Overview

Sales Skills & Negotiation Skills Selling Masterclass - A step by step guide to becoming a Master Salesman!Sales skills and negotiation skills, a beginners guide to business development for the sales consultant.The complete guide to mastering selling skills, sales strategies and sales techniques so that you can become a master Sales Consultant.Do You Want To Learn How To Sell Your Own Ideas And Products?There is no mountain that you cannot climb, if you master the art of sales psychology.There are so many opportunities in life that are missed because people don't develop good sales skills.In this course you will learn how to manage the buyer journey from cold calling all the way through to closing the sale!What You Will Learn:In this course you will learn how to master the sales process.You will learn how to develop a sales strategy.You will learn how to manage your own emotions in a sales situation.You will learn how to find prospects to sell to.You will learn how to read your prospects.You will learn how to negotiate successfully.You will learn how to handle objections.You will also learn how to close the sale.You will also learn how to leverage your contacts so you can sell to the same prospects again and again.Topics Covered In The Course:Module 1: Prepare The Train Driver - Self Development Of The Sales ConsultantIntroduction To The CourseSales Skills Course OverviewThe Mind Of A ConsultantMastering Sales Is Mastering Life SkillsThe Continuous JourneyUniversal Laws Of SuccessThe Three Pillars Of SuccessPersonal HonestyDiligenceDeferred GratificationSuppression Of PrincipleEmotional IntelligenceCore Principles Of Emotional IntelligenceThe Problem Is InternalThe Two Motivational ForcesProduct ConfidenceModule 2: Pre-suppositional Sales - Pre-suppositions And WorldviewsThe Train Track - Pre-Suppositional Sales DefinedWhat Is A WorldviewWhy Pre-Suppositions Are ImportantTwo Modes Of ThinkingLogical ThinkingEmotional ThinkingThe Dumb DogHow We Create Our ValuesExamples Of Rational IdeasExamples Of Emotional BeliefsExamples Of ValuesRational Or EmotionalFinding Someones PresuppositionsWhen The Presuppositions Are Not ClearThe Bank Robber ExampleWhy People BuyHow We Make Buying DecisionsMatching A World ViewTesting A WorldviewTest Your PresuppositionsWhat Is A Buyer PersonaPresuppositional Buyer Persona ExerciseCreating The PersonaTraditional Buyer PersonasCombined Buyer PersonasModule 3: The SMART ProcessThe SMART ProcessControlling The RoomThe Core of SMARTHow Negative Emotion Controls UsHow We Take ControlThe 5 Steps Of SMARTSeparateMonitorAssessReplaceTrustSMART In ActionThe SMART Sales Call In FullI Will Never Be Any Good At SalesThe Power Of Self TalkUsing SMART For Self DevelopmentTwo Uses Of SMARTShort Term Emotional ManagementLong Term Character DevelopmentExperienced Negative Emotional BeliefsTaught Negative Emotional BeliefsInternal Negative Emotional BeliefsModule 4: The Coaches - Getting Ready For PassengersGetting Ready For Your PassengersKnow Your ProductProduct Strengths And WeaknessesKnowing Your CompetitionBecome The ExpertValue PropositionsModule 5: The Train Route - Planning Your Sales RoutePlanning Your RouteBuilding Your CRM FlowData AnalysisImplementing Your Sales FunnelModule 6: Selling Tickets - Dealing With ProspectingProspecting The Three RulesQualifying ProspectsIdentifying The Contacts RoleDealing With The GatekeeperDealing With InfluencersDealing With ChampionsDealing With Decision MakersContact Identification ExerciseProspecting SecretsGetting Entrance Into The CastleModule 7: Prospecting By NetworkProspecting By NetworkingClassification Of NetworksDoor To Door SalesDoor To Door Conversation MethodsGetting The Most Out Of Your NetworkingThe Elevator PitchModule 8: Prospecting By PhoneFinding Prospects By PhonePlanning Your Phone CallsSplit Testing Your ScriptsDealing With The Gatekeeper ScriptDealing With The Influencer ScriptDealing With The Champions ScriptDealing With Decision Makers ScriptOther Call Support MaterialVoicemail TechniquesModule 9: Online ProspectingThe Power Of Online ProspectingOnline Prospecting ToolsEmail StatisticsUnderstanding SpamPermission Based Email MarketingEmail Writing TipsPlaces To Get Their Email Addresses FromEmail Writing TipsAIDA CopywritingA Sample Email Using AIDAActivities Create Your Own Email Using AIDAModule 10: Making Friends - Friendliness And Personality TypesMaking FriendsTen Rules Of Friendliness Part 1Ten Rules Of Friendliness Part 2Recommended ReadingPersonality TypesMeet The BluesMeet The RedsMeet The GreensMeet The YellowsAdvanced ProfilingProfiling BobModule 11: Body Language How To Read Your ProspectReading The BodySocial SpacesDistance Can ChangeThree Classes Of Body LanguageAggressive Body LanguageDefensive Body LanguageFriendly Body LanguageTen Body Language PatternsThe Crossing PatternThe Expanding PatternThe Defensive Moving Away PatternThe Moving Towards PatternThe Opening PatternPreening PatternDefensive Repeating PatternShaping PatternStriking PatternsThe Touching PatternTen Core Patterns ExercisePersonality Type Body LanguageMicro ExpressionsSeven Common Micro ExpressionsYour Body Language The Importance Of ControlTracking Their Body LanguageWhat Are They Responding To The Three FactorsMoving Them Through The SaleBody Language FlowDealing With More Than One PersonModule 12: Listening Station - Listening In SalesThe Art Of Questioning And ListeningHow To Show You Are ListeningProduct Based SalesNeeds Based SalesNeeds Analysis FunnelThe Needs Analysis StagesThe Two Types Of QuestionsOpen QuestionsClosed QuestionsThe Quick Sale Mobile ExampleThe Quick Sale Training Session ExampleThe Quick Sale ExerciseThe Three Simple Question TechniqueThe Echo TechniqueThe 5 WsWashing Machine Retail Sale ExampleThe Five WhysThe Five Whys - GeorgeThe Five Whys - SallyThe Five Whys - TerryWhy You Do Not Own A YachtAdditional ToolsNeeds Analysis Mind MapNeeds Analysis SheetModule 13: Negotiation StationThe Negotiation StationCore Principles Of NegotiationFocusing On ThemEveryone Has To WinMatching ValuesThe Path Of Least ResistanceShifting The WeightThe Persuasion SecretHow To Persuade SomeoneThe Electric CarThe Fashionable TrainersCompetency LevelsAssessing Competency LevelsFeatures Benefits And ValuesThe Christmas Tree NegotiationB2B Value PropositionsDeepening The ValueOver Decorating The TreeThe Big 12AuthoritySocial ProofGroup IdentityDeflecting FaultAsk For AdviceCompliment Their NegotiationsReciprocityScarcityOff Set ValuesStepped CommitmentsFear And HopeRanked PrioritiesNegotiating A PriceThe Market PriceThe Anchor PriceThe Walk Away PriceThe First OfferThe Counter OfferModule 14: Objection Handling Station - How To Handle ObjectionsHandling ObjectionsThe Golden Rule To Handling ObjectionsWhy Objections HappenObjection Tags - Tagging ObjectionsObjection TypesObjection ClassObjection SourceThe Objection Clarification ProcessThe Onion Technique - Peeling Back The ObjectionsTesting The Objection TypeClassify The ObjectionTest The Objection SourceSummarise The ObjectionThe Objection In FullAcknowledge The ObjectionAcknowledgement ExamplesEmotional ObjectionsFeel StatementsFelt StatementsFound StatementsFeel Felt Found ExampleRational Objection GuidelinesResponding To Rational ObjectionsSharing Data And InformationData Sharing TechniquesUsing The Right TechniquesValid ObjectionsHow To Handle Class ObjectionsAuthority ObjectionsTypes Of Relationship ObjectionsExisting Relationship ObjectionsThird Party Relationship ObjectionsNo Relationship ObjectionsKnowledge ObjectionsConvenience ObjectionsPrice ObjectionsObjection Handling SheetsRemoving The ObjectionDealing With Difficult PeopleDealing With Difficult People - Use SMARTGrow Some Thick SkinThe Mountaintop ExampleFinding Common GroundFocus On The IssueA Soft AnswerStress FracturesBe Their Only FriendTypes Of Character TraitsThe DemanderThe DetractorThe DynamiteThe DumperThe DrainerThe DisappointerThe DictatorHandling Objections Before The MeetingReducing ObjectionsSetting Up An FAQ PageModule 15: Closing The Sale - How To Close EffectivelyDestination Station Closing The SaleUnderstanding ClosesUnderstanding Buying SignalsClosing QuestionsModule 16 Selling Season Tickets - The Value Of A Lifetime CustomerSeason Tickets The Biggest Source Of RevenueUnderstanding Season TicketsFirst Class Passengers - After Sales CareThe Revolution - Practising The PrinciplesAny question just ask, we hope to see you in the course!Mark Timberlake

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