Handling the gatekeeper | Sales Skills Academy

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Sales skills mastery - leading up to the close

Introduction and getting an overview

Introduction & how to get the most out of it (5:03)
First decision: two or one call sales system (2:50)
5 steps sales system (3:12)
One question (0:16)
Biggest mistakes not to make in sales (6:44)

Prospecting

3 buyer archetypes (11:31)
Marketing and sales funnels (10:17)
Rules of prospecting (11:40)
Introduction to prospecting mistakes (2:45)
Mistakes during prospecting (7:08)
Handling the gatekeeper (9:17)
Making cold into warm calls (5:12)
Leaving effective voice mail (5:13)
Quiz : Prospecting quiz

Tools - Body language and tonality training

Body language fundamentals (8:54)
Advanced body language (13:46)
Voice training (9:35)
The 10 tonalities of persuasion (15:24)
Quiz : Body language and tonality

STEP 1: Greeting and introduction

5 step sales system (5:22)
2 powerful greetings (6:42)
Rules of the greeting (4:25)
3 tens explained (7:50)
Mistakes during the greeting (9:33)
How to introduce yourself professionally (8:03)
Quiz : Greeting and introduction

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 (19:53)
25 questions - memory time (5:30)
Quiz : Qualifying and fact finding

STEP 3: the pitch - presentation

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: tone and technical framing (10:51)
Step 3: tell the story (9:27)
Step 4: Stack benefits (12:27)
Ad-on: cracking related beliefs (13:02)
Eradicate neediness (5:44)
Step 5: framestacking and offer the deal (7:07)
Framestacking examples (7:41)
Quiz : The pitch

Special case - pitching an idea for venture capital

How to pitch an idea to investors step 1 & 2 (10:51)
How to pitch an idea to investors step 3 (7:40)
Quiz : Pitching an ideafor venture capital

Congratulations & next steps

BONUS: one or two call system explained to a student (11:14)
BONUS: scripting the first half of the sale (9:39)
Congratulations & up next (2:11)
BONUS: Supplements for more motivation (5:33)

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Handling the gatekeeper

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