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