| Introduction To The Sales And Negotiation Skills Masterclass |
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Introduction |
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00:02:00 |
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Sales Skills Course Overview |
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00:03:00 |
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Sales Skills Activities To Complete |
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00:02:00 |
| Prepare The Train Driver - Self Development For The Sales Consultant |
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The Mind Of A Consultant |
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00:03:00 |
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Mastering Sales Is Mastering Life Skills |
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00:03:00 |
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The Continuous Journey |
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00:02:00 |
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Universal Laws Of Success |
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00:01:00 |
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The Three Pillars Of Success |
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00:03:00 |
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Personal Honesty |
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00:01:00 |
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Diligence |
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00:02:00 |
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Deferred Gratification |
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00:04:00 |
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Suppression Of Principle |
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00:03:00 |
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Emotional Intelligence |
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00:02:00 |
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Core Principles Of Emotional Intelligence |
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00:04:00 |
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The Problem Is Internal |
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00:02:00 |
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The Two Motivational Forces |
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00:05:00 |
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Product Confidence |
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00:03:00 |
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Sales Consultant Activities To Complete |
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00:01:00 |
| Pre-suppositional Sales - Pre-Suppositions And Worldviews |
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The Train Track – Pre-Suppositional Sales Defined |
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00:01:00 |
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What Is A Worldview |
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00:02:00 |
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Why Pre-Suppositions Are Important |
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00:03:00 |
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Two Modes Of Thinking |
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00:01:00 |
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Logical Thinking |
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00:02:00 |
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Emotional Thinking |
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00:03:00 |
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The Dumb Dog |
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00:05:00 |
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How We Create Our Values |
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00:01:00 |
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Examples Of Rational Ideas |
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Examples Of Emotional Beliefs |
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Examples Of Values |
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Rational Or Emotional |
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00:03:00 |
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Finding Someones Presuppositions |
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00:03:00 |
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When The Presuppositions Are Not Clear |
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00:05:00 |
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The Bank Robber Example |
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00:01:00 |
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Why People Buy |
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00:05:00 |
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How We Make Buying Decisions |
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00:03:00 |
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Matching A World View |
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00:05:00 |
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Testing A Worldview |
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00:03:00 |
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Test Your Presuppositions |
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00:04:00 |
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What Is A Buyer Persona |
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00:04:00 |
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Presuppositional Buyer Persona Exercise |
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00:04:00 |
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Creating The Persona |
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00:05:00 |
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Traditional Buyer Personas |
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00:03:00 |
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Combined Buyer Personas |
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00:02:00 |
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Journal Activities To Complete |
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00:01:00 |
| The SMART Process - Learn How To Manage Emotions |
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SMART Copyright |
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00:01:00 |
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The SMART Process |
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00:02:00 |
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Controlling The Room |
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00:01:00 |
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The Core of SMART |
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00:03:00 |
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How Negative Emotion Controls Us |
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00:02:00 |
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How We Take Control |
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00:03:00 |
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The 5 Steps Of SMART |
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00:01:00 |
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Seperate |
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00:01:00 |
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Monitor |
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00:01:00 |
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Assess |
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00:02:00 |
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Replace |
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00:02:00 |
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Trust |
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00:03:00 |
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SMART In Action |
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00:03:00 |
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The SMART Sales Call In Full |
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00:03:00 |
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I Will Never Be Any Good At Sales |
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00:02:00 |
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The Power Of Self Talk |
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00:03:00 |
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Using SMART For Self Development |
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00:01:00 |
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Two Uses Of SMART |
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00:01:00 |
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Short Term Emotional Management |
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00:02:00 |
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Long Term Character Development |
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00:01:00 |
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Experienced Negative Emotional Beliefs |
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00:03:00 |
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Taught Negative Emotional Beliefs |
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00:02:00 |
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Internal Negative Emotional Beliefs |
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00:02:00 |
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Activities To Complete For SMART |
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| The Coaches - Getting Ready For Passengers |
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Getting Ready For Your Passengers |
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00:02:00 |
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Know Your Product |
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00:02:00 |
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Product Strengths And Weaknesses |
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00:02:00 |
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Knowing Your Competition |
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00:02:00 |
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Become The Expert |
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00:05:00 |
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Value Propositions |
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00:05:00 |
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Activities To Complete Preparing For Your Passengers |
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00:01:00 |
| The Train Route - Planning Your Sales Route |
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Planning Your Route |
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00:04:00 |
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Building Your CRM Flow |
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00:04:00 |
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Data Analysis |
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00:04:00 |
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Implementing Your Sales Funnel |
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00:04:00 |
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Activities To Complete For Your Route |
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00:01:00 |
| Selling Tickets - Understanding How Prospecting Works |
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Prospecting The Three Rules |
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00:05:00 |
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Qualifying Prospects |
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00:03:00 |
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Identifying The Contacts Role |
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00:02:00 |
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Dealing With The Gatekeeper |
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00:03:00 |
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Dealing With Influencers |
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00:04:00 |
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Dealing With Champions |
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00:03:00 |
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Dealing With Decision Makers |
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00:02:00 |
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Contact Identification Exercise |
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00:02:00 |
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Prospecting Secrets |
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00:07:00 |
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Getting Entrance Into The Castle |
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00:03:00 |
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Activities To Complete For Dealing With Prospecting |
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00:01:00 |
| Prospecting By Networking |
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Prospecting By Networking |
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00:02:00 |
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Classification Of Networks |
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00:06:00 |
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Door To Door Sales |
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00:06:00 |
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Door To Door Conversation Methods |
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00:04:00 |
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Getting The Most Out Of Your Networking |
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00:03:00 |
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The Elevator Pitch |
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00:05:00 |
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Activities To Complete For An Elevator Pitch |
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00:01:00 |
| Prospecting By Phone |
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Finding Prospects By Phone |
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00:04:00 |
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Planning Your Phone Calls |
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00:04:00 |
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Split Testing Your Scripts |
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00:05:00 |
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Dealing With The Gatekeeper Script |
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00:06:00 |
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Dealing With The Influencer Script |
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00:05:00 |
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Dealing With The Champions Script |
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00:04:00 |
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Dealing With Decision Makers Script |
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00:04:00 |
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Other Call Support Material |
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00:06:00 |
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Voicemail Techniques |
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00:09:00 |
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Activities To Complete For Prospecting By Phone |
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00:01:00 |
| Online Prospecting |
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The Power Of Online Prospecting |
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00:02:00 |
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Online Prospecting Tools |
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00:09:00 |
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Email Statistics |
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00:01:00 |
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Understanding Spam |
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00:01:00 |
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Permission Based Email Marketing |
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00:02:00 |
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Places To Get Their Email Addresses From |
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00:02:00 |
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Email Writing Tips |
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00:03:00 |
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AIDA Copywriting |
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00:05:00 |
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A Sample Email Using AIDA |
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00:05:00 |
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Activities Create Your Own Email Using AIDA |
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00:01:00 |
| Making Friends - Friendliness And Personality Types |
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Making Friends |
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00:03:00 |
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Ten Rules Of Friendliness |
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00:06:00 |
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Ten Rules Of Friendliness Continued |
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00:07:00 |
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Recommended Reading |
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00:01:00 |
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Personality Types |
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00:04:00 |
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Meet The Blues |
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00:03:00 |
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Meet The Reds |
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00:03:00 |
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Meet The Greens |
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00:03:00 |
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Meet The Yellows |
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00:02:00 |
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Advanced Profiling |
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00:08:00 |
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Profiling Bob |
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00:05:00 |
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Activities To Complete On Friendliness |
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00:01:00 |
| Body Language - How To Read Your Prospect |
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Reading The Body |
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00:04:00 |
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Social Spaces |
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00:06:00 |
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Distance Can Change |
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00:02:00 |
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Three Classes Of Body Language |
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00:01:00 |
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Aggressive Body Language |
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00:03:00 |
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Defensive Body Language |
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00:03:00 |
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Friendly Body Language |
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00:03:00 |
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Ten Body Language Patterns |
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The Crossing Pattern |
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The Expanding Pattern |
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The Defensive Moving Away Pattern |
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The Moving Towards Pattern |
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00:03:00 |
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The Opening Pattern |
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Preening Pattern |
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00:03:00 |
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Repeating Pattern |
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Shaping Pattern |
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Striking Patterns |
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00:03:00 |
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The Touching Pattern |
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00:05:00 |
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Ten Core Patterns Exercise |
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00:01:00 |
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Personality Type Body Language |
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00:03:00 |
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Micro Expressions |
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00:01:00 |
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Seven Common Micro Expressions |
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00:05:00 |
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Your Body Language The Importance Of Control |
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00:03:00 |
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Tracking Their Body Language |
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00:01:00 |
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What Are They Responding To The Three Factors |
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00:03:00 |
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Moving Them Through The Sale |
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00:01:00 |
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Body Language Flow |
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00:05:00 |
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Dealing With More Than One Person |
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00:01:00 |
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Activities To Complete Body Language |
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00:01:00 |
| Listening Station - Questioning And Listening |
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The Art Of Questioning And Listening |
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00:01:00 |
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How To Show You Are Listening |
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00:02:00 |
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Product Based Sales |
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00:02:00 |
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Needs Based Sales |
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00:02:00 |
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Needs Analysis Funnel |
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00:01:00 |
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The Needs Analysis Stages |
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00:03:00 |
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The Two Types Of Questions |
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00:01:00 |
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Open Questions |
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00:04:00 |
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Closed Questions |
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00:04:00 |
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The Quick Sale Mobile Example |
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00:02:00 |
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The Quick Sale Training Session Example |
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00:03:00 |
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The Quick Sale Exercise |
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00:03:00 |
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The Three Simple Question Technique |
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00:04:00 |
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The Echo Technique |
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00:02:00 |
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The 5 Ws |
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00:03:00 |
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Washing Machine Retail Sale Example |
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00:03:00 |
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The Five Whys |
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00:01:00 |
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The Five Whys – George |
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The Five Whys – Sally |
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00:02:00 |
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The Five Whys – Terry |
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00:02:00 |
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Why You Do Not Own A Yacht |
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00:01:00 |
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Additional Tools |
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00:01:00 |
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Needs Analysis Mind Map |
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00:01:00 |
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Needs Analysis Sheet |
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00:03:00 |
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Questioning And Listening Activities |
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00:01:00 |
| Negotiation Station - How To Negotiate Successfully |
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The Negotiation Station |
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00:02:00 |
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Core Principles Of Negotiation |
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00:01:00 |
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Focusing On Them |
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00:02:00 |
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Everyone Has To Win |
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00:04:00 |
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Matching Values |
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00:03:00 |
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The Path Of Least Resistance |
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00:02:00 |
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Shifting The Weight |
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00:06:00 |
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The Persuasion Secret |
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00:01:00 |
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How To Persuade Someone |
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00:01:00 |
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The Electric Car |
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00:02:00 |
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The Fashionable Trainers |
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00:02:00 |
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Competency Levels |
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00:03:00 |
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Assessing Competency Levels |
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00:04:00 |
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Features Benefits And Values |
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00:02:00 |
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The Christmas Tree Negotiation |
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00:11:00 |
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B2B Value Propositions |
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00:03:00 |
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Deepening The Value |
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00:02:00 |
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Over Decorating The Tree |
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00:03:00 |
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The Big 12 |
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00:01:00 |
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Authority |
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00:04:00 |
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Social Proof |
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00:03:00 |
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Group Identity |
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00:02:00 |
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Deflecting Fault |
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00:02:00 |
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Ask For Advice |
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00:02:00 |
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Compliment Their Negotiations |
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00:02:00 |
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Reciprocity |
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00:02:00 |
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Scarcity |
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00:02:00 |
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Off Set Values |
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00:02:00 |
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Stepped Commitments |
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00:02:00 |
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Fear And Hope |
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00:02:00 |
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Ranked Priorities |
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00:07:00 |
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Negotiating A Price |
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00:01:00 |
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The Market Price |
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00:02:00 |
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The Anchor Price |
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00:02:00 |
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The Walk Away Price |
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00:02:00 |
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The First Offer |
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00:03:00 |
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The Counter Offer |
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00:04:00 |
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Activities To Complete Negotiation Skills |
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00:01:00 |
| Objection Handling - How To Handle Objections To The Sale |
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Handling Objections |
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00:02:00 |
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The Golden Rule To Handling Objections |
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00:01:00 |
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Why Objections Happen |
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00:03:00 |
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Objection Tags – Tagging Objections |
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Objection Types |
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00:03:00 |
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Objection Class |
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00:04:00 |
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Objection Source |
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00:02:00 |
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The Objection Clarification Process |
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00:01:00 |
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The Onion Technique – Peeling Back The Objections |
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00:01:00 |
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Testing The Objection Type |
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00:03:00 |
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Classify The Objection |
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00:01:00 |
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Test The Objection Source |
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00:01:00 |
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Summarise The Objection |
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00:01:00 |
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The Objection In Full |
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00:01:00 |
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Acknowledge The Objection |
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00:03:00 |
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Acknowledgement Examples |
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Emotional Objections |
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00:04:00 |
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Feel Statements |
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00:01:00 |
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Felt Statements |
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00:01:00 |
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Found Statements |
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Feel Felt Found Example |
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00:03:00 |
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Rational Objection Guidelines |
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Responding To Rational Objections |
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00:01:00 |
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Sharing Data And Information |
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00:01:00 |
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Data Sharing Techniques |
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00:03:00 |
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Using The Right Techniques |
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00:01:00 |
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Valid Objections |
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00:02:00 |
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How To Handle Class Objections |
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00:01:00 |
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Authority Objections |
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00:03:00 |
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Types Of Relationship Objections |
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00:01:00 |
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Existing Relationship Objections |
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00:01:00 |
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Third Party Relationship Objections |
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00:02:00 |
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No Relationship Objections |
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00:02:00 |
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Knowledge Objections |
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00:02:00 |
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Convenience Objections |
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00:02:00 |
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Price Objections |
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00:03:00 |
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Objection Handling Sheets |
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00:02:00 |
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Removing The Objection |
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00:03:00 |
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Dealing With Difficult People |
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00:01:00 |
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Dealing With Difficult People – Use SMART |
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00:01:00 |
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Grow Some Thick Skin |
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00:03:00 |
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The Mountaintop Example |
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00:02:00 |
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Finding Common Ground |
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00:04:00 |
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Focus On The Issue |
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00:02:00 |
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A Soft Answer |
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00:02:00 |
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Stress Fractures |
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00:02:00 |
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Be Their Only Friend |
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00:02:00 |
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Types Of Character Traits |
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00:01:00 |
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The Demander |
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00:02:00 |
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The Detractor |
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00:02:00 |
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The Dynamite |
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00:02:00 |
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The Dumper |
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00:02:00 |
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The Drainer |
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00:02:00 |
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The Disappointer |
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00:02:00 |
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The Dictator |
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00:02:00 |
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Handling Objections Before The Meeting |
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00:02:00 |
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Reducing Objections |
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00:03:00 |
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Setting Up An FAQ Page |
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00:02:00 |
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Objection Handling Activities To Complete |
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00:01:00 |
| Closing The Sale |
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Destination Station Closing The Sale |
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00:01:00 |
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Understanding Closes |
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00:04:00 |
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Understanding Buying Signals |
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00:06:00 |
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Closing Questions |
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00:04:00 |
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Activities To Complete Closing The Sale |
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00:01:00 |
| Selling Season Tickets |
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Season Tickets The Biggest Source Of Revenue |
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00:01:00 |
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Understanding Season Tickets |
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00:04:00 |
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First Class Passengers – After Sales Care |
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00:05:00 |
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The Revolution – Practising The Principles |
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00:01:00 |
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Thank You – Get In Touch |
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00:01:00 |
| Order Your Certificate |
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Order Your Certificate |
|
00:00:00 |
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