Last updated 12/2020
MP4 | Video: h264, 1280×720 | Audio: AAC, 44.1 KHz
Language: English | Size: 3.99 GB | Duration: 3h 16m
Close deals using world-class discovery, demos, follow-up, and objection handling WITHOUT any shady or pushy tactics.
What you’ll learn
Foster the right mindset to confidently reach your sales goals
Use methods of influence to lead your prospect to the best outcome
Understand your prospect and the problems they’re trying to solve
Execute immaculate discovery to set yourself up for success
Perfect your demo/pitch to make them want what you’re selling
Get buy-in and agreement to close productive next steps
Conduct world-class follow up that makes it easy for your prospect to buy
Handle common objections and deflections with tried and true techniques
Students should not be brand new to sales, and should understand the steps of a typical sales cycle and common terminology.
This course will not cover prospecting, but instead focuses on how to sell to the prospect once they’re in the door.
Think about how you sell. You may be crushing it, exceeding your quota, and making President’s Club every year. But are you selling the RIGHT way?Are you focused on producing a good outcome for your prospect? Are you focused on helping THEM solve their problems and achieve their goals? If you’re not doing PEOPLE-focused selling, then you’re not doing it right.Whether you’re in B2B sales or B2C sales, something that all selling has in common is PEOPLE. I call this B2P sales because you’re always selling to a person. When you start to pay attention to how PEOPLE buy, how PEOPLE make decisions, and what motivates PEOPLE to change, your sales career will take a massive step forward.I built this course to teach you how to sell in a way that’s not only better for the people you’re selling to but also better for you as the salesperson. A way that you can sell without being shady, or tricking your prospect just to secure the close. A way that makes sure there’s a great outcome for everyone.I’ve collected a lot of knowledge throughout my career, and I want to share that with you. I’ve built and led teams with hundreds of sales reps and generated hundreds of millions of dollars in revenue. I’ve been fortunate enough to be named an InsideSales Top 10 Sales Leader, LinkedIn Top Sales Voice 2020, Sales Development Exec of the Year in 2018, and one of the 100 Top Sales Coaches to Watch. And all of that is great. But more importantly, it means that what my teams and I have done and continue to do WORKS.In this course, you’ll:Foster the right mindset to confidently reach your sales goalsUse methods of influence to lead your prospect to the best outcomeUnderstand your prospect and the problems they’re trying to solveExecute immaculate discovery to set yourself up for successPerfect your demo/pitch to make them want what you’re sellingGet buy-in and agreement to close productive next stepsConduct world-class follow up that makes it easy for your prospect to buyHandle common objections and deflections with tried and true techniquesWhat’s great is that ALL of this can be done REMOTELY, given the times we’re in. I’ve also included a few tips specific to selling remotely when you’re not able to be in the same room as your prospect.Now, in order to see results, you’re going to have to put in the work. Don’t just watch this course and call it a day. Every step of the way, I want you to put these techniques into practice. I want you to take a good look at the way you sell and figure out what could be better. How could you improve? Incorporate the things you learn in this course and you will see results.I know for a fact you can be incredibly successful in sales and not have to sell your soul to do so. If you’re ready to improve the way you sell, and do it the RIGHT way, join me in this course!
Section 1: Introduction
Lecture 1 Selling Like a Human
Lecture 2 A Note on Remote Selling
Lecture 3 Tips for Remote Work
Section 2: Mindset
Lecture 4 Goal Setting
Lecture 5 Confidence & Focus
Lecture 6 Fear Reduction
Lecture 7 Math of Sales
Lecture 8 You’ve Got to Want It
Lecture 9 Activity: Goal Setting
Lecture 10 Activity: Know Your Math
Section 3: Influence
Lecture 11 Psychology of Influence
Lecture 12 Tone
Lecture 13 Illusion of Choice Using Leads
Lecture 14 The Power of Words
Lecture 15 Why People Buy
Lecture 16 Exactly What to Say
Section 4: Know Your Buyer
Lecture 17 Buyer’s Matrix
Lecture 18 Problem-Based Selling
Lecture 19 WWYCS?
Lecture 20 So the F What?
Lecture 21 Activity: Buyer’s Matrix
Section 5: Discovery
Lecture 22 What is the Point of Discovery?
Lecture 23 Bucket Questions
Lecture 24 Why Why Why
Lecture 25 Gap Questions
Lecture 26 Permission-Based Selling
Lecture 27 Activity: Bucket Question & 3 Gap Questions
Section 6: The Pitch
Lecture 28 How to Run a Great Demo
Lecture 29 Educate (“The What”)
Lecture 30 Demonstrate (“The How”)
Lecture 31 Buy-In (“The Why”)
Lecture 32 Mini Close
Lecture 33 Activity: Make Them Hold It
Section 7: Closing
Lecture 34 What is a Close?
Lecture 35 Do They Want It?
Lecture 36 Justify the Price
Lecture 37 Discounting
Section 8: Navigating the End
Lecture 38 Common Flubs & Flaws
Lecture 39 Champion Selling
Lecture 40 Make it Easy for Them to Buy
Lecture 41 Proper Follow Up
Lecture 42 Activity: Follow Up Proposal Deck
Section 9: Objection Handling
Lecture 43 Objection vs. Deflection vs. Rejection
Lecture 44 8 Miling
Lecture 45 Answer & Ask
Lecture 46 Using Testimonials for Objections
Section 10: Conclusion
Lecture 47 Conclusion
Sales reps who are currently responsible (or want to be responsible) for closing new business,Sales reps who want to sell the RIGHT way with no tricks or pushy tactics,Sales reps who are willing to put in the work to improve their approach and technique