Baseline Selling Advanced Sales Skills Course #2 (Self-Directed)
Westborough
Massachusetts
01581
United States
What You Will Learn :
- How to Get a Prospect Who Won't Share to Share
- How to Get Influencers to Influence When They Appear to be Ambivalent
- How to Avoid Happy Ears on Budget and Interest
Description
The second Baseline Selling course has sales skills for the salesperson that has already completed Baseline Selling.
This unique course provides access to the most useful and powerful role-plays, recorded live, that masterfully demonstrate exactly how the most difficult selling conversations should sound. These are not scripted role-plays! Each of the approximately two-dozen role-plays was spontaneous, most with salespeople playing the part of prospect and pushing back the way only a prospect can.
Those role-play between two salespeople are moderated and coaching is provided in real-time.
You will not find sales training like this anywhere else on the planet!
TRAINING CONTENT
WELCOME TO THE COURSE!
- A message from Dave Kurlan – author of Baseline Selling
- How to use this course
- Before we begin.
SCHEDULING MEETINGS BY PHONE
- Where are We?
- Cold Call with Perfect Introduction, Positioning Statement, and Discussion
- About the Next Video
- Introductory Video to Scheduling More Meetings by Phone
- How to Improve Your First Calls to Schedule New Meetings
- About the Next Video
- Tweaking the First Call
- Handling Put-Offs
- Setting Expectations for the 1st Call or Meeting
- How to More Effectively Handle the Prospect Initiated Request for Pricing
- 1st Base Quiz
GETTING TO 2ND BASE
- Where are We?
- About the Videos in this Chapter
- Uncovering a Compelling Reason to Buy
- Request for RFQ – Improving Your Listening and Questioning Skills
- “Just Seeing What Else is Available”
- Taking Advantage of SOB Moments
- Using the Correct Words to Create Urgency
- Monetizing the Problem
- Achieving Three 2nd Base Milestones Simultaneously
- Key Questions about Timeline to Shorten Your Sales Cycle
- 2nd Base Quiz
GETTING TO 3RD BASE
- Where are We?
- Will the Prospect Pay More?
- Getting Them to Pay More When They Only Care about Price
- Getting to the Decision Maker When You Can’t
- What to Say When They Just Want a Quote or Proposal
- How to Avoid Happy Ears on Budget and Interest
- 3rd Base Quiz
CLOSING
- Where are We?
- Getting the Parameters Correct
- What to Do When You Get Sent Down, Built Consensus, and Then Can’t Close the Decision Maker
OTHER ADVANCED SALES TRAINING LESSONS
- How to Get Influencers to Influence When They Appear to be Ambivalent
- Prospect Went Silent After Learning about Problems During the First Meeting
- Authenticity and Selling Value
- How to Get a Prospect Who Won’t Share to Share
- How to Build ROI
- Prospect Wants to Wait – Not Ready Yet
- Unable to Get a Decision Despite the Urgency
Who is this course for?
This course is suitable for the following roles:
Business Development Rep
Sales Development Rep
Account Executive
Account Manager
Territory Manager
Field Sales Manager
Regional Sales Manager
Major Account Sales
National Account Sales
Key Account Sales
Course Supplier
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