Great value throughout this episode and a few helpful training tips from Cohen Training Institute: From Noah:•Tip for Episode: Start withpoints the prospect gave you in the agenda section and start really understanding more about them and their impact.•Script: "[Name]. earlier you mentioned X was something that is more important to you. Can you 1. tell me more about that/Give me an example" 2. How long has that been an issue for you? 3. What have you done about it? 4. Has that fixed your situation? 5. How much time, money and effort have you spent on this, would you say? 6. Are you committed to fixing it? (or taking action?)". That make sense? Please reach out to Noah or myself if not. I hope you enjoyed this episode and continue to find the information helpful. And good luck using these scripts! Knowing how to “sell” is a crucial skill, no matter what your job role, so I recorded a 6-part episode series with professional sales coach, Noah Cohen, where we break down the what, why, who, when and how of the selling process. Each of the six episodes are 10-to-20 minutes in length, so Noah has done an amazing job of compressing and condensing the training down into bite size segments. He still shares plenty of actionable sales skills and tips on how to optimise your approach to pitching business opportunities, partnerships, selling yourself, your product and/or your service. Here's the agenda for our six episodes:Introducing the Sales Process & Training (EP34)Rapport & Trust (EP35)Setting an Agenda (EP36)Discovery Funnel, Needs Analysis & Questioning (this one)Uncovering a Prospect's Budget & Understanding their Decision Making Process (EP38)Closing the Sale / Getting a Decision / After the Sale (EP39)Noah offers free online sales training on his website www.cohentraininginstitute.com.auI worked with Noah at Groupon and he's had experience training and coaching sales consultants across retail, finance, insurance and HR. Regardless of your role, you're going to benefit from the advice he shares.Got feedback? Please email me on dreamjobreadypodcast@gmail.com or connect via:LinkedIn/https://www.linkedin.com/company/dreamjobreadyTwitter/ @dreamjobreadyFacebook/ @dreamjobreadyInstagram/ @dreamjobreadyAnd if you'd like to financially support this podcast series, please make a contribution via https://supporter.acast.com/dream-job-ready-1. Or simply do us a solid and subscribe, rate and share Dream Job Ready with your friends!If you'd benefit from additional sales training, you can connect with Noah via:Cohen Training Institute www.cohentraininginstitute.com.auLinkedIn: linkedin.com/in/noah-cohen-sales...Music: ‘Funky Sunday’ composed and performed by my childhood music teacher: Mark MatthewsCopyright 2020 | Remarkable