This playlist has been curated and endorsed by Learning and Development thought leaders Michelle Ockers, Laura Overton, and Shannon Tipton. It is one of four playlists in this series. Community is a key pillar to help L&D Emerge stronger.

Community in L&D: Emerging Stronger

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Personal development doesn't need to take a lot of time. This collection of book summaries from Blinkist allows you to work on personal development anywhere.

Personal Development - Blinkist Collection

A lot of use Excel as part of our jobs, but many of us don't know all the great things it can do. This short playlist will help you increase your Excel skills, no matter how familiar to you are with the program.

Increase Your Excel Skills

In the current climate, change can be hard, but it's guaranteed. In this playlist, you will learn how to manage stress, build resiliency, and cope with change.

Become More Resilient

How do you ensure your time will be spent productively throughout the working week? How do you prioritize the work that will deliver the most impact, and achieve the best results?

In this playlist, we cover the key principles of productivity, and provide practical steps for better time management, task prioritization, and goal-setting to assist you in remaining productive, long term.

Optimising Productivity

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Chart Learning Solutions

Chart Learning Solutions offers the most comprehensive, interactive and impactful sales training for companies &amp; sales professionals. Our Sales Academy is designed with the modern sales professional in mind, delivering skills that will maximise your growth and potential.

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Confirming sales is an essential skill for any sales representative, and being equipped with the right knowledge will improve your success. After completing this lesson, you will be understand ten techniques to confirm and close sales and why they are most effective when combined with each other. Techniques to motivate the buying decision which are covered include the direct sales approach, incentive confirmations, and deadline events.

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Closing Techniques

Closing the deal

Understanding Sales Process

Conducting Trial Closes

Building Sales Confidence

Sales Skills

Improving closing ratios

This course will develop the killer instinct you need to close sales more effectively. You'll learn techniques used by the world's top sales professionals to close deals quicker, how to combine different techniques together, and the importance of building long-term relationships with your clients and prospects.

Closing Sales: How to Ask for the Business

Confirming sales is an essential skill for any sales representative, and being equipped with the right knowledge will improve your success. In this lesson, you will discover how you can identify the four buying styles, the various strategies to apply to each of them, and how to manage each style.

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Identifying Behavioral Styles

Identifying Negotiation Types

Personality Styles

Closing Sales: Confirming Different Buyer Styles

Confirming sales is an essential skill for any sales representative, and being equipped with the right knowledge will improve your success. In this course, you will learn how to spot verbal and visual buying signals from your prospect. We will show you how getting to get to yes by stacking building blocks of smaller yeses, as well as how to always advance the sale to the next realistic step.

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Sales negotiation

The most important part of the sale is the close, where you get the commitment from the customer to buy your product or service. Effectively closing sales is a combination of common sense and good sales technique. This course will teach you how to close more sales by employing proven sales techniques throughout your sales process.

Closing Sales: Getting to Yes

Confirming sales is an essential skill for any sales representative, and being equipped with the right knowledge will improve your success. To increase closing your ratios - the number of activities performed compared to results achieved - you need to examine each step in the sales process. In this course, we will guide you through how to track sales activities and how to identify where you are or are not getting results from.

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Sales Improvement

Sales Performance Analysis

Sales conversion optimization

It's important to track your sales activities to ensure that you can improve outcomes over time. One of the most important metrics sales representatives should consider is their closing ratio - the percentage of deals they manage to bring to a satisfactory conclusion. In this course you'll learn how you can effectively monitor and improve your closing ratios and consequently, grow your sales. 

Closing Sales: Increasing Closing Ratios

Delivering a great presentation is a useful skill in almost any area of business. Many people feel nervous about presentations. In this course, we will guide you to be calm, confident and natural with tools to manage your anxiety and fear. You will learn to avoid the ten biggest presentation mistakes and understand the importance of a call to action.

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Managing Presentation Anxiety

Confident presenting

Effective Delivery

Practical Presentation Skills

Planning and rehearsing

Managing Nervousness

Influential Presentation

Presentations: Preventing Mistakes and Rx for Anxiety

Get organized. A well organized program is your best defense for anxiety. If you know your material and have prepared a solid structure, your confidence will carry the day. Remember the body parts. Think head and eyes, body, legs and feet to keep you on track.

Delivering a great presentation is a useful skill in almost any area of business. In this course, you will discover how to visualize a successful outcome and build your confidence with perfect practice. We will show you how to organize your presentation and perform quality control so that you are ready to deliver the best presentation ever.

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Designing Presentations

Presentations: Practicing for Perfect Delivery

Practice does not make perfect. Practice makes permanent. If you want improvement only, perfect practice makes perfect. Click on the markers below to access steps for perfect practice pointers every time.

Delivering a great presentation is a useful skill in almost any area of business. In this lesson, you will learn how to prepare a persuasive presentation. You will consider the parts of your presentation and we will guide you to select and outline supporting materials for each main point. You will also discover how to prepare your introduction and summary to deliver your main points as they are the most impactful parts of your presentation.

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Sales presentation development

Organizing Presentations

Effective Pitching Techniques

Presentations: Preparing Presentions that Sell

Now it's time to edit, discard weaker supporting points, and stick with the strongest.

Delivering a great presentation is a useful skill in almost any area of business. When presenting, everything you do or say sends a message. In this course, you will learn to be aware of how your verbal, vocal, and visual messages convey your intended meaning. We will guide you on how to present with vocal and non-verbal impact by controlling different aspects of your communication.

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Creating a Memorable Impression

Expert presentation skills

Closing Presentations

Presentations: Presenting with Impact

Customer objections don't have to be a blocker if you understand and handle them correctly. Often larger sales introduce innovative solutions, which can take some time to be accepted. After completing this course, you will understand the impacts of risk and consequences on large sales. We will also discuss four rules for resolving negative consequence issues and concerns.

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Handling customer objections

Advancing the sale

Handling upset customers

Managing Customer/Supplier Conflicts

Sales Pitfall Avoidance

Modifying prospect interactions

Objections: Resolving Concerns in Large Sales

Customer objections don't have to be a blocker if you understand and handle them correctly. In this course, you will learn how to identify every prospect’s value driver - the primary value that will ultimately drive the decision to move forward. We will show you five steps for handling objections and demonstrate why you should never overlook often-hidden value drivers such as gaining praise or being popular.

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Managing Resistance

Prospect Conversion

Overcoming Obstacles

Objections: Steps for Handling Objections

Customer objections don't have to be a blocker if you understand and handle them correctly. In this course, you will understand the difference between objections and conditions and how you can prevent objections by qualifying early. You will discover valuable questions to evaluate how prospects think and anticipate objections before your conversation.

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Prospect Qualification

Objections: Preventing Objections and Concerns

Negotiation is a skill required in many areas of business, and it takes a lot of training to build this skill. In this lesson, you will discover how to open discussions with a positive attitude, keeping an atmosphere of trust and cooperation. We will explore how to use collaborative win-win negotiation to satisfy the needs of both parties.

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Creating win-win solutions

Handling difficult negotiations

Achieving Agreement

Establishing constructive dialogue

Negotiation Planning

Price negotiation tactics

Far too often, people look at negotiations as a battle where they aim to extract as much value as possible from the other side. This course will show you why structuring negotiations to produce win-win outcomes will help you grow your business in the long term. You'll learn techniques to approach negotiations positively and foster an atmosphere of trust and cooperation in your negotiations.

Negotiation: Opening Win-Win Discussions

Negotiation is a skill required in many areas of business, and it takes a lot of training to build this skill. Exploring alternatives is a problem-solving stage of negotiation. In this lesson, you will learn how to pinpoint areas of agreement, conflict, limitations and common ground. You will also understand how to encourage seeking an agreement but compromise if necessary.

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Identifying negotiation stages

Solution-oriented negotiation

This course will cover how you can explore alternative solutions in negotiations to produce win-win outcomes. You will discover how to pinpoint areas of agreement and isolate areas of conflict. You will aso learn strategies to uncover your buyer's price limitations to better understand the scope of negotiation.

Negotiation: Exploring Win-Win Alternatives

Negotiation is a skill required in many areas of business, and it takes a lot of training to build this skill. Reaching a win-win agreement is the aim of negotiation. After this course, you will understand the steps for reaching agreement, including making a reasonable offer and suggesting alternatives. You will discover how to hold off on price concessions when possible and use appropriate tactics to avoid a no-sale.

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Managing emotions in negotiation

In this course you will learn strategies and tactics that will help you reach a successful conclusion in all of your negotiations. We will cover how you can avoid a no-sale outcome and present tactics you can use to shape your opening offer and price concession strategy. By the end of the course you will understand how to apply a range of negotiation tactics to help you reach agreements more effectively.

Negotiation: Reaching Agreement and Tactics

Negotiation is a skill required in many areas of business, and it takes a lot of training to build this skill. Negotiation is necessary in sales when a buyer and seller can’t agree. After this course, you will understand the two strategies to negotiate and how to use a variety of techniques to increase your personal negotiating power. We will unpack each step of the negotiation process and guide you through all you need to know to master any negotiation.

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Adapting Negotiation Strategies

Negotiation is a crucial skill for all business professionals, not just those in sales or business development. Good negotiations should focus on building long-term relationships and creating value for both parties. The course will explore common negotiation techniques and strategies and give you the skills you need to become better at negotiations in your personal and professional life. 

Negotiation: Introduction to Negotiation and Strategy

Negotiation is a skill required in many areas of business, and it takes a lot of training to build this skill. In this lesson, we explore ways to increase your currency power before negotiating to leverage buying power. We will guide you how to use ten effective behavioral traits of successful negotiators and how to apply six planning tactics.

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Power Gaining Techniques

Join this course to learn how effective negotiators proactively plan for negotiations in order to achieve better outcomes. We will cover the behavioural traits of successful negotiators and explain how you can incorporate these into your own negotiation strategies. 

Negotiation: Planning Effective Negotiations

Sales Mastery Playlist

Sales Mastery Playlist

16 resources

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We help you curate your learning.

Title	Duration	Provider
Closing Sales: How to Ask for the Business	18 mins	Chart Learning Solutions
Closing Sales: Confirming Different Buyer Styles	11 mins	Chart Learning Solutions
Closing Sales: Getting to Yes	15 mins	Chart Learning Solutions
Closing Sales: Increasing Closing Ratios	16 mins	Chart Learning Solutions
Presentations: Preventing Mistakes and Rx for Anxiety	16 mins	Chart Learning Solutions
Presentations: Practicing for Perfect Delivery	13 mins	Chart Learning Solutions
Presentations: Preparing Presentions that Sell	21 mins	Chart Learning Solutions
Presentations: Presenting with Impact	17 mins	Chart Learning Solutions
Objections: Resolving Concerns in Large Sales	27 mins	Chart Learning Solutions
Objections: Steps for Handling Objections	17 mins	Chart Learning Solutions