Section 1: Introduction
Section 2: Lead generation & prospecting
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Introduction to prospecting for more sales (5:03)
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3 buyer archetypes (11:31)
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Marketing and sales funnels (10:17)
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One question (0:16)
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10X lead generation tool (4:05)
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Rules of prospecting (11:40)
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Mistakes during prospecting (15:13)
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How to handle the gatekeeper (9:17)
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Making cold into warm calls (5:12)
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Leaving effective voice mail (5:13)
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Prospecting quiz
Body language and tonality
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Body language fundamentals (8:54)
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Advanced body language (13:46)
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Voice training (9:35)
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The 10 tonalities of influence and persuasion (15:24)
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Body language practical examples (6:57)
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Building rapport via body language (4:36)
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Eye movement language - deciphering unconscious communication (7:57)
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Body language and tonality quiz
STEP 1: Greeting and introduction
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5 steps sales system (5:22)
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Sales greetings with impact (6:42)
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Rules of the sales greeting & introduction (4:25)
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The "3 tens" explained (7:50)
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Mistakes during the greeting (9:33)
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How to introduce yourself professionally (8:03)
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Greeting and introduction quiz
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Setting the tone: the power of PRE-suasion
STEP 2: Qualifying and fact finding
STEP 3: THE PITCH
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5 parts of the sales presentation (2:25)
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How to do an effective sales presentation (8:32)
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Biggest mistakes in the sales presentation (9:27)
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Step 1+2 of the sales pitch: tone and technical framing (10:51)
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Step 3 of the sales pitch: tell the story (9:27)
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Step 4 of the sales pitch: Stack benefits (12:27)
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Ad-on: cracking related beliefs (13:02)
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Why and how to eradicate neediness (5:44)
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Step 5: framestacking and offering the deal (7:07)
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Framestacking examples (7:41)
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The pitch quiz
Special case - pitching an idea for venture capital
The inner game of sales and persuasion
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Introduction to the inner game of sales (3:28)
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Intro to inner game - Sokrates (3:10)
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Review after sokrates (0:11)
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Most powerful technique to handle fears in life (1:59)
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Motivation (1:48)
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The first pillar: state management (4:49)
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How state management works (5:06)
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How to set an NLP anchor (5:35)
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Oleofactory anchoring - the most powerful of all anchors (3:49)
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Hot & cold motivation (1:52)
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The second pillar: your vision for the future (10:23)
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The third pillar: goal setting (5:40)
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The principles of goal setting (10:25)
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Powerful goal setting app (5:00)
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The fourth pillar: eradicating limiting beliefs (9:53)
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How to break limiting beliefs (5:41)
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The fifth pillar: your standards for money and success (6:14)
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11 ways how to stay motivated (14:53)
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The sixth pillar: Handling fears (2:24)
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6 basic human fears (8:42)
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4 Threats you might be facing (4:32)
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2 major fears you might be having (7:53)
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The basics: name the fear (3:02)
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Typical fears of salesmen (2:53)
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3 techniques to overcome fears (8:23)
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Practical on fears (1:00)
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The seventh pillar: autosuggestion - the winner manifesto (8:36)
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Motivation to crush it (4:07)
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Quiz 3 : The inner game of sales and persuation
STEP 4 - Closing the sale
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Introduction to the closing module (4:35)
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No BS way to increasing your confidence (7:35)
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How to get a master sales attitude in life in general (4:59)
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Attitude in sales - daily power habits (4:48)
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Attitude in sales - instant boost (5:19)
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Confidence and attitude - what can you do to increase it?
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Introduction to closing - the mindset of a life worth living & 5 rules (7:04)
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What are the five key rules of closing?
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The Wolf of Wall Street looping technique – basics (6:43)
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The Wolf of Wall Street technique – Jordan Belfort’s way of closing (21:17)
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How to ask for the order - basic closes (14:41)
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Tonality - the magic ingredient in sales (15:24)
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A question to you (0:15)
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Which key tonalities to use?
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Motivational message: dare something (0:33)
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Introduction to the looping system (2:56)
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First loop & first objection (9:08)
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Second objection & second loop (11:27)
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Third objection & third loop (9:09)
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Barcelona work out session (0:23)
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Fourth objection & fourth loop (10:38)
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Fifth objection & fifth loop: now or never (6:25)
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Motivational message (0:19)
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Looping script
DISC model - tailoring communication to personality types
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Introduction to the DISC module (2:52)
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Motivation: keep going right now (2:07)
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DISC personality types examples (14:32)
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DISC personality model - theory (13:58)
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Tailoring communication: using personality type in the sale (10:06)
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What can DISC do for your persuasion game?
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Add-on: sensory elements and how to use them in the sale (9:25)
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6 key cognitive biases - introduction (2:45)
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Cognitive biases 1-3 (12:53)
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Cognitive biases 4-6 (13:45)
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Cognitive biases
Adapting closing techniques to personality types
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Closing toolbox introduction (2:38)
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Motivational idea (0:57)
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Closing the sale: what to say vs. how to say it (3:39)
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Closing toolbox: closing a dominant (15:22)
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Closing toolbox: closing an influencer (18:15)
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Can you differentiate between closing dominants & influencers?
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Closing toolbox: closing a supportive (23:04)
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Closing toolbox: closing an analyst (16:22)
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Can you differentiate between closing a supportive and an analyst?
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Motivational message: get up early (0:59)
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Closing & Looping exam
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Toolbox full of closes PDF
STEP 5: Handling objections
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Introduction to the objections module (6:27)
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Introduction to handling objections (9:19)
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Biggest mistakes in handling objections (8:03)
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Handling insecurities basics (7:59)
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Handling insecurities specific techniques (13:10)
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Evergreen objection techniques (10:39)
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Handling early objections - introduction (1:46)
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Early objections - specific answers: not interested (8:55)
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Early objections - specific answers: send over information (7:40)
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Early objections - specific answers: others (11:38)
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Handling the objection: "call back" (12:46)
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Handling the objection: "I need to think about it" (6:31)
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Handling the objection: "I need to speak to so and so" (1:30)
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Handling budget objections (12:01)
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Motivational message: finishing what you start (4:06)
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Handling competition objections by storytelling (5:51)
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Handling competition objections (5:37)
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Handling bad time of the year objection by storytelling (4:49)
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Handling the "third party" objection (7:26)
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Customer upset - what now? (6:57)
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Quiz 14 : Handling objections
Congratulations & Bonuses
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Congratulations - what is next (3:31)
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BONUS: How to grab anybody's attention (6:03)
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BONUS: one or two call system explained to a student (11:14)
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BONUS: Lion closer attitude checklist
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BONUS: Pick up and the art of suspense (6:18)
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BONUS: scripting the first half of the sale (9:39)
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BONUS: supplements to boost motivation (5:33)
