ONLINE SALES TRAINING
The Essentials
This section covers the fundamental parts of the program and forms a basis for the remainder of the program. This module consists of 3 parts:
The Process For Growth (2 lessons):
The Attributes of the Optimal Salesperson – If you ever wondered what it takes to be a top producer, this module will answer that question.
The Process for Growth – This lesson describes the process you must go through to have true and lasting growth to the next level.
Sales Process Essentials (3 lessons):
ME-Centered vs. Prospect-Centered selling – This module explains the importance of focusing on your prospect rather than on yourself and your product or service.
Baseline Selling Model – This module explains the process of moving the prospect from being introduced to closing.
Getting A Commitment – This module gives the basic process that we will use to get commitments throughout the program.
Essential Sales Techniques – These are the 2 most important sales techniques:
The Push Away – This is the most powerful and effective sales technique in the program.
The Struggle – This is another powerful and counter-intuitive technique.
Prospecting
Prospecting is the life blood of the Optimal Salesperson. This part of the program is crucial if you are to meet your financial goals. This module consists of 4 lessons:
The Life Cycle of a Project – This explains the importance of getting in early to eliminate the competition.
Creating Pain Hooks – This is essential to making effective prospecting calls and planning your sales conversations.
Getting to 1st Base by Cold Call – Nobody likes cold calling but at least this approach will make you much more effective.
Getting to 1st Base by Introductions – This is a process I call Prospecting Magic. Master this, and prospecting is easy.
Qualifying
The process of qualifying a prospect is the most misunderstood part of selling. The purpose of qualifying is to make sure that the prospect is worth spending your personal time and the company’s resources on chasing it. This module consists of 4 parts:
A Compelling Reason to Buy (2 lessons): If there is no compelling reason to buy, then there will be no sale.
The 3 Essential Elements of the Compelling Reason to Buy – This lesson discusses the building blocks of the compelling reason so that you have a standard to compare your selling situation to.
The Process of Finding Pain – This lesson gives you a process for finding whether the prospect has enough pain to move forward.
The 17 Questions That Only Top Sales People Have The Guts to Ask – Watch live role plays of how to ask them.
Discussing Money (2 lessons): Discussing money is one of the more common problems faced by salespeople.
Hidden Obstacles to Discussing Money – Learn what makes discussing money so difficult for the majority of salespeople
Uncovering the Price Point – If you learn how to do this you will never create sticker shock in your prospect
Focus on Us (1 lesson):
Commanding the Prospect’s Attention – This counterintuitive process will take the focus off of your competition and keep the prospect thinking about you.
The Decision Process (4 lessons):
Determining the Decision Process – This will describe how you can always know where you are in the buyer’s process.
The Journey From Qualified To Closable – This lesson explains how to take a qualified prospect to the point where you can close.
Selling To Multiple Decision Makers – Learn how to handle long cycle complex sales without getting frustrated.
General Guidelines for Writing Proposals –This lesson will explain when and how you should write them and some general guidelines as to how to write them.
Closing With Confidence
Closing is where the salesperson gets paid. This lesson describes four essential elements to closing the deal.
Interpersonal Skills
Interpersonal skills are like tools to help you move the prospect through the sales process. The more tools you have, the more effective you can be. This module consists of 7 lessons:
Fast Forward – This saves you time and effort, uncovers the future, and helps you establish commitments.
Connecting to the Prospect – This lesson describes the process you go through as you develop a relationship with a prospect.
Developing Bonding and Rapport – Bonding with the prospect is an integral part of finding pain in the prospect. This module explains how the process works.
Conversation Extenders – This module gives you some verbal devices to keep the prospect talking.
Tonality and Body Language –This module explains how we communicate and how to make sure the prospect is “hearing” what we mean to say.
Building Credibility – This module explains the basic building blocks of credibility and how to develop and maintain credibility throughout the sales process.
Dealing with Voice Mail – This module explains when and how to leave a message and when not to.
Hidden Weaknesses
Success in sales has more to do with your beliefs and other hidden weaknesses than it does with anything else. The weaknesses won’t go away overnight but when it happens, you will see immediate results. This module consists of 9 lessons:
Goal Setting – This module reminds you of why it is important, and the role they play in your success.
Desire – Desire is the most crucial attribute of the optimal salesperson. Without it, there will be no growth.
Commitment – Learn the difference between conditional and unconditional commitment.
Responsibility – This module discusses excuse making, how debilitating it is, how to avoid seeing yourself as the victim of what goes on in the world.
General Process for Overcoming Self-limiting Beliefs and Hidden Weaknesses – This module gives a step-by-step method to identify and overcome self-limiting beliefs and hidden weaknesses.
Overcoming Need for Approval – This module explains the step-by-step process for achieving a state of not caring what people think of you.
Overcoming Money Weakness – This module will explain the proper mindset about money and the step-by-step method to eliminate it.
Overcoming a Non-Supportive Buy Cycle – This module takes you through the step-by-step process to eliminate a weak buy cycle.
Staying In The Moment – This module takes you through the step by step method to control your emotions during sales call.