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Sales Skills & Negotiation Skills Master Class

Understand the Strategies & Techniques to Sell, Sell & Sell More with 12 Hours of Instruction

Get $1 credit for every $25 spent!

$10.99 ~~$199~~ 94% off wishlist

by Mark Timberlake

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Instructor

Mark Timberlake

Lessons

292

Ending In:

access

content

12.0 Hours

enrolled

330

Description

Want to become a master sales consultant, but don't know where to start? This is the complete guide to mastering the sales skills, strategies, and techniques required to sell ideas and products. Whether you plan to be a salesperson by trade or just apply sales skills to your current position, you will benefit greatly from this expert guidance.

Learn to sell with 12 hours & 291 lectures
Master the sales process
Develop a sales strategy
Manage your own emotions in a sales situation
Find prospects to sell to
Learn how to read your prospects
Learn how to negotiate successfully
Understand how to handle objections
Study how to close the sale
Leverage your contacts so you can sell to the same prospects again & again

Instructor
Mark runs a marketing company called SME Heroes, which specializes in training on all things to do with online course creation and online marketing. He has extensive experience with online business in various forms over the last 14 years and loves to share his lessons and techniques for online business success. In addition, he also has over 12 years experience in online retail and over six years experience as a commercial photographer. This means he has a deep breadth of experience which comes through in his courses, which are always designed to be easy to understand and to pass on the practical skills he has learned.

Details & Requirements

Length of time users can access this course: lifetime
Access options: web streaming, mobile streaming
Certification of completion included
Redemption deadline: redeem your code within 30 days of purchase
Experience level required: all levels

Compatibility

Internet required

Terms

Unredeemed licenses can be returned for store credit within 30 days of purchase. Once your license is redeemed, all sales are final.

Course Outline

Section 01. Introduction To The Sales And Negotiation Skills Masterclass
- 01 Sales Skills Course Introduction - 1:58
- 02 Sales Skills Course Overview - 3:19
- 03 Sales Skills Activities To Complete - 1:30
Section 02. Prepare The Train Driver - Self Development For The Sales Consultant
- 01 The Mind Of A Consultant - 3:10
- 02 Mastering Sales Is Mastering Life Skills CC - 2:50
- 03 The Continuous Journey - 2:23
- 04 Universal Laws Of Success - 0:57
- 05 The Three Pillars Of Success CC - 2:50
- 06 Personal Honesty - 1:24
- 07 Diligence - 1:52
- 08 Deferred Gratification - 3:49
- 09 Suppression Of Principle - 2:42
- 10 Emotional Intelligence - 2:12
- 11 Core Principles Of Emotional Intelligence - 3:52
- 12 The Problem Is Internal - 2:24
- 13 The Two Motivational Forces - 4:35
- 14 Product Confidence - 2:34
- 15 Sales Consultant Activities To Complete - 0:39
Section 03. Pre-suppositional Sales - Pre-Suppositions And Worldviews
- 01 The Train Track - Pre-Suppositional Sales Defined - 0:46
- 02 What Is A Worldview - 1:56
- 03 Why Pre-Suppositions Are Important - 3:23
- 04 Two Modes Of Thinking - 1:07
- 05 Logical Thinking - 1:57
- 06 Emotional Thinking - 3:15
- 07 The Dumb Dog - 5:12
- 08 How We Create Our Values - 1:13
- 09 Examples Of Rational Ideas - 1:24
- 10 Examples Of Emotional Beliefs - 1:49
- 11 Examples Of Values - 2:19
- 12 Rational Or Emotional - 2:34
- 13 Finding Someones Presuppositions - 3:17
- 14 When The Presuppositions Are Not Clear - 4:42
- 15 The Bank Robber Example - 1:18
- 16 Why People Buy - 5:12
- 17 How We Make Buying Decisions - 3:18
- 18 Matching A World View - 4:47
- 19 Testing A Worldview - 2:36
- 20 Test Your Presuppositions - 3:31
- 21 What Is A Buyer Persona - 3:47
- 22 Presuppositional Buyer Persona Exercise - 4:26
- 23 Creating The Persona - 4:29
- 24 Traditional Buyer Personas - 2:50
- 25 Combined Buyer Personas - 2:19
- 26 Journal Activities To Complete - 0:41
Section 04. The SMART Process - Learn How To Manage Emotions
- 01 The SMART Process - 1:31
- 02 Controlling The Room - 1:07
- 03 The Core of SMART - 2:29
- 04 How Negative Emotion Controls Us - 1:51
- 05 How We Take Control - 2:47
- 06 The 5 Steps Of SMART - 0:45
- 07 Seperate CC - 0:56
- 08 Monitor CC - 1:06
- 09 Assess - 1:52
- 10 Replace - 1:39
- 11 Trust - 3:29
- 12 SMART In Action - 3:00
- 13 The SMART Sales Call In Full - 2:56
- 14 I Will Never Be Any Good At Sales - 2:25
- 15 The Power Of Self Talk - 2:54
- 16 Using SMART For Self Development - 0:23
- 17 Two Uses Of SMART - 0:23
- 18 Short Term Emotional Management - 2:24
- 19 Long Term Character Development - 0:29
- 20 Experienced Negative Emotional Beliefs - 3:28
- 21 Taught Negative Emotional Beliefs - 1:46
- 22 Internal Negative Emotional Beliefs - 2:01
- 23 Activities To Complete For SMART - 0:32
Section 05. The Coaches - Getting Ready For Passengers
- 01 Getting Ready For Your Passengers - 2:12
- 02 Know Your Product - 2:17
- 03 Product Strengths And Weaknesses - 2:04
- 04 Knowing Your Competition - 2:23
- 05 Become The Expert - 4:47
- 06 Value Propositions - 5:02
- 07 Activities To Complete Preparing For Your Passengers - 0:32
Section 06. The Train Route - Planning Your Sales Route
- 01 Planning Your Route - 4:09
- 02 Building Your CRM Flow - 4:28
- 03 Data Analysis - 3:36
- 04 Implementing Your Sales Funnel - 4:03
- 05 Activities To Complete For Your Route - 0:36
Section 07. Selling Tickets - Understanding How Prospecting Works
- 01 Prospecting The Three Rules - 4:34
- 02 Qualifying Prospects - 2:29
- 03 Identifying The Contacts Role - 1:57
- 04 Dealing With The Gatekeeper - 3:20
- 05 Dealing With Influencers - 3:38
- 06 Dealing With Champions - 3:01
- 07 Dealing With Decision Makers - 2:19
- 08 Contact Identification Exercise - 1:35
- 09 Prospecting Secrets - 6:46
- 10 Getting Entrance Into The Castle - 2:42
- 11 Activities To Complete For Dealing With Prospecting - 0:32
Section 08. Prospecting By Networking
- 01 Prospecting By Networking - 1:46
- 02 Classification Of Networks - 6:01
- 03 Door To Door Sales - 5:31
- 04 Door To Door Conversation Methods - 4:12
- 05 Getting The Most Out Of Your Networking - 3:24
- 06 The Elevator Pitch - 4:53
- 07 Activities To Complete For An Elevator Pitch - 0:59
Section 09. Prospecting By Phone
- 01 Finding Prospects By Phone - 3:31
- 02 Planning Your Phone Calls - 3:52
- 03 Split Testing Your Scripts - 4:44
- 04 Dealing With The Gatekeeper Script - 5:34
- 05 Dealing With The Influencer Script - 4:35
- 06 Dealing With The Champions Script - 4:14
- 07 Dealing With Decision Makers Script - 4:04
- 08 Other Call Support Material - 6:17
- 09 Voicemail Techniques - 8:53
- 10 Activities To Complete For Prospecting By Phone - 0:31
Section 10. Online Prospecting
- 01 The Power Of Online Prospecting - 1:59
- 02 Online Prospecting Tools - 9:27
- 03 Email Statistics - 0:57
- 04 Understanding Spam - 0:47
- 05 Permission Based Email Marketing - 1:55
- 06 Places To Get Their Email Addresses From - 1:52
- 07 Email Writing Tips - 2:56
- 08 AIDA Copywriting - 4:52
- 09 A Sample Email Using AIDA - 4:30
- 10 Activities Create Your Own Email Using AIDA - 1:11
- 11 Activities To Complete Prospecting By Email - 0:51
Section 11. Making Friends - Friendliness And Personality Types
- 01 Making Friends - 2:36
- 02 Ten Rules Of Friendliness Part 1 - 6:19
- 03 Ten Rules Of Friendliness Part 2 - 6:42
- 04 Recommended Reading - 0:48
- 05 Personality Types - 3:49
- 06 Meet The Blues - 2:37
- 07 Meet The Reds - 2:52
- 08 Meet The Greens - 2:45
- 09 Meet The Yellows - 2:17
- 10 Advanced Profiling - 7:40
- 11 Profiling Bob - 4:42
- 12 Activities To Complete On Friendliness - 0:28
Section 12. Body Language - How To Read Your Prospect
- 01 Reading The Body - 4:18
- 02 Social Spaces - 6:24
- 03 Distance Can Change - 2:13
- 04 Three Classes Of Body Language - 1:15
- 05 Aggressive Body Language - 3:04
- 06 Defensive Body Language - 3:22
- 07 Friendly Body Language - 3:06
- 08 Ten Body Language Patterns - 1:07
- 09 The Crossing Pattern - 3:20
- 10 The Expanding Pattern - 1:44
- 11 The Defensive Moving Away Pattern - 1:50
- 12 The Moving Towards Pattern - 3:03
- 13 The Opening Pattern - 1:09
- 14 Preening Pattern - 2:55
- 15 Repeating Pattern - 2:18
- 16 Shaping Pattern - 1:43
- 17 Striking Patterns - 2:57
- 18 The Touching Pattern - 4:47
- 19 Ten Core Patterns Exercise - 1:17
- 20 Personality Type Body Language - 2:41
- 21 Micro Expressions - 1:24
- 22 Seven Common Micro Expressions - 5:10
- 23 Your Body Language The Importance Of Control - 3:20
- 24 Tracking Their Body Language - 1:20
- 25 What Are They Responding To The Three Factors - 3:00
- 26 Moving Them Through The Sale - 1:01
- 27 Body Language Flow - 4:30
- 28 Dealing With More Than One Person - 0:39
- 29 Activities To Complete Body Language - 0:29
Section 13. Listening Station - Questioning And Listening
- 01 The Art Of Questioning And Listening - 1:21
- 02 How To Show You Are Listening - 1:21
- 03 Product Based Sales - 1:33
- 04 Needs Based Sales - 2:00
- 05 Needs Analysis Funnel - 1:15
- 06 The Needs Analysis Stages - 2:44
- 07 The Two Types Of Questions - 0:31
- 08 Open Questions - 3:59
- 09 Closed Questions - 4:20
- 10 The Quick Sale Mobile Example - 2:16
- 11 The Quick Sale Training Session Example - 2:39
- 12 The Quick Sale Exercise - 3:03
- 13 The Three Simple Question Technique - 4:10
- 14 The Echo Technique - 1:48
- 15 The 5 Ws - 3:13
- 16 Washing Machine Retail Sale Example - 2:55
- 17 The Five Whys - 1:02
- 18a The Five Whys - George - 1:20
- 18b The Five Whys - Sally - 1:44
- 19 The Five Whys - Terry - 1:42
- 20 Why You Do Not Own A Yacht - 0:38
- 21 Additional Tools - 0:27
- 22 Needs Analysis Mind Map - 1:15
- 23 Needs Analysis Sheet - 2:56
- 24 Questioning And Listening Activities - 0:36
Section 14. Negotiation Station - How To Negotiate Successfully
- 01 The Negotiation Station - 2:15
- 02 Core Principles Of Negotiation - 0:39
- 03 Focusing On Them - 2:07
- 04 Everyone Has To Win - 4:03
- 05 Matching Values - 2:35
- 06 The Path Of Least Resistance - 2:03
- 07 Shifting The Weight - 5:52
- 08 The Persuasion Secret - 1:19
- 09 How To Persuade Someone - 1:29
- 10 The Electric Car - 1:49
- 11 The Fashionable Trainers - 1:55
- 12 Competency Levels - 2:55
- 13 Assessing Competency Levels - 4:04
- 14 Features Benefits And Values - 1:51
- 15 The Christmas Tree Negotiation - 4:03
- 16 B2B Value Propositions - 2:56
- 17 Deepening The Value - 1:33
- 18 Over Decorating The Tree - 3:05
- 19 The Big 12 - 0:59
- 20 Authority - 4:00
- 21 Social Proof - 2:39
- 22 Group Identity - 2:06
- 23 Deflecting Fault - 2:23
- 24 Ask For Advice - 1:56
- 25 Compliment Their Negotiations - 1:54
- 26 Reciprocity - 2:05
- 27 Scarcity - 1:51
- 28 Off Set Values - 1:39
- 29 Stepped Commitments - 2:22
- 30 Fear And Hope - 2:24
- 31 Ranked Priorities - 6:32
- 32 Negotiating A Price - 0:39
- 33 The Market Price - 2:21
- 34 The Anchor Price - 2:01
- 35 The Walk Away Price - 1:43
- 36 The First Offer - 3:14
- 37 The Counter Offer - 3:47
- 38 Activities To Complete Negotiation Skills - 0:33
Section 15. Objection Handling - How To Handle Objections To The Sale
- 01 Handling Objections - 1:33
- 02 The Golden Rule To Handling Objections - 1:04
- 03 Why Objections Happen - 3:20
- 04 Objection Tags - 0:53
- 05 Objection Type - 2:43
- 06 Objection Class - 4:19
- 07 Objection Source - 1:29
- 08 The Clarification Process - 0:33
- 09 The Onion Technique - 0:28
- 10 Test The Objection Type - 2:56
- 11 Classify The Objection - 0:47
- 12 Test The Objection Source - 0:57
- 13 Summarise The Objection - 0:53
- 14 The Objection In Full - 1:23
- 15 Acknowledge The Objection - 2:43
- 16 Acknowledgement Examples - 1:19
- 17 Emotional Objections - 3:44
- 18 Feel Statements - 1:14
- 19 Felt Statements - 1:01
- 20 Found Statements - 1:02
- 21 Feel Felt Found Example - 2:32
- 22 Rational Objection Guidelines - 0:24
- 23 Responding To Rational Objections - 0:55
- 24 Sharing Data And Information - 0:23
- 25 Data Sharing Techniques - 3:06
- 26 Using The Right Techniques - 1:06
- 27 Valid Objections - 1:42
- 28 How To Handle Class Objections - 0:28
- 29 Authority Objections - 3:04
- 30 Types Of Relationship Objections - 0:29
- 31 Existing Relationship Objections - 1:02
- 32 Third Party Relationship Objections - 1:55
- 33 No Relationship Objections - 1:58
- 34 Knowledge Objections - 2:16
- 35 Convenience Objections - 1:42
- 36 Price Objections - 3:22
- 37 Objection Handling Sheets - 1:33
- 38 Remove The Objection - 2:40
- 39 Dealing With Difficult People - 0:39
- 40 Use SMART - 1:13
- 41 Grow Some Thick Skin - 2:41
- 42 Mountaintop Example - 1:50
- 43 Finding Common Ground - 3:43
- 44 Focus On The Issue - 1:48
- 45 A Soft Answer - 1:59
- 46 Stress Fractures - 1:35
- 47 Be Their Only Friend CC - 1:59
- 48 Types Of Character Traits - 0:34
- 49 The Demander - 2:02
- 50 The Dectractor - 2:04
- 51 The Dynamite - 2:11
- 52 The Dumper - 2:28
- 53 The Drainer - 1:59
- 54 The Disappointer - 2:08
- 55 The Dictator - 2:09
- 56 Handling Objections Before The Meeting - 1:52
- 57 Reducing Objections - 2:46
- 58 Setting Up An FAQ Page - 1:39
- 59 Objection Handling Activities To Complete - 0:33
Section 16. Closing The Sale
- 01 Destination Station Closing The Sale - 0:51
- 02 Understanding Closes - 4:23
- 03 Understanding Buying Signals - 5:34
- 04 Closing Questions - 4:25
- 05 Activities To Complete Closing The Sale - 0:31
Section 17. Selling Season Tickets
- 01 Season Tickets The Biggest Source Of Revenue - 0:55
- 02 Understanding Season Tickets Our Highest Goal - 4:24
- 03 First Class Passengers After Sales Care - 5:11
- 04 The Revolution Practicing The Principles - 0:42
- 05 Thank You And Get In Touch - 1:15

View Full Curriculum

access

content

12.0 Hours

enrolled

330

Course Outline

Section 01. Introduction To The Sales And Negotiation Skills Masterclass
- 01 Sales Skills Course Introduction - 1:58
- 02 Sales Skills Course Overview - 3:19
- 03 Sales Skills Activities To Complete - 1:30
Section 02. Prepare The Train Driver - Self Development For The Sales Consultant
- 01 The Mind Of A Consultant - 3:10
- 02 Mastering Sales Is Mastering Life Skills CC - 2:50
- 03 The Continuous Journey - 2:23
- 04 Universal Laws Of Success - 0:57
- 05 The Three Pillars Of Success CC - 2:50
- 06 Personal Honesty - 1:24
- 07 Diligence - 1:52
- 08 Deferred Gratification - 3:49
- 09 Suppression Of Principle - 2:42
- 10 Emotional Intelligence - 2:12
- 11 Core Principles Of Emotional Intelligence - 3:52
- 12 The Problem Is Internal - 2:24
- 13 The Two Motivational Forces - 4:35
- 14 Product Confidence - 2:34
- 15 Sales Consultant Activities To Complete - 0:39
Section 03. Pre-suppositional Sales - Pre-Suppositions And Worldviews
- 01 The Train Track - Pre-Suppositional Sales Defined - 0:46
- 02 What Is A Worldview - 1:56
- 03 Why Pre-Suppositions Are Important - 3:23
- 04 Two Modes Of Thinking - 1:07
- 05 Logical Thinking - 1:57
- 06 Emotional Thinking - 3:15
- 07 The Dumb Dog - 5:12
- 08 How We Create Our Values - 1:13
- 09 Examples Of Rational Ideas - 1:24
- 10 Examples Of Emotional Beliefs - 1:49
- 11 Examples Of Values - 2:19
- 12 Rational Or Emotional - 2:34
- 13 Finding Someones Presuppositions - 3:17
- 14 When The Presuppositions Are Not Clear - 4:42
- 15 The Bank Robber Example - 1:18
- 16 Why People Buy - 5:12
- 17 How We Make Buying Decisions - 3:18
- 18 Matching A World View - 4:47
- 19 Testing A Worldview - 2:36
- 20 Test Your Presuppositions - 3:31
- 21 What Is A Buyer Persona - 3:47
- 22 Presuppositional Buyer Persona Exercise - 4:26
- 23 Creating The Persona - 4:29
- 24 Traditional Buyer Personas - 2:50
- 25 Combined Buyer Personas - 2:19
- 26 Journal Activities To Complete - 0:41
Section 04. The SMART Process - Learn How To Manage Emotions
- 01 The SMART Process - 1:31
- 02 Controlling The Room - 1:07
- 03 The Core of SMART - 2:29
- 04 How Negative Emotion Controls Us - 1:51
- 05 How We Take Control - 2:47
- 06 The 5 Steps Of SMART - 0:45
- 07 Seperate CC - 0:56
- 08 Monitor CC - 1:06
- 09 Assess - 1:52
- 10 Replace - 1:39
- 11 Trust - 3:29
- 12 SMART In Action - 3:00
- 13 The SMART Sales Call In Full - 2:56
- 14 I Will Never Be Any Good At Sales - 2:25
- 15 The Power Of Self Talk - 2:54
- 16 Using SMART For Self Development - 0:23
- 17 Two Uses Of SMART - 0:23
- 18 Short Term Emotional Management - 2:24
- 19 Long Term Character Development - 0:29
- 20 Experienced Negative Emotional Beliefs - 3:28
- 21 Taught Negative Emotional Beliefs - 1:46
- 22 Internal Negative Emotional Beliefs - 2:01
- 23 Activities To Complete For SMART - 0:32
Section 05. The Coaches - Getting Ready For Passengers
- 01 Getting Ready For Your Passengers - 2:12
- 02 Know Your Product - 2:17
- 03 Product Strengths And Weaknesses - 2:04
- 04 Knowing Your Competition - 2:23
- 05 Become The Expert - 4:47
- 06 Value Propositions - 5:02
- 07 Activities To Complete Preparing For Your Passengers - 0:32
Section 06. The Train Route - Planning Your Sales Route
- 01 Planning Your Route - 4:09
- 02 Building Your CRM Flow - 4:28
- 03 Data Analysis - 3:36
- 04 Implementing Your Sales Funnel - 4:03
- 05 Activities To Complete For Your Route - 0:36
Section 07. Selling Tickets - Understanding How Prospecting Works
- 01 Prospecting The Three Rules - 4:34
- 02 Qualifying Prospects - 2:29
- 03 Identifying The Contacts Role - 1:57
- 04 Dealing With The Gatekeeper - 3:20
- 05 Dealing With Influencers - 3:38
- 06 Dealing With Champions - 3:01
- 07 Dealing With Decision Makers - 2:19
- 08 Contact Identification Exercise - 1:35
- 09 Prospecting Secrets - 6:46
- 10 Getting Entrance Into The Castle - 2:42
- 11 Activities To Complete For Dealing With Prospecting - 0:32
Section 08. Prospecting By Networking
- 01 Prospecting By Networking - 1:46
- 02 Classification Of Networks - 6:01
- 03 Door To Door Sales - 5:31
- 04 Door To Door Conversation Methods - 4:12
- 05 Getting The Most Out Of Your Networking - 3:24
- 06 The Elevator Pitch - 4:53
- 07 Activities To Complete For An Elevator Pitch - 0:59
Section 09. Prospecting By Phone
- 01 Finding Prospects By Phone - 3:31
- 02 Planning Your Phone Calls - 3:52
- 03 Split Testing Your Scripts - 4:44
- 04 Dealing With The Gatekeeper Script - 5:34
- 05 Dealing With The Influencer Script - 4:35
- 06 Dealing With The Champions Script - 4:14
- 07 Dealing With Decision Makers Script - 4:04
- 08 Other Call Support Material - 6:17
- 09 Voicemail Techniques - 8:53
- 10 Activities To Complete For Prospecting By Phone - 0:31
Section 10. Online Prospecting
- 01 The Power Of Online Prospecting - 1:59
- 02 Online Prospecting Tools - 9:27
- 03 Email Statistics - 0:57
- 04 Understanding Spam - 0:47
- 05 Permission Based Email Marketing - 1:55
- 06 Places To Get Their Email Addresses From - 1:52
- 07 Email Writing Tips - 2:56
- 08 AIDA Copywriting - 4:52
- 09 A Sample Email Using AIDA - 4:30
- 10 Activities Create Your Own Email Using AIDA - 1:11
- 11 Activities To Complete Prospecting By Email - 0:51
Section 11. Making Friends - Friendliness And Personality Types
- 01 Making Friends - 2:36
- 02 Ten Rules Of Friendliness Part 1 - 6:19
- 03 Ten Rules Of Friendliness Part 2 - 6:42
- 04 Recommended Reading - 0:48
- 05 Personality Types - 3:49
- 06 Meet The Blues - 2:37
- 07 Meet The Reds - 2:52
- 08 Meet The Greens - 2:45
- 09 Meet The Yellows - 2:17
- 10 Advanced Profiling - 7:40
- 11 Profiling Bob - 4:42
- 12 Activities To Complete On Friendliness - 0:28
Section 12. Body Language - How To Read Your Prospect
- 01 Reading The Body - 4:18
- 02 Social Spaces - 6:24
- 03 Distance Can Change - 2:13
- 04 Three Classes Of Body Language - 1:15
- 05 Aggressive Body Language - 3:04
- 06 Defensive Body Language - 3:22
- 07 Friendly Body Language - 3:06
- 08 Ten Body Language Patterns - 1:07
- 09 The Crossing Pattern - 3:20
- 10 The Expanding Pattern - 1:44
- 11 The Defensive Moving Away Pattern - 1:50
- 12 The Moving Towards Pattern - 3:03
- 13 The Opening Pattern - 1:09
- 14 Preening Pattern - 2:55
- 15 Repeating Pattern - 2:18
- 16 Shaping Pattern - 1:43
- 17 Striking Patterns - 2:57
- 18 The Touching Pattern - 4:47
- 19 Ten Core Patterns Exercise - 1:17
- 20 Personality Type Body Language - 2:41
- 21 Micro Expressions - 1:24
- 22 Seven Common Micro Expressions - 5:10
- 23 Your Body Language The Importance Of Control - 3:20
- 24 Tracking Their Body Language - 1:20
- 25 What Are They Responding To The Three Factors - 3:00
- 26 Moving Them Through The Sale - 1:01
- 27 Body Language Flow - 4:30
- 28 Dealing With More Than One Person - 0:39
- 29 Activities To Complete Body Language - 0:29
Section 13. Listening Station - Questioning And Listening
- 01 The Art Of Questioning And Listening - 1:21
- 02 How To Show You Are Listening - 1:21
- 03 Product Based Sales - 1:33
- 04 Needs Based Sales - 2:00
- 05 Needs Analysis Funnel - 1:15
- 06 The Needs Analysis Stages - 2:44
- 07 The Two Types Of Questions - 0:31
- 08 Open Questions - 3:59
- 09 Closed Questions - 4:20
- 10 The Quick Sale Mobile Example - 2:16
- 11 The Quick Sale Training Session Example - 2:39
- 12 The Quick Sale Exercise - 3:03
- 13 The Three Simple Question Technique - 4:10
- 14 The Echo Technique - 1:48
- 15 The 5 Ws - 3:13
- 16 Washing Machine Retail Sale Example - 2:55
- 17 The Five Whys - 1:02
- 18a The Five Whys - George - 1:20
- 18b The Five Whys - Sally - 1:44
- 19 The Five Whys - Terry - 1:42
- 20 Why You Do Not Own A Yacht - 0:38
- 21 Additional Tools - 0:27
- 22 Needs Analysis Mind Map - 1:15
- 23 Needs Analysis Sheet - 2:56
- 24 Questioning And Listening Activities - 0:36
Section 14. Negotiation Station - How To Negotiate Successfully
- 01 The Negotiation Station - 2:15
- 02 Core Principles Of Negotiation - 0:39
- 03 Focusing On Them - 2:07
- 04 Everyone Has To Win - 4:03
- 05 Matching Values - 2:35
- 06 The Path Of Least Resistance - 2:03
- 07 Shifting The Weight - 5:52
- 08 The Persuasion Secret - 1:19
- 09 How To Persuade Someone - 1:29
- 10 The Electric Car - 1:49
- 11 The Fashionable Trainers - 1:55
- 12 Competency Levels - 2:55
- 13 Assessing Competency Levels - 4:04
- 14 Features Benefits And Values - 1:51
- 15 The Christmas Tree Negotiation - 4:03
- 16 B2B Value Propositions - 2:56
- 17 Deepening The Value - 1:33
- 18 Over Decorating The Tree - 3:05
- 19 The Big 12 - 0:59
- 20 Authority - 4:00
- 21 Social Proof - 2:39
- 22 Group Identity - 2:06
- 23 Deflecting Fault - 2:23
- 24 Ask For Advice - 1:56
- 25 Compliment Their Negotiations - 1:54
- 26 Reciprocity - 2:05
- 27 Scarcity - 1:51
- 28 Off Set Values - 1:39
- 29 Stepped Commitments - 2:22
- 30 Fear And Hope - 2:24
- 31 Ranked Priorities - 6:32
- 32 Negotiating A Price - 0:39
- 33 The Market Price - 2:21
- 34 The Anchor Price - 2:01
- 35 The Walk Away Price - 1:43
- 36 The First Offer - 3:14
- 37 The Counter Offer - 3:47
- 38 Activities To Complete Negotiation Skills - 0:33
Section 15. Objection Handling - How To Handle Objections To The Sale
- 01 Handling Objections - 1:33
- 02 The Golden Rule To Handling Objections - 1:04
- 03 Why Objections Happen - 3:20
- 04 Objection Tags - 0:53
- 05 Objection Type - 2:43
- 06 Objection Class - 4:19
- 07 Objection Source - 1:29
- 08 The Clarification Process - 0:33
- 09 The Onion Technique - 0:28
- 10 Test The Objection Type - 2:56
- 11 Classify The Objection - 0:47
- 12 Test The Objection Source - 0:57
- 13 Summarise The Objection - 0:53
- 14 The Objection In Full - 1:23
- 15 Acknowledge The Objection - 2:43
- 16 Acknowledgement Examples - 1:19
- 17 Emotional Objections - 3:44
- 18 Feel Statements - 1:14
- 19 Felt Statements - 1:01
- 20 Found Statements - 1:02
- 21 Feel Felt Found Example - 2:32
- 22 Rational Objection Guidelines - 0:24
- 23 Responding To Rational Objections - 0:55
- 24 Sharing Data And Information - 0:23
- 25 Data Sharing Techniques - 3:06
- 26 Using The Right Techniques - 1:06
- 27 Valid Objections - 1:42
- 28 How To Handle Class Objections - 0:28
- 29 Authority Objections - 3:04
- 30 Types Of Relationship Objections - 0:29
- 31 Existing Relationship Objections - 1:02
- 32 Third Party Relationship Objections - 1:55
- 33 No Relationship Objections - 1:58
- 34 Knowledge Objections - 2:16
- 35 Convenience Objections - 1:42
- 36 Price Objections - 3:22
- 37 Objection Handling Sheets - 1:33
- 38 Remove The Objection - 2:40
- 39 Dealing With Difficult People - 0:39
- 40 Use SMART - 1:13
- 41 Grow Some Thick Skin - 2:41
- 42 Mountaintop Example - 1:50
- 43 Finding Common Ground - 3:43
- 44 Focus On The Issue - 1:48
- 45 A Soft Answer - 1:59
- 46 Stress Fractures - 1:35
- 47 Be Their Only Friend CC - 1:59
- 48 Types Of Character Traits - 0:34
- 49 The Demander - 2:02
- 50 The Dectractor - 2:04
- 51 The Dynamite - 2:11
- 52 The Dumper - 2:28
- 53 The Drainer - 1:59
- 54 The Disappointer - 2:08
- 55 The Dictator - 2:09
- 56 Handling Objections Before The Meeting - 1:52
- 57 Reducing Objections - 2:46
- 58 Setting Up An FAQ Page - 1:39
- 59 Objection Handling Activities To Complete - 0:33
Section 16. Closing The Sale
- 01 Destination Station Closing The Sale - 0:51
- 02 Understanding Closes - 4:23
- 03 Understanding Buying Signals - 5:34
- 04 Closing Questions - 4:25
- 05 Activities To Complete Closing The Sale - 0:31
Section 17. Selling Season Tickets
- 01 Season Tickets The Biggest Source Of Revenue - 0:55
- 02 Understanding Season Tickets Our Highest Goal - 4:24
- 03 First Class Passengers After Sales Care - 5:11
- 04 The Revolution Practicing The Principles - 0:42
- 05 Thank You And Get In Touch - 1:15

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