Course curriculum

  • 01

    Introduction to sales

  • 02

    Building value into your sales proposition

    • Introduction to Section 2

    • Features and Benefits

    • The WSICAT card (Why Should I Care About That)

    • The SECRET or the 6 main reasons why people will buy from you

      FREE PREVIEW

    • The SECRET: The First reason why people will buy from you - Stress

    • The SECRET: The second reason why people will buy from you - Ego

    • The SECRET: The third reason why People will buy from you - Cash

    • The SECRET: The fourth reason why people will buy from you - Risk

    • The SECRET: The fifth reason why people will buy from you - Expenditure

    • The SECRET: The sixth reason why people will buy from you - Time

    • How to use the SECRET with your clients
  • 03

    The Trusted Advisor Approach - Step 1 - Preparation

    • The importance of First impressions

    • The myth of being liked to close a deal

      FREE PREVIEW

    • Prospecting: Pick the right prospect to maximize results – Who to target

    • Prospecting: Pick the right prospect to maximize results – How to contact them

    • Gate keepers – how to make them become your best friends and allies

    • Elevator Pitch or “how to get your clients attention right away”

    • How to schedule the first meeting with your clients

    • The power of using someone's name in business
  • 04

    The Trusted Advisor Approach - Step 2 - Analysis - Consulting

    • Introduction of the section

    • Sell the problem you solve

    • The Doctor's approach

      FREE PREVIEW

    • Preparing your prospects for analysis - Small talk

    • Preparing prospects for analysis - Compliments

    • Preparing prospects for analysis - Final step

    • Becoming a great listener

    • Analysis - The 3 Step Questioning Process

    • Questioning not Interrogating

    • Confirming Analysis
  • 05

    The Trusted Advisor Approach - Step 3 - Prescribing a solution

    • The 4 types of communicators and how to identify them

    • Speak your clients language and adapt to their communication style

    • How to build and deliver an Impacting Sales Pitch

    • Handling sales objections like a pro

    • Handling Pricing and Pricing Objections
  • 06

    The Trusted Advisor Approach - Step 4 - Follow up

    • The Importance of following up

      FREE PREVIEW

    • The 5 Stages of the decision making process

    • The Awareness stage and how to follow up

    • The Evaluation stage and how to follow up

    • The Decision stage and how to follow up

    • The Use stage and how to follow up

    • The Advocacy stage and how to follow up
  • 07

    Negotiate like a pro

    • The 5 Golden rules in Negotiation

    • The SCREAM technique to negotiate without discounting

    • Expanding the options to take control of the negotiation