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Sales 101 Bundle: The Essential Secrets of the Sales Masters
Section 1: Psychology of the Sale
My Definition of Sales (7:17)
Developing a Successful Sales Personality and a Winning Mindset (15:44)
Understanding Customer Psychology (17:39)
Homework - Create a Log of Lost Sales (2:32)
Section 2: The Beginning of Every Sale
Get Them to Open Up to You (5:49)
Qualify Before You Begin (13:41)
The Single Biggest Mistake Salespeople Make (6:26)
The Art of Asking Questions (19:40)
Developing Latent Needs (14:05)
Section 3: Giving a Masterful Presentation
Elements of a Great Presentation (12:44)
Selling Value (7:10)
Enthusiasm - This Will Get You Pumped Up!!! (6:34)
Pictures, Testimonials and Stories (5:15)
Let Them Do it Themselves (6:11)
Implicit Agreement With Tag Questions (5:17)
Section 4: Overcoming Objections
Questions / Concerns / Objections (6:01)
Trial Close - Drawing Out Objections (5:33)
The Root of All Objections (5:07)
Four Step Formula for Handling Objections (5:45)
Acknowledge and Move On - Feel/Felt/Found (6:19)
Isolate the Objection (5:53)
Section 5: Closing Techniques
The Psychology of the Close (11:01)
Pivot to the "Permission" Close (13:12)
Assumptive Close with an A/B Choice (4:49)
Closing Sequences (4:50)
"No" is When Great Closers Start Grinding (6:16)
Section 6: Personal Development and Accountability
Attributes I Look For in a New Salesperson (3:58)
New Theories About Goal Setting (7:56)
MTO Goals (4:32)
Self-Analysis After Every Sales Call (5:01)
Final Thoughts (9:10)
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The Art of Asking Questions
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