Curriculum

Course 1 - How To Sell 101

Course 2 - Predictable Prospecting
Course 3 - Sales Force Management
Course 4 - Monday Morning Sales Workouts
Course 5 - Inside The Customer’s Brain

Course 6 - How To Block Objections

Course 7 - Sell More...Faster
Course 8 - Value Centric Selling
Course 9 - Pricing Strategies
Course 10 - Channel Sales

Course 11 - Developing a Sales Culture

Course 12 - Closing The Credibility Gap
Course 13 - Sales Presence
Course 14 - Sales Reset: New Rules of Selling
Course 15 - Becoming an Effective Keynote Speaker

Course 16 - Influencing Change

Course 17 - Inbound Selling
Course 18 - Sales Conversations
Course 19 - Business Metrics For Salespeople
Course 20 - Effective Sales Presentations

Course 21 – Upselling – Increasing the Order Size

Course 1 - How To Sell 101
Lesson 1: Introduction to Selling
Lesson 2: Acquiring the Sales Mindset
Lesson 3: Doing Your Feature/Benefit Inventory
Lesson 4: Profiling Your Ideal Client
Lesson 5: Developing a Comparative Matrix (analysis)
Lesson 6: Creating Your Sales Process
Lesson 7: Meeting the Client & Asking the Right Questions
Lesson 8: What to Include in Your Presentation
Lesson 9: Best Way to Demo Your Product or Service
Lesson 10: Types of Pricing Options to Use
Lesson 11: Sales Process Review & Things to Remember

Course 2 - Predictable Prospecting

Lesson 1: Market Segmenting
Lesson 2: Product - Service Research
Lesson 3: Buyer Profile
Lesson 4: Geographical Targeting
Lesson 5: Setting up Meeting
Lesson 6: Voicemail Scripts
Lesson 7: Voicemail Do’s and Don'ts
Lesson 8: Captivating Emails Lesson
9: Email Dos and Don'ts Lesson 10:
Social Media Connections Lesson 11:
Buyer Mindset
Lesson 12: 6x6x6x6x6 Predictable Prospecting System

Course 3 - Sales Force Management

Lesson 1: Introduction to Blocking Objections
Lesson 2: Public Statement = Commitment; A Proven System
Lesson 3: List of Typical Objections
Lesson 4: The Response Blocking Objection Structure
Lesson 5: Example #1 - Your price is too high
Lesson 6: Example #2 - Your product is too complicated
Lesson 7: Example #3 - You're a small company
Lesson 8: Reducing Resistance by Blocking Objections

Course 4 - Monday Morning Sales Meetings

Week #1: Five Reasons Clients Don't buy
Week #2 - Profiling Your Buyer
Week #3 - Defining Your Sales Process
Week #4 - Cost of Discounting
Week #5 - Buying Process
Week #6 - Working on Behavioral Goals
Week #7 - Client Research Before the Meeting
Week #8 - Data-mining Your Database for Buying Profiles
Week #9 - 5 Positioning Strategies when Presenting
Week #10 - Using a Comparative Analysis
Week #11 - Buyer Motivations
Week #12 - Switching Costs
Bonus Exercise - Handling Objections
Bonus Exercise - Using Price Anchors

Course 5 - Inside The Customer’s Brain

Lesson 1: Introduction to Sales Force Management
Lesson 2: Case Study: Company Objectives
Lesson 3: Product Line and Sales Tools
Lesson 4: Datamining and Forecasting Unit Sales
Lesson 5: Territory Management and Setting Quotas
Lesson 6: Key Account Planning
Lesson 7: Key Performance Indicators (KPIs)
Lesson 8: Sales Engagement
Course 6 - How To Block Objections
Lesson 1: Introduction to Blocking Objections
Lesson 2: Reducing Buyer Resistance
Lesson 3: Public Statement = Commitment
Lesson 4: A Proven System
Lesson 5: List of Typical Objections
Lesson 6:The Response Blocking Objection Structure
Lesson 7: Example #1 - Your price is too high
Lesson 8: Reducing Resistance by Blocking Objections
Lesson 9: Example #2 - You're a small company
Lesson 10: Example #3 - Your product is too complicated

Course 7 - Sell More...Faster

Lesson 1: Introduction
Lesson 2: Sell More Faster and Make More Money
Lesson 3: Profile and Qualify Your Clients
Lesson 4: Qualify Early
Lesson 5: Getting 4 Types of Buyers Engaged
Lesson 6: Dealing with "No Show" Situations
Lesson 7: Influencers - Inviting People with No Power, But Much Influence
Lesson 8: Preparation When Client Initiates Meeting
Lesson 9: How to Set Meeting Expectations
Lesson 10: Delivering a Tailored Presentation
Lesson 11: Anticipate Objections
Lesson 12: (Sales) Proof Tool Kit
Lesson 13: Differentiate Your Product
Lesson 14: Anticipate Objections
Lesson 15: Plan of Action for Quick Approval
Lesson 16: Generate Report
Lesson 17: Make the Buying Process Easy
Lesson 18: Summary on Shortening the Sales Cycle
Course 8 - Value Centric Selling
Lesson 1: The Shift in Selling
Lesson 2: Sales Philosophy 2.0
Lesson 3: Value Impact
Lesson 4: Product Descriptions
Lesson 5: Feature/Benefit Inventory
Lesson 6: Target Market
Lesson 7: Buyer Types
Lesson 8: Datamining
Lesson 9: Sales Process
Lesson 10: Buying Process
Lesson 11: Sales Scenario
Lesson 12: Client Mindset Lesson 5 - Feature/Benefit Inventory
Lesson 13: Target Market
Lesson 14: Buyer Types
Lesson 15: Datamining Review
Lesson 16: Sales Process
Lesson 17: Buying Process
Lesson 18: Sales Scenario
Lesson 19: Economic Mindset
Lesson 20: Value Centric Sales Model
Lesson 21: Sales Proof Tools
Lesson 22: Types of Insight
Lesson 23: Anticipate and Block Objections
Lesson 24: Sales Process-Presentation Phase
Lesson 25: Sales Narrative and Key Messages
Lesson 26: Presentation Inventory
Lesson 27: Presentation Sequencing
Lesson 28: Presentation Slide Layout
Lesson 29: ROI Sales Scenario
Lesson 30: (3) ROI Issues
Lesson 31: ROI Calculations
Lesson 32: Why Clients Don't Buy

Course 9 - Pricing Strategies

Lesson 1: Introduction to Pricing Strategies
Lesson 2: Cost Plus Pricing
Lesson 3: Market Based or At-Market Pricing
Lesson 4: Skim or Premium Pricing
Lesson 5: Market Gain or Penetration Pricing
Lesson 6: At Cost Pricing or Loss Leader
Lesson 7: Tier-Pricing
Lesson 8: Channel or Segment Based Pricing
Lesson 9: Value Based Pricing

Course 10 - Channel Sales

Lesson 1: Using Channel Sales to Grow Your Business
Lesson 2: Channel Sales Scenario - Real World Example
Lesson 3: Defining the Sales Channels
Lesson 4: Matrix - Product Complexity versus Channel Type
Lesson 5: Profit Margin Impact
Lesson 6: Complexity versus Transaction Cost
Lesson 7: Channel Mix and Optimizing Profits
Lesson 8: Complex Channel Strategy
Lesson 9: Revenue Growth Strategies (4)
Lesson 10: Summary and Take-Aways

Course 11 - Developing a Sales Culture

Lesson 1: Introduction to Sales Culture
Lesson 2: (6) Levers of Developing a Sales Culture
Lesson 3: Short Term vs. Long Term
Lesson 4: Control vs Empowerment
Lesson 5: Activities vs Results
Lesson 6: Cooperation vs Competition
Lesson 7: Stable vs Adaptive
Lesson 8: Risk Averse vs Risk Taking
Lesson 9: Example and Summary

Course 12 - Closing The Credibility Gap

Lesson 1: Information Overload
Lesson 2: Offering alternatives
Lesson 3: Why Deals stall
Lesson 4: Sympathy vs. Empathy
Lesson 5: Why Listening Works
Lesson 6: Preparation Matrix
Lesson 7: Providing Sales Insight
Lesson 8: Eye Contact Study
Lesson 9: Sequencing Good and Bad News
Lesson 10: Disqualify Early
Lesson 11: Negative and Positive Conversations
Lesson 12: Going Off Script
Lesson 13: The Effects of Information Asymmetry

Course 13 - Sales Presence

Lesson 1: Introduction to Sales Presence
Lesson 2: Influencing Clients to Listen and Act
Lesson 3: Why is Sales Presence important?
Lesson 4: Develop Authenticity
Lesson 5: Using Boldness
Lesson 6: Framing the Conversation
Lesson 7: Developing a Narrative
Lesson 8: Have a Call-to-Action
Lesson 9: Defending Your Position
Lesson 10: Avoid Ventilating Modifiers
Lesson 11: The Enthusiasm Effect
Lesson 12: Body Language
Lesson 13: Focusing Your Message
Lesson 14: Confidence and Conciseness
Lesson 15: How to Connect on a Personal Level
Lesson 16: Sustainable Presence

Course 14 - Sales Reset: New Rules of Selling

Lesson 1: Sales Reset
Lesson 2: How Selling Has Changed
Lesson 3: Why Buyer's Don't Want More Information
Lesson 4: The Next Level in a Presentation
Lesson 5: Stop Persuading
Lesson 6: Beyond Selling a Solution
Lesson 7: A Relationship is NOT Enough
Lesson 8: It's NOT About the Price
Lesson 9: Beyond Differentiation
Lesson 10: Selling is DEAD Lesson
11: Avoid Standardization Lesson
12: It's About Pull Marketing
Lesson 13: A Better Alternative to Negotiation
Lesson 14: Social Proximity Matters
Lesson 15: Does Value Still Count?

Course 15 - Becoming an Effective Keynote Speaker

Lesson 1: How to Prepare, Relate and Construct
Lesson 2: Sizing up the Presentation and Audience
Lesson 3: How to Prepare to Speak
Lesson 4: Defining Your Key Messages
Lesson 5: Understanding the need for Theme
Lesson 6: Developing a Timely Presentation
Lesson 7: Time Sensitive Rules-of-Thumb
Lesson 8: Presentation Layout Strategies
Lesson 9: Developing Your Content and Type of Proof
Lesson 10: Presentation Sequencing
Lesson 11: Reinforcing Key Messages
Lesson 12: Cool Presentation Tools to Help Your Stay on Time

Course 16 - Influencing Change

Lesson 1: Get Clients to Act
Lesson 2: Changing Expectations
Lesson 3: Sequence - Reduce Resistance + Gain Acceptance
Lesson 4: Understanding the Buying Brain
Lesson 5: Three (3) Types of Buyers
Lesson 6: Motivating Complacent People (Hound Dog Analogy)
Lesson 7: Pain of the Same > Pain of Change
Lesson 8: Quick Quiz
Lesson 9: The Negative Effects of Perceived Effort
Lesson 10: Case Study - Energy Saving Company

Course 17 - Inbound Selling

Lesson 1: How to Handle Inbound Email Leads
Lesson 2: Preference Formation - Buying Process
Lesson 3: Trigger Events
Lesson 4: Informed Buyer Research
Lesson 5: Learning More about the Client
Lesson 6: How to Answer the Questions
Lesson 7: Using Online Resources
Lesson 8: Handling the Phone Conversation
Lesson 9: Developing an Inbound Selling Process

Course 18 - Sales Conversations

Lesson 1: Developing a Sales Conversation
Lesson 2: Structuring Your Sales Presentation for Today's Informed Buyer
Lesson 3: Developing Attention Grabbers (examples)
Lesson 4: Widen the Gap = Urgency
Lesson 5: Future Pacing a Buyer - What Will Happen
Lesson 6: Discuss Market Options
Lesson 7: Position Yourself as an Authority
Lesson 8: Talk Differentiators
Lesson 9: Using Data & Studies
Lesson 10: Achieving a Collaborative Discussion
Lesson 11: Extracting Their Point Of View (POV)
Lesson 12: Gaining Commitment
Lesson 13: Advancing the Sales
Lesson 14: Lead them to your solution

Course 19 - Business Metrics For Salespeople

Lesson 1: Understanding Business Metrics
Lesson 2: Business Acumen
Lesson 3: 5 Ms of Value Impact
Lesson 4: Fixed and Variable Cost
Lesson 5: Costs - Selling a Service
Lesson 6: Profitability
Lesson 7: Revenue Sources
Lesson 8: Types of Costs
Lesson 9: Straight-line Depreciation
Lesson 10: Salvage Value
Lesson 11: Explanation of Amortization
Lesson 12: Three Key Client KPIs
Lesson 13: Net Income Pipeline
Lesson 14: Revenues & Cost of Goods (COGS)
Lesson 15: Gross Profit
Lesson 16: Operating Expenses & Income
Lesson 17: EBIT(DA)
Lesson 18: P&L
Lesson 19: Break-Even Point (BEP)
Lesson 20: Return On Investment (ROI)
Lesson 21: Total Cost of Ownership (TCO)
Lesson 22: Return on Assets (ROA)
Lesson 23: Business Metric Wrap-Up

Course 20 - Effective Sales Presentations

Lesson 1: How to Deliver an Effective Sales Presentation
Lesson 2: Setting up a Sales Scenario
Lesson 3: Knowing Key Player's Mindset
Lesson 4: What Buyers Want to Hear From You
Lesson 5: Sales Proofing Your Presentation
Lesson 6: Using ROI Calculator
Lesson 7: Anticipating Buyer Resistance & Tackling Them
Lesson 8: Mapping Out Your Strategy
Lesson 9: Sequencing the Presentation
Lesson 10: Buyer Motivation(s)
Lesson 11: Presentation Narrative
Lesson 12: Key Messaging Approach
Lesson 13: Planning the Outcome

Course 21 - Upselling
Lesson 1: Selling with Options
Lesson 2: The Power of the Endowment Effect in Upselling
Lesson 3: Using Product Contrast to Sell
Lesson 4: Four Tips to Upselling using Authority, Mentioning, & Stories
Lesson 5: Understanding Risk Aversion
Lesson 6: Using the Foot-In-The-Door Strategy

Course 22 – Getting Referrals

Lesson 1 – Introduction
Lesson 2 – Why You Don’t Ask
Lesson 3 – Client Resistance
Lesson 4 – Ebbinghaus’s Curve
Lesson 5: Psychology Behind Introductions vs. Referrals
Lesson 6: Timing
Lesson 7: Datamining Referrals
Lesson 8: Datamining Referrals pt. 2
Lesson 9: Social Media Referrals
Lesson 10: Narrow The Request
Lesson 11: Quick Tip - HELP!
Lesson 12: Referral Email Scripts
Lesson 13: Email Scripts Pt. 2
Lesson 14: Make A Referral Request an Agreement
Lesson 15: Your Follow- Up Plan
Lesson 16: Share with a Friend
Lesson 17: Create a Referral Ring
Lesson 18: How To Set Up an Affiliate Program
Lesson 19: Use The ‘Thank You” Call
Course 23 – Cold Calling Success
Lesson 1: Prospecting Numbers
Lesson 2: Sales Call Reluctance
Lesson 3: Cold Calling By Numbers
Lesson 4: Three Types of Calls
Lesson 5: Cold Calling Structure
Lesson 6: Qualify the Prospect
Lesson 7: The Request
Lesson 8: How To Sound Natural
Lesson 9: Quick Flip – ‘I am not interested’
Lesson 10: Voicemail
Lesson 11: Objection – ‘ Just Send Me the Info’
Lesson 12: Tip – Date Setting
Lesson 13: Objection – ‘ I Don’t Have a Budget’
Lesson 14: Objection – ‘You’ll Be Wasting Your Time’
Lesson 15: Objection – “You’re Just Trying To Sell Me”
Lesson 16: Tip – Suggest A Specific Meeting Time
Lesson 17: Objection – ‘We’re Happy With Our Current Vendor’
Lesson 18: Objection – “ I Can Get it Cheaper’
Lesson 19: Objection – ‘ I Need To Check With the Boss’
Lesson 20: Objection – ‘I’ll Think About It’
Lesson 21: Objection – “This Won’t Work For Us’
Lesson 22: Objection – ‘ We’ve Had a Bad Experience with a Similar Company’
Lesson 23: Objection – ‘ I Feel Like You’re Pressuring Me’
Lesson 24: Objection – ‘Can You Provide References’
Lesson 25: Objection – ‘We’ll Get Back To You’
Lesson 26: Tease and Squeeze
Lesson 27: Poke and Prod
Lesson 28: Closing Ratios

Course 24 – Hire Smarter

Lesson 1: Cost of a Bad Hire

Lesson 2: Sales Champion Characteristics
Lesson 3: Rank Importance
Lesson 4: Evaluation
Lesson 5: Scoring
Lesson 6: Collaboration
Lesson 7: 3 Month Mark Assessment

Course 25 – Productive Meetings

Lesson 1: How Much are Bad Meetings Costing You?
Lesson 2: Finding The Leader And Champion
Lesson 3: Finding And Defining HLA’s
Lesson 4: Starting With the Problem
Lesson 5: Brainstorming and Voting
Lesson 6: Training Tools and Accountability
Lesson 7: Launch Date Workflow
Lesson 8: Audit the Process