Selling Skills in E-Commerce

Day 1: Understanding E-Commerce Principles

• Overview of Electronic Commerce (EC) and Technology Infrastructure

• EC Revenue Models and E-Tailing

• Creating the perfectly optimized homepage

• Great Ecommerce design principles

• From banners to beyond

• Sharing your store's story in a second

• Understanding your target audience

• Which Ecommerce Platform is best?

Day 2: Product Pages that Sell

•  Category to Product pages

•  The product information hierarchy - what information should go where?

•  Writing the perfect product description

•  the importance of imagery

•  Upselling

•  Using recommendations to increase conversions

•  How video can increase conversions

•  SEO best practices

•  Why simple is best

 Making the Sale

• The Four Steps of a Sale

• The Sales Process - A Practical Example

•  Best Practices for Checkout pages

• One-Click Checkouts

•  Choosing and Using Payment Processors

•  Understanding SSL

•  Assessing and managing abandoned baskets

 Core Selling Skills

• Core Attributes You Need to Succeed

• Communications Skills in Sales

• Questioning Skills

• Types of Questions

• Listening Skills

• Levels of Listening

• What to Avoid

• Getting Organized for Sales

Day 3: People Buy from People

• How People Make Buying Decisions

• The Rules of Likeability

• The Importance of Empathy

• Building Trust and Rapport

• What Makes People Buy

• Other Reasons People

Business to Bussiness Selling (B2B):

• B2B strategy, task prioritization, and role assignment.

• ِِApproaching your first potential client in a professional way.

• A highly-effective email pitch.

• Follow-up sequence.

• A proposal to send to a small business for a relatively small deal.

• What types of businesses are best for clients?

• Email, direct message, or phone call.

ABC: Always Be Closing 

• Asking for the Business

• Buying Signals

• Effective Closing Techniques

• Types of Close

• Framing the Close

• Pitfalls When Closing the Sale

• Trial Closing

• The Most Powerful Word in Sales

• Getting Repeat Business

Day 4: Advanced Selling Techniques

• Cross-Selling

• Up-Selling

• Value Added (Suggestive) Selling

• Advancing Opportunity

• Exceeding Customer Expectations

• Lifetime Value

• Giving Recognition

Negotiation Tactics 

• Basic Negations Quiz

• Positional Bargaining or Principled Negotiation

• Problems with Positional Bargaining

• Opening up the Negotiation

• Reverse Psychology in Negotiation

Day 5: Building Profitable Relationships

• The Leaky Bucket Problem

• Identifying Key Individuals

• Prospecting

• Influencers and Decision Makers

• Talking to the Right People

• Making that Good First Impression

• How to Win Friends and Influence People

• Dale Carnegie's Six Principles of Relationship

• What’s In It for Me? (WIIFM)

• Honesty and Integrity