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Triangle Selling.

You'll learn
  • Why the tips and tricks you find on social media don't work
  • How to segment your market and identify your ideal customers
  • How to evaluate direct vs. indirect competition
  • Where your winning zone is and how to position your conversations where you win
  • How to use the Target Market Matrix instead of the old Ideal Customer Profile and why it works in 2021
  • How to use the tap into the emotions that drive buying decisions
  • How to turn features and benefits into pain questions
  • How to get prospects to willingly disclose urgency and priority
  • When to talk about your solution (it's not at the start of a conversation)
  • The only 6 minutes of sales psychology you'll ever need
  • To evaluate if your sales stages are slowing you down
  • How to control meetings and create urgency
  • The secret formula for closing deals fast - even complex sales cycles
  • How to avoid the 7 Deadly Deal Killers
  • How to uncover a prospects willingness and ability to buy from you
  • The difference between Handling Objections (old method) and Managing Resistance
  • How to conduct demos and presentations that convert to closed business
  • How to keep prospects engaged throughout the sales cycle. Especially complex sales
  • How to constantly get tons of high-quality referrals
  • What notes B2B sales pros take on sales calls and why
  • How to close inbound leads... they are not as warm as you think

How to Coach Salespeople.

You'll learn
  • The five behavioral drivers essential for establishing a trust-based coaching relationship.
  • How to identify the type of challenge a sales rep might be experiencing.
  • How to identify the most impactful performance challenge you are trying to impact.
  • How to get your sales reps to create their own action plan.
  • How to ensure you are setting your sales reps up for success.
  • How to articulate consequences (positive and negative).
  • How to hold yourself and your sales rep accountable to outcomes that move the needle.

How to Run Powerful Pipeline Reviews.

You'll learn
  • How to set up your CRM to so that SALESPEOPLE USE IT and capture the most critical deal information not anecdotes.
  • How to create quantitative accountability driven by rep activity and performance.
  • How both salespeople and managers must prepare for pipeline reviews.
  • How to run effective and impactful pipeline review meetings.
  • The Four Keys to driving productivity and impacting revenue.
  • The Five Mistakes salespeople make in pipeline review meetings.
  • How to create a culture of continuous improvement.

Course Delivery

On-demand
Instructional Chapters
Knowledge Quizzes
Course Workbook
Internationally recognised Certificate of Completion

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Closers have mastered the science of active listening

Active listening can help to build trust within a conversation, thereby allowing the speaker/prospect to communicate more easily, openly and honestly.

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