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Inmarsat Sales Excellence
Welcome to the Inmarsat Sales Excellence Academy
Introduction and your journey (2:42)
Download your Whiteboard Value Selling ebook
Understanding the Clients Needs
Worksheet download for understanding the client's needs
The structure of the whiteboard (5:51)
Whiteboard non business example (7:22)
Develop great questioning skills (12:16)
Whiteboard business example (7:06)
Build real connection and rapport (13:03)
Develop your whiteboard for your client or partner (11:53)
The Power of Story Telling in Sales
Download worksheet for Story Telling
Learn storytelling skills to transform your selling (19:03)
Developing your value proposition
Download the worksheet for developing your value proposition
What is value? (7:20)
Understanding REAL business value (6:45)
Using the whiteboard to uncover value (7:45)
Building up value on the whiteboard for your client or partner (10:19)
Hand out - Conduct Awesome Online Meetings
Hand Out - Download - Conduct Awesome Online Meetings
Develop your Account Management and Planning Skills - "Creating a win/win plan"
Introduction to Account Management and Planning (2:24)
Download worksheet for qualifying the deal or customer
Qualifying which deals to work on (9:03)
Download Worksheet for Account Planning and Management
Building Great Relationships (8:31)
Building a relationship map (12:01)
White Space Mapping (6:14)
Understanding The Competition (11:48)
Using the whiteboard to develop an plan with your customer (16:28)
Develop your account plan
Closing the deal - understanding commercial construct and contracting
Download worksheet for closing the deal
Handling Objections (14:30)
Negotiating skills - The 6 rules (10:19)
Negotiating Skills - Preparation (10:24)
Closing the deal - Rules and Techniques (15:34)
Learn storytelling skills to transform your selling
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