B2B Sales Masterclass: PeopleFocused Selling

B2B Sales Masterclass: People-Focused Selling
Last updated 12/2020
MP4 | Video: h264, 1280×720 | Audio: AAC, 44.1 KHz

Close deals using world-class discovery, demos, follow-up, and objection handling WITHOUT any shady or pushy tactics.

What you’ll learn
Foster the right mindset to confidently reach your sales goals
Use methods of influence to lead your prospect to the best outcome
Understand your prospect and the problems they’re trying to solve
Execute immaculate discovery to set yourself up for success
Perfect your demo/pitch to make them want what you’re selling
Get buy-in and agreement to close productive next steps
Conduct world-class follow up that makes it easy for your prospect to buy
Handle common objections and deflections with tried and true techniques
Requirements
Students should not be brand new to sales, and should understand the steps of a typical sales cycle and common terminology.
This course will not cover prospecting, but instead focuses on how to sell to the prospect once they’re in the door.
Description
Overview

Section 1: Introduction

Lecture 1 Selling Like a Human

Lecture 2 A Note on Remote Selling

Lecture 3 Tips for Remote Work

Section 2: Mindset

Lecture 4 Goal Setting

Lecture 5 Confidence & Focus

Lecture 6 Fear Reduction

Lecture 7 Math of Sales

Lecture 8 You’ve Got to Want It

Lecture 9 Activity: Goal Setting

Lecture 10 Activity: Know Your Math

Section 3: Influence

Lecture 11 Psychology of Influence

Lecture 12 Tone

Lecture 13 Illusion of Choice Using Leads

Lecture 14 The Power of Words

Lecture 15 Why People Buy

Lecture 16 Exactly What to Say

Section 4: Know Your Buyer

Lecture 17 Buyer’s Matrix

Lecture 18 Problem-Based Selling

Lecture 19 WWYCS?

Lecture 20 So the F What?

Lecture 21 Activity: Buyer’s Matrix

Section 5: Discovery

Lecture 22 What is the Point of Discovery?

Lecture 23 Bucket Questions

Lecture 24 Why Why Why

Lecture 25 Gap Questions

Lecture 26 Permission-Based Selling

Lecture 27 Activity: Bucket Question & 3 Gap Questions

Section 6: The Pitch

Lecture 28 How to Run a Great Demo

Lecture 29 Educate ("The What")

Lecture 30 Demonstrate ("The How")

Lecture 31 Buy-In ("The Why")

Lecture 32 Mini Close

Lecture 33 Activity: Make Them Hold It

Section 7: Closing

Lecture 34 What is a Close?

Lecture 35 Do They Want It?

Lecture 36 Justify the Price

Lecture 37 Discounting

Section 8: Navigating the End

Lecture 38 Common Flubs & Flaws

Lecture 39 Champion Selling

Lecture 40 Make it Easy for Them to Buy

Lecture 41 Proper Follow Up

Lecture 42 Activity: Follow Up Proposal Deck

Section 9: Objection Handling

Lecture 43 Objection vs. Deflection vs. Rejection

Lecture 44 8 Miling

Lecture 45 Answer & Ask

Lecture 46 Using Testimonials for Objections

Section 10: Conclusion

Lecture 47 Conclusion

Sales reps who are currently responsible (or want to be responsible) for closing new business,Sales reps who want to sell the RIGHT way with no tricks or pushy tactics,Sales reps who are willing to put in the work to improve their approach and technique