This course will learn exactly what master sellers do when it comes to making sales. We’ll share how to skyrocket your sales step-by-step. By the end of this course you’ll have the confidence to know exactly: what to say, when to say it, and how to influence prospects to buy.
Six Weeks
This course consists of 6, one hour live sessions. Each session will consist of a presentation, exercises, Q and A. Students will be placed in a Private Facebook group and have the ability to share and build confidence in sales. Each week you’ll be given a set of handouts, checklists and scripts. Weekly homework will strengthen understanding of the selling concepts.
End Result
At the end of this class you’ll have a custom set of scripts, strategies and tactics designed specifically for your business. And you’ll now how to confidently approach any sale.
The Webinar Starts 12PM CST
Week 1 – Understanding Your Ideal Client
In this unit you will thoroughly investigate the motivations of your ideal client and create an avatar.
Benefit 1: You will know exactly what makes them tick
Benefit 2: You will know exactly where to focus your efforts on their needs
Benefit 3: You will learn the language of their business to persuade and influence.
Link
Click this to watch the 11/11/2014 recording
Slides
Exercises
Resources
Discover Your Customer The best way to discover what makes your customer tick is to ask them. Using market research techniques to “study the market” sounds intimidating and often skipped. But in reality, it’s
not as hard as it sounds. Let me prove it. This guide will teach you a simple process for discovering your ideal client’s needs.
Blank Research Word Doc 2006 Script v3 This is a blank market research template I’ve used for a number of years. It combined with a spreadsheet with pivot tables does a nice job of showing the trends in a market and what you can expect if entering the market. The most powerful part of this process was the WORDS people shared in describing their situation. These words are critical when soliciting interest in a products and persuading prospects to purchase.
To Sell Is Human – by Daniel Pink
Week 2 – Connecting With New Prospects
In this unit you’ll learn how to use the language of your ideal client and create telephone scripts that solicit interest in your products and services.
Benefit 1: Total confidence when dialing prospects
Benefit 2: Getting appointments
Link
Click this to watch the 11/18/2014 recording
Slides
Exercises
Resources
Forget Digital Marketing, Try Cold Calling! This is a LinkedIn post regarding the power of cold calling. Digital marketing makes lot of sense in many instances. And having an extra market channel to connect with your prospects is always a good thing. But you if you’re tight on a budget but you’ve paid your phone bill, you might want to consider leveraging that little device. You may be surprised by what business it can generate.
Week 3 – Persuading With Questions
In this unit you’ll learn how to use questions to reveal the true fears and desires of your client. Various types of questions will be discovered from situation, to problem, to implication, and needs payoff.
Benefit 1: Create a deep understanding of customer needs through skilled questioning
Benefit 2: Create a desire to buy solutions NOW
Benefit 3: Facilitate buyers to sell themselves
Link
Click this to watch the 11/25/2014 recording
Slides
Exercises
Explicit Needs That Differentiate
Five Problems Your Business Solves
Resources
Spin Selling – by Neil Rackham
Week 4 – Tri2Connect- Cold Calling, Voice Mail and Email
In this unit you’ll learn how to connect with prospects on multiple fronts. This is done my integrating email, voice mail and live phone calls. You will also learn persuasive writing skills by using active language
Benefit 1: You will have a strategy that uses multiple channels to build trust
Benefit 2: You will know how to solicit a desire to learn more via the written word
Benefit 3: You will get appointments
Link
Click this to watch the 12/2/2014 recording
Slides
Exercises
Resources
Selling To Vito by Anthony Paranello
Week 5 – Powerful Presentations That Persuade
In this unit you will learn the structure of a great presentation, how to show case the benefits of your products and services and engage your prospective buyers in rich conversations.
Benefit 1: Pose solutions that speak directly to client needs
Benefit 2: Atmosphere of trust where clients “close” themselves.
Link
Click this to watch the December 9th recording
Slides
Exercises
Presentation Checklist – Build your own.
Resources
The Five Paths of Persuasion by Robert Miller and Gary Williams
Week 6 – Closing Deals, Stay Organized
In this unit you will learn how to “ask” for the sales. Secondly you will learn to document activities in LinkedIn and use that knowledge to remember to follow up.
Benefit 1: Deals are quickly locked in.
Benefit 2: No more stalling
Benefit 3: Deals are not forgotten you remember to follow up using LinkedIn
Benefit 4: Channels you can use to prospect for leads
Link
Click this to watch the December 16th recording
Slides
Exercises
Goggle Doc Sales Funnel Spreadsheet
Resources