The goal of this course is for students to have the ability to get hired for a selling position anywhere in the world and under any economic environment. In this modern age, selling is either misunderstood or not understood at all. Even though the latest technology is at its disposal, nothing happens in today's business until a sale takes place. The sales department is not the whole company; yet the whole company is in the selling department. So it is vital that staff members at all levels understand this process.
The course of Modern Selling gives a tip of the hat to the old school masters of selling and their gems of wisdom. At the same time, it examines the distinctions of what techniques of the past that are no longer effective. Modern Selling examines the critical function of salesmanship; yet does so with a smile wrapped around it.
Today's modern student is comfortable with fast-paced learning and employing short sound bites and rapid edits. Their world is made up of entertaining video assets. Their online training must match this style and tempo. Modern selling does it. Because of these classroom techniques, both "student engagement" and "information retention" soar!
- Fishing for prospects;
- Connecting by making a friend;
- Employing the seven magical questions to uncover needs;
- Presenting a well-crafted elevator pitch;
- Accessing a deep database to pinpoint the solution and using showmanship to present your fix to their problem;
- Strategically negotiating their objections and resistance;
- The big prize, closing the deal by garnering their commitment.
Seven levels of selling that evolves like the video game; yet with the often-missing element of human touch. Professor Tim was awarded back-to-back American Emmy Awards for the power of his creative writing and video producing. The biggest reason for low performance in selling is a fear of selling based on a misunderstanding of all that modern selling requires.
The future is fluid. When you change your view of selling, you change the future. Professor Tim is an educator who takes his topic of selling very seriously, but not for himself. So please, come to learn with us, and your life will never be the same.
Tim Smithe, MBA of Kellogg School of Management at Northwestern University, also the Associate Professor of Marketing in Columbia College, Chicago, with his intriguing and unique creative teaching style, was favored by his students. He was the CMO/Creative Director/Sales Director of Walter E. Smithe Furniture & Design, a high-end furniture design company owned by his family. With 30 years of experience in marketing, leading and managing staff of interior designers and professional sales, he helped developing his family business scale from tens of thousands soar to billions of dollars. His advertising team turned the Smithe into a well-known brand in the United States. All those classic ads he produced gained popularity throughout the mainstream media and made him a two-time Emmy Award winner. His advertisements include KFC, Peapod Grocery and Discovery, etc. He used to appear at the Oprah show, NBC News and CNN programs. With his famous style of amiable and appealing speech, he was also invited to give presentations at the meeting of NATO Heads of State and Government, the American Marketing Association, the National Association of Credit Management and well-known enterprises in various fields, with topics including marketing, sales training, leadership training, advertising production and self-improvement, etc.
- Associate Professor of Marketing, Columbia College Chicago, USA
- CMO/Creative Director/Sales Director, Walter E. Smithe Furniture & Design, USA Famous speaker/presenter
- MBA, Kellogg School of Management, Northwestern University, USA
- BA, Communication and Media Studies, Saint Mary's University of Minnesota, USA
- Two-time Emmy Award winner
- President & CEO, Tim Smithe International
- Invited to give speeches at the meeting of NATO Heads of State and Government, the American Marketing Association, the National Association of Credit Management, Purdue University Calumet and well-known enterprises in various fields
Public Speaking Management, Self-Improvement, Leadership Training, Sales Training, Marketing and Advertising Production, etc.
CH01 Welcome to the Wonderful World of Selling
1.1 Course Layout
1.2 What is Modern Selling Anyway?
1.3 Meet Your Professor
1.4 Seven Video Game Levels
1.5 Mobee's Old School Gems
1.6 In a Nutshell, Show Me You Get It & Demo
Bonus Section: Land a Sales Job Anywhere in the World
CH02 The Plan
2.2 Goal Setting
2.3 Seven Levels of Selling
2.4 Mobee's Old School Gems
Bonus Section: Feeling the Fear of Selling
3.2 How to Connect
3.3 A Proper Handshake
3.4 Mobee's Old School Gems
3.5 Top Ten List: Salesperson's Self-Talk
4.2 The Seven Magic Questions
4.3 Personality Types & Selling
4.4 Mobee's Old School Gems
4.5 Elevator Pitch
5.2 Personal Brand
5.3 Sample of Personal-Brand Speech
5.4 Mobee's Old School Gems
5.5 Edit Your Own Personal-Brand Slideshow
6.2 Solve the Puzzle
6.3 Prepare the Best Solutions
6.4 Mobee's Old School Gems
6.5 Create and Demo
7.2 The Seven Levels of Selling
7.3 Steps to Handle an Objection
7.4 Mobee's Old School Gems
7.5 The List of Objections
7.6 Stop, Practice, then Demo
8.2 The Seven Levels of Selling
8.3 Old School Closing
8.4 Mobee's Old School Gems
8.6 Practice and Demo
CH09 Your Career in Sales #1
9.2 The Seven Levels in Any Profession
9.3 A Career in Medical Sales
9.4 A Career in Real Estate Sales
9.5 A Career in Financial Services Sales
9.6 Mobee's Old School Gems
CH10 Your Career in Sales #2
10.2 The Seven Levels in Any Profession
10.3 A Career in Luxury Automobile Sales
10.4 A Career in Media Sales
10.5 Mobee's Old School Gems
10.6 A Career in Consumer Packaged Goods Sales
Bonus Section 1: Wrap Up
Bonus Section 2: Course Wrap Up