Review – Sales master class: Chapter 2 “Sales 101”

It is already somewhat cliché that Livonians are bad at sales. On April 24th, journey continued at SPARK Demo to change that!

We had three quality speakers (who happen to be great salespeople at the same time), sharing their knowledge and experience to Estonian and Latvian entrepreneurs, NGOs and civil servants alike.

Training covered aspects of sales from different angles such as three important habits of top performers (find solutions not excuses, students of their game, great at time management), product awareness, cycle of the sale (see pic 1), home assignments for participants, why story matters, how to counter objections and much more.

Aleksander Tõnnisson from Buildit Accelerator gave the audience some tips how to recognize whether they have reached the Product/Market Fit and what are some good (and what are some bad) sales questions.

Indrek Põldvee from Sorry as a Service pointed out the relevance of LinkedIN in international sales (see pic2) and importance of stories. As well as how to build a compelling and winning business case story.

And, last but not least, Tambet Tallo from Southwestern covered the topic of objections and how to overcome them. What are the four most common personality types (Fighter, Detective, Entertainer and Counselor) in sales negotiations, what are their biggest fears and what are the best closing strategies for each personality type.

Presentations can be found here:

Aleksander Tõnnisson – Sales 101 Customer Discovery

Indrek Poldvee – Why Story Matters

Tambet Tallo – Closing and Overcoming Objections

Tambet Tallo – Prospecting

Sales training series has at least two more Chapters coming up. Next one already at May 15th in Tartu, at SPARK Demo.

Want to be better at sales? Create value for your customers? Feel accomplished instead of depressed?

Participation is free, registration is mandatory:

Sales trainings are brought to you by Createit in cooperation with Tartu Science Park and are part-funded by European Regional Development Fund via Enterprise Estonia and Estonia-Latvia Programme project Delbi 2.