Sales And Negotiation Skills Business Development Masterclass

The Mind Of A Consultant Preview 03:10

Mastering Sales Is Mastering Life Skills Preview 02:50

The Continuous Journey Preview 02:23

Universal Laws Of Success Preview 00:57

The Three Pillars Of Success Preview 00:30

Personal Honesty Preview 01:24

Diligence Preview 01:52

Deferred Gratification Preview 03:49

Suppression Of Principle Preview 02:42

Emotional Intelligence Preview 02:12

Core Principles Of Emotional Intelligence Preview 03:52

The Problem Is Internal Preview 02:24

The Two Motivational Forces Preview 04:35

Product Confidence Preview 02:34

Sales Consultant Activities To Complete Preview 00:39

The Train Track - Pre-Suppositional Sales Defined Preview 00:46

What Is A Worldview Preview 01:56

Why Pre-Suppositions Are Important Preview 03:23

Two Modes Of Thinking Preview 01:07

Logical Thinking Preview 01:57

Emotional Thinking Preview 03:15

The Dumb Dog Preview 05:12

How We Create Our Values Preview 01:13

Examples Of Rational Ideas Preview 01:24

Examples Of Emotional Beliefs Preview 01:49

Examples Of Values Preview 02:19

Rational Or Emotional Preview 02:34

Finding Someones Presuppositions Preview 03:17

When The Presuppositions Are Not Clear Preview 04:42

The Bank Robber Example Preview 01:18

Why People Buy Preview 05:12

How We Make Buying Decisions Preview 03:18

Matching A World View Preview 04:47

Testing A Worldview Preview 02:36

Test Your Presuppositions Preview 03:31

What Is A Buyer Persona Preview 03:47

Presuppositional Buyer Persona Exercise Preview 04:26

Creating The Persona Preview 04:29

Traditional Buyer Personas Preview 02:50

Combined Buyer Personas Preview 02:19

Journal Activities To Complete Preview 00:41

SMART Copyright Preview 00:34

The SMART Process Preview 01:31

Controlling The Room Preview 01:07

The Core of SMART Preview 02:29

How Negative Emotion Controls Us Preview 01:51

How We Take Control Preview 02:47

The 5 Steps Of SMART Preview 00:45

Seperate Preview 00:56

Monitor Preview 01:06

Assess Preview 01:52

Replace Preview 01:39

Trust Preview 03:29

SMART In Action Preview 03:00

The SMART Sales Call In Full Preview 02:56

I Will Never Be Any Good At Sales Preview 02:25

The Power Of Self Talk Preview 02:54

Two Uses Of SMART Preview 00:23

Short Term Emotional Management Preview 02:24

Long Term Character Development Preview 00:29

Experienced Negative Emotional Beliefs Preview 03:28

Taught Negative Emotional Beliefs Preview 01:46

Internal Negative Emotional Beliefs Preview 02:01

Activities To Complete For SMART Preview 00:32

Getting Ready For Your Passengers Preview 02:12

Know Your Product Preview 02:17

Product Strengths And Weaknesses Preview 02:04

Knowing Your Competition Preview 02:23

Become The Expert Preview 04:47

Value Propositions Preview 05:02

Activities To Complete Preparing For Your Passengers Preview 00:32

Planning Your Route Preview 04:09

Building Your CRM Flow Preview 04:28

Data Analysis Preview 03:36

Implementing Your Sales Funnel Preview 04:03

Activities To Complete For Your Route Preview 00:36

Prospecting The Three Rules Preview 04:34

Qualifying Prospects Preview 02:29

Identifying The Contacts Role Preview 01:57

Dealing With The Gatekeeper Preview 03:20

Dealing With Influencers Preview 03:38

Dealing With Champions Preview 03:01

Dealing With Decision Makers Preview 02:19

Contact Identification Exercise Preview 01:35

Prospecting Secrets Preview 06:46

Getting Entrance Into The Castle Preview 02:42

Activities To Complete For Dealing With Prospecting Preview 00:32

Prospecting By Networking Preview 01:46

Classification Of Networks Preview 06:01

Door To Door Sales Preview 05:31

Door To Door Conversation Methods Preview 04:12

Getting The Most Out Of Your Networking Preview 03:24

The Elevator Pitch Preview 04:53

Activities To Complete For An Elevator Pitch Preview 00:59

Finding Prospects By Phone Preview 03:31

Planning Your Phone Calls Preview 03:52

Split Testing Your Scripts Preview 04:44

Dealing With The Gatekeeper Script Preview 05:34

Dealing With The Influencer Script Preview 04:35

Dealing With The Champions Script Preview 04:14

Dealing With Decision Makers Script Preview 04:04

Other Call Support Material Preview 06:17

Voicemail Techniques Preview 08:53

Activities To Complete For Prospecting By Phone Preview 00:31

The Power Of Online Prospecting Preview 01:59

Online Prospecting Tools Preview 09:27

Email Statistics Preview 00:57

Understanding Spam Preview 00:47

Permission Based Email Marketing Preview 01:55

Places To Get Their Email Addresses From Preview 01:52

Email Writing Tips Preview 02:56

AIDA Copywriting Preview 04:52

A Sample Email Using AIDA Preview 04:30

Activities Create Your Own Email Using AIDA Preview 01:11

Making Friends Preview 02:36

Ten Rules Of Friendliness Preview 06:19

Ten Rules Of Friendliness Continued Preview 06:42

Recommended Reading Preview 00:48

Personality Types Preview 03:49

Meet The Blues Preview 02:37

Meet The Reds Preview 02:52

Meet The Greens Preview 02:45

Meet The Yellows Preview 02:17

Advanced Profiling Preview 07:40

Profiling Bob Preview 04:42

Activities To Complete On Friendliness Preview 00:28

Reading The Body Preview 04:18

Social Spaces Preview 06:24

Distance Can Change Preview 02:13

Three Classes Of Body Language Preview 01:15

Aggressive Body Language Preview 03:04

Defensive Body Language Preview 03:22

Friendly Body Language Preview 03:06

Ten Body Language Patterns Preview 01:07

The Crossing Pattern Preview 03:20

The Expanding Pattern Preview 01:44

The Defensive Moving Away Pattern Preview 01:50

The Moving Towards Pattern Preview 03:03

The Opening Pattern Preview 01:09

Preening Pattern Preview 02:55

Repeating Pattern Preview 02:18

Shaping Pattern Preview 01:43

Striking Patterns Preview 02:57

The Touching Pattern Preview 04:47

Ten Core Patterns Exercise Preview 01:17

Personality Type Body Language Preview 02:41

Micro Expressions Preview 01:24

Seven Common Micro Expressions Preview 05:10

Your Body Language The Importance Of Control Preview 03:20

Tracking Their Body Language Preview 01:20

What Are They Responding To The Three Factors Preview 03:00

Moving Them Through The Sale Preview 01:01

Body Language Flow Preview 04:30

Dealing With More Than One Person Preview 00:39

Activities To Complete Body Language Preview 00:29

The Art Of Questioning And Listening Preview 01:21

How To Show You Are Listening Preview 02:26

Product Based Sales Preview 01:33

Needs Based Sales Preview 02:00

Needs Analysis Funnel Preview 01:15

The Needs Analysis Stages Preview 02:44

The Two Types Of Questions Preview 00:31

Open Questions Preview 03:59

Closed Questions Preview 04:20

The Quick Sale Mobile Example Preview 02:16

The Quick Sale Training Session Example Preview 02:39

The Quick Sale Exercise Preview 03:03

The Three Simple Question Technique Preview 04:10

The Echo Technique Preview 01:48

The 5 Ws Preview 03:13

Washing Machine Retail Sale Example Preview 02:55

The Five Whys Preview 01:02

The Five Whys - George Preview 01:20

The Five Whys - Sally Preview 01:44

The Five Whys - Terry Preview 01:42

Why You Do Not Own A Yacht Preview 00:38

Additional Tools Preview 00:27

Needs Analysis Mind Map Preview 01:15

Needs Analysis Sheet Preview 02:56

Questioning And Listening Activities Preview 00:36

The Negotiation Station Preview 02:15

Core Principles Of Negotiation Preview 00:39

Focusing On Them Preview 02:07

Everyone Has To Win Preview 04:03

Matching Values Preview 02:35

The Path Of Least Resistance Preview 02:03

Shifting The Weight Preview 05:52

The Persuasion Secret Preview 01:19

How To Persuade Someone Preview 01:29

The Electric Car Preview 01:49

The Fashionable Trainers Preview 01:55

Competency Levels Preview 02:55

Assessing Competency Levels Preview 04:04

Features Benefits And Values Preview 01:51

The Christmas Tree Negotiation Preview 04:03

B2B Value Propositions Preview 02:56

Deepening The Value Preview 01:33

Over Decorating The Tree Preview 03:05

The Big 12 Preview 00:59

Authority Preview 04:00

Social Proof Preview 02:39

Group Identity Preview 02:06

Deflecting Fault Preview 02:23

Ask For Advice Preview 01:56

Compliment Their Negotiations Preview 01:54

Reciprocity Preview 02:05

Scarcity Preview 01:51

Off Set Values Preview 01:39

Stepped Commitments Preview 02:22

Fear And Hope Preview 02:24

Ranked Priorities Preview 06:32

Negotiating A Price Preview 00:39

The Market Price Preview 02:21

The Anchor Price Preview 02:01

The Walk Away Price Preview 01:43

The First Offer Preview 03:14

The Counter Offer Preview 03:47

Activities To Complete Negotiation Skills Preview 00:33

Handling Objections Preview 01:52

We are currently editing this and it will be live by the end of the day on the 25th.

The Golden Rule To Handling Objections Preview 01:04

Why Objections Happen Preview 03:20

Objection Tags - Tagging Objections Preview 00:53

Objection Types Preview 02:43

Objection Class Preview 04:19

Objection Source Preview 01:29

The Objection Clarification Process Preview 00:33

The Onion Technique - Peeling Back The Objections Preview 00:28

Testing The Objection Type Preview 02:56

Classify The Objection Preview 00:47

Test The Objection Source Preview 00:57

Summarise The Objection Preview 00:53

The Objection In Full Preview 01:23

Acknowledge The Objection Preview 02:43

Acknowledgement Examples Preview 01:19

Emotional Objections Preview 03:44

Feel Statements Preview 01:14

Felt Statements Preview 01:01

Found Statements Preview 01:02

Feel Felt Found Example Preview 02:32

Rational Objection Guidelines Preview 00:24

Responding To Rational Objections Preview 00:55

Sharing Data And Information Preview 00:23

Data Sharing Techniques Preview 03:06

Using The Right Techniques Preview 01:06

Valid Objections Preview 01:42

How To Handle Class Objections Preview 00:28

Authority Objections Preview 03:04

Types Of Relationship Objections Preview 00:29

Existing Relationship Objections Preview 01:02

Third Party Relationship Objections Preview 01:55

No Relationship Objections Preview 01:58

Knowledge Objections Preview 02:16

Convenience Objections Preview 01:42

Price Objections Preview 03:22

Objection Handling Sheets Preview 01:33

Removing The Objection Preview 02:40

Dealing With Difficult People Preview 00:39

Dealing With Difficult People - Use SMART Preview 01:13

Grow Some Thick Skin Preview 02:41

The Mountaintop Example Preview 01:50

Finding Common Ground Preview 03:43

Focus On The Issue Preview 01:48

A Soft Answer Preview 01:59

Stress Fractures Preview 01:35

Be Their Only Friend Preview 01:59

Types Of Character Traits Preview 00:34

The Demander Preview 02:02

The Detractor Preview 02:04

The Dynamite Preview 02:11

The Dumper Preview 02:28

The Drainer Preview 01:59

The Disappointer Preview 02:08

The Dictator Preview 02:09

Handling Objections Before The Meeting Preview 01:52

Reducing Objections Preview 02:46

Setting Up An FAQ Page Preview 01:39

Objection Handling Activities To Complete Preview 00:33

Destination Station Closing The Sale Preview 00:51

Understanding Closes Preview 04:23

Understanding Buying Signals Preview 05:34

Closing Questions Preview 04:25

Activities To Complete Closing The Sale Preview 00:31

Season Tickets The Biggest Source Of Revenue Preview 00:55

Understanding Season Tickets Preview 04:24

First Class Passengers - After Sales Care Preview 05:11

The Revolution - Practising The Principles Preview 00:42

Thank You - Get In Touch Preview 01:15

Bonus Lecture Preview 00:36

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