Sales Certification
Overview of Sales Certification
The Sales Certification Video Quizzes is a new interactive way to test sales skills. It consists of three steps: watching a training video on the situation, an example of how to handle it, and then submitting a video response.
How To Get An A On The Sales Certification
To get an A on the certification, it is important to practice by watching the video of how to do it, and then try doing it around 20 times. It is also important to focus on cadence, pausing and tonality as you practice in order to make sure that your response does not sound scripted. When you feel like you have mastered the task, create a submission and receive feedback from there.
Situation 1 - Just Looking for Information
Training
Example
The caller is interested in finding out what the company does and how they do it, as well as pricing information. The company helps people get from where they are to where they want to be, so the caller was asked about their main goals for their business.
Situation 2/3 - Regaining Call Control
Training
In order to take control of a sales call, it is important to be firm but gentle in the way you speak. This will prevent the customer from taking control and allow for shorter calls with more accuracy. Additionally, having call control early on makes it easier to handle any resistance points that may arise during the conversation.
Example
Example of the situation. Tom has been having issues with his fitness program and recently experienced a lower back issue as well as neck pain. He went to physical therapy three months ago, but the problem persists.
Situation 4/5 - Distracted in Busy House
Training
When people are on calls and there is a lot of background noise or distractions, it is important to be authoritative but not offensive when guiding them on what to do next. This could mean getting them into a quiet spot immediately or rescheduling the call.
Example
Aaron and the Eli need to reschedule their call because Aaron has his three young children in the background causing some noise. The Eli suggests that Aaron get them out of the room so they can take the call, and Aaron agrees.
5 - Distracted Driver
Aaron is in the car and his conversation partner suggests that they reschedule their call or that Aaron pull over so they can talk safely. Aaron decides to pull over and the two agree to continue with the call.
Situation 6 - Level 3 Buying Blueprint
Training
This video explains how to move from surface level selling to transformational selling. It suggests asking the question "Why?" in order to get deeper into a customer's motivations and needs. An example is given of someone who wants to lose 5 pounds, but doesn't have a deeper reason for wanting this goal. The video then goes on to explain how you can ask more questions until you reach the transformational level.
Example
Example scenario: Aaron is looking to slim down and increase his confidence. He wants to be able to take his shirt off during the summer without feeling embarrassed or ashamed of the way he looks. If he were able to achieve this, it would give him a sense of empowerment and push him towards achieving other goals in life.
Situation 7 - Level 3 Double Commitments
Training
The most important part of a sales call is the initial conversation, where you ask why questions to get at the customer's deeper motivations. If you can't make progress with this "why" questioning, double commitment questions can help speed up the process and move it forward.
Example
Example case: Aaron wants to lose weight in order to increase his energy levels. He feels that getting back into shape is important and he hopes to reduce fat and improve his confidence as well.
Situation 8 - 4 Horsemen Of Discomfort (Pain)
Training
The Four Horsemen of Pain questions are designed to help identify the root cause behind why someone is on a call. They include questions about the impact, duration, route/cause and trigger moment. By asking these questions, it can help determine if they are blaming themselves or an external factor for their situation and provide insight into how long this has been going on for.
Example
In this example, the speaker went through a framework of questions while role playing with another person. The questions were structured but they didn't sound scripted because the speaker was listening and using the language of their partner to make it feel more organic and conversational. This technique can help people open up more and result in better closes.
Situation 9 - Goal Expansion
Situation 10 - Financial Objection