Course Description
Selling is about doing a lot of little things right. We’ve identified 6 major areas that must be mastered (prospecting, qualifying, etc.) and developed 12 short, impactful lessons in each major area.
If you’re looking for the Cliff Notes approach to refreshing your skills or have never had any sales training, this is a quick way to do it.
This course will help you understand what it takes to be successful in sales. You’ll learn how to have a rewarding consultative interview with a prospect, how to deal with all the internal issues salespeople have to deal with, how to handle the most difficult situations that you’ll encounter and much, much more.
Includes:
- Short self-study assignment for each of the 72 lessons
- Diagnostic tool to quickly find answers to every sales challenge you encounter.
See the course curriculum for all the details.
Jim Dunn
Course curriculum
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2
The Inner Game
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1. The Four Principles of Selling Success
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2. Overcoming Self-Limiting Beliefs
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3. Goal Setting & Achieving
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4. Planning: Achieving Goals Step-By-Step
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5. Making the Most of Your Time
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6. You’re a 10! Now Sell Like One!
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7. Selling Has Changed. Have You?
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8. Do Your Beliefs Support Your Sales Mission?
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9. Emotions & Their Role in Selling
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10. Rejecting Rejection
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11. Pre-Call Preparation
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12. Debriefing Your Sales Calls
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3
Prospecting
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13. Prospecting Campaigns
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14. Your Ideal Prospect
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15. Your Recipe for Prospecting Success
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16. Elevator Speeches/20 Second Commercials
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17. Cold Calls
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18. Working with Gatekeepers
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19. Using Voice Mail Effectively
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20. Marketing v. Selling
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21. Referral Prospecting
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22. Upgrading Your Referrals
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23. Networking
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24. Features & Benefits
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4
Building Trust & Credibility
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25. The Buyer’s Trap
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26. Common Mistakes that Destroy Trust
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27. Active Listening
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28. Poor Listening Habits
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29. Selling To Drivers (D)
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30. Selling To Influencers (I)
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31. Selling To Steady Relaters (S)
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32. Selling To Cautious Thinkers (C)
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33. Matching & Mirroring
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34. The Trust Formula
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35. Controlling the Sales Process
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36. Making a Great First Impression
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5
Qualifying Your Prospect
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37. Common Sense Selling® Overview
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38. The Qualified Prospect
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39. What Motivates Your Prospect to Buy?
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40. Pain Symptoms
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41. The Pain Conversation
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42. Discussing Money
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43. Understanding the Decision Process
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44. Getting Access to the Decision Maker
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45. The Prospect’s First Test
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46. Controlling the Sales Interview
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47. Questions – The Salesperson’s Best Friend
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48. Eliminating Pressure with Easy Exits
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6
Closing & Getting Commitments
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49. Improving Your Closing Average
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50. Clearing the Objection Minefield
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51. Handling Objections
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52. Maintaining Your Price
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53. Closing Plans
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54. Presenting Your Solutions
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55. Traditional Closes & Trial Closing
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56. Handling Buyer’s Remorse
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57. Competitive Retaliation
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58. Common Negotiating Mistakes
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59. Winning Negotiating Tactics
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60. Keeping Customers Satisfied
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7
Situations & Tactics
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61. “I Need To Think It Over”
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62. They Won’t Return Your Calls
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63. “Sorry, My Boss Has to Approve This”
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64. “I’m Happy…Why Should I Change?”
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65. “Your Price Is Too High”
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66. Break the Rules & Win More Bids
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67. “Can We See a Demo?”
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68. Eliminate Your Competition Early
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69. “I Need To Get Some Other Quotes”
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70. “Send Me Some Information”
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71. If You Sense It, Say It (Nicely)
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72. The Rules
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$27.00 / month
$27.00 / monthAll Access