Course curriculum

  • 1

    Welcome to the Masterclass on How to Sell Technology & Professional Services to Management

  • 2

    Module 1: Reasons Why Prospects Buy

    • Module 1 - Lesson 1: Introduction

    • Module 1 - Lesson 2: Five Fallacies of Sales

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    • Module 1 - Lesson 3: Who Are You? Why Would A Senior Executive Talk To You?

    • Module 1 - Lesson 4: Tools That Increase Your Success

    • Module 1 - Lesson 5: Reasons Why Management Buys Technology or Professional Services

    • Module 1 - Lesson 6: Transactional Selling vs. Relationship Selling

    • Module 1 - Lesson 7: Developing Your Sales Value Proposition

    • Module 1 - Check Your Knowledge

    • Module 1 - Your Action Steps, Worksheets and Downloads

  • 3

    Module 2: Cold Calling Management by Phone, LinkedIn and Email

    • Module 2 - Lesson 1: The Importance of Cold Calling by Phone

    • Module 2 - Lesson 2: The Best Time to Cold Call Management

    • Module 2 - Lesson 3: Developing Your Telemarketing Script - 9 Steps to Building a Tactical Cold Calling Script That Will Get You In The Door

    • Module 2 - Lesson 4: Managing Telephone Sales Objections

    • Module 2 - Lesson 5: Managing Gatekeepers

    • Module 2 - Lesson 6: Cold Calling Mistakes - 7 Mistakes Most Salespeople Make When Cold Calling

    • Module 2 - Lesson 7: Cold Calling by Email

    • Module 2 - Lesson 8: Cold Calling in LinkedIn

    • Module 2 - Check Your Knowledge

    • Module 2 - Your Action Steps, Worksheets and Downloads

  • 4

    Module 3: Setting Up Your First Appointment and Mining for Opportunities

    • Module 3 - Lesson 1: First Appointment Part 1 - The 20-Minute Overview and Mining for Opportunities

    • Module 3 - Lesson 2: First Appointment Part 2 - Seven Questions You Must Ask the Management Prospect During Your First Meeting; Mining for Opportunity

    • Module 3 - Lesson 3: How to be Professionally Blunt

    • Module 3 - Lesson 4: Client Engagement Outline

    • Module 3 - Lesson 5: The Discovery Meeting

    • Module 3 - Check Your Knowledge

    • Module 3 - Your Action Steps, Worksheets and Downloads

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  • 5

    Module 4: How to Give a Demo or Executive Briefing to Management

    • Module 4 - Lesson 1: Introduction

    • Module 4 - Lesson 2: Preparation - 5 Steps to Make Your In-Person Demo or Executive Presentation Successful

    • Module 4 - Lesson 3: Preparing Overhead Slide Presentations

    • Module 4 - Lesson 4: Scheduling for In-Person and Online Presentations

    • Module 4 - Lesson 5: Room Set Up for In-Person Presentations Using the Whiteboard

    • Module 4 - Lesson 6: The Timeline of Whiteboard Presentations

    • Module 4 - Lesson 7: The 3 Box Monty Whiteboard Presentation

    • Module 4 - Lesson 8: Ten Steps to Make Your Webinars More Successful

    • Module 4 - Check Your Knowledge

    • Module 4 - Your Action Steps, Worksheets and Downloads

  • 6

    Module 5: How to Negotiate and Manage Sales Objections

    • Module 5 - Lesson 1: Introduction

    • Module 5 - Lesson 2: Top 10 Sales Negotiation Objections

    • Module 5 - Lesson 3: Six Steps in Relationship Selling

    • Module 5 - Lesson 4: How to Negotiate From Value, Not From "Win/Win"

    • Module 5 - Lesson 5: The Five Types of Competitors and How to Deal With Them

    • Module 5 - Lesson 6: How to Negotiate With Senior Executives Once They Say "No"

    • Module 5 - Lesson 7: Stalled Negotiations

    • Module 5 - Lesson 8: Use Premeditated Concessions to Win More Deals and How to Build a Concession List

    • Module 5 - Lesson 9: Negotiating Strategically - 18 Tactical and Strategic Steps

    • Module 5 - Lesson 10: Emotion Management

    • Module 5 - Lesson 11: Pricing Issues

    • Module 5 - Lesson 12: Use the Executive Dictionary as an Advanced Sales Tool

    • Module 5 - Lesson 13: Understanding the Study of Enneagram Concepts to Sell More

    • Module 5 - Lesson 14: Assumptive Negotiating Methods to Use With Executives

    • Module 5 - Lesson 15: Qualifying the Prospect - Action Steps That Qualify Buyers

    • Module 5 - Lesson 16: Conclusion

    • Module 5 - Check Your Knowledge

    • Module 5 - Your Action Steps, Worksheets and Downloads

  • 7

    Module 6: Proposals

    • Module 6 - Lesson 1: Introduction - Management Proposal Basics

    • Module 6 - Lesson 2: Preparing a Management Proposal That Works

    • Module 6 - Lesson 3: Proposal Price Options

    • Module 6 - Lesson 4: Requests for Proposals (RFPs)

    • Module 6 - Case Study—Preparing a Management Proposal: Pricing

    • Module 6 - Check Your Knowledge

    • Module 6 - Your Action Steps, Worksheets and Downloads

  • 8

    Module 7: How to Sell Key Accounts and Set Up a Pursuit Sales Team

    • Module 7 - Lesson 1: Introduction

    • Module 7 - Lesson 2: The Salesperson Paradigm

    • Module 7 - Lesson 3: The Rainbow Effect

    • Module 7 - Lesson 4: The Commodity Line

    • Module 7 - Lesson 5: Types of Key Account Opportunities

    • Module 7 - Lesson 6: The Success Pyramid Territory Management System - Mapping Your Territory

    • Module 7 - Lesson 7: Use a Major Account Action Plan (MAAP) Wheel to Sell Decision Makers and Influencers at the Same Time

    • Module 7 - Lesson 8: Leaders and Laggards

    • Module 7 - Lesson 9: Spidering Key Accounts

    • Module 7 - Lesson 10: Use Parallel Imaging Techniques to Sell Senior Management

    • Module 7 - Lesson 11: Psychological ROI

    • Module 7 - Lesson 12: Communicate Value to Major Account Buyers Based on Their Business Type and Business Needs, Not Your Needs

    • Module 7 - Lesson 13: Tools to Help Manage Your Key Account Sales Cycle - Date M.A.P. Key Account Management

    • Module 7 - Check Your Knowledge

    • Module 7 - Your Action Steps, Worksheets and Downloads

  • 9

    Module 8: Time Management

    • Module 8 - Lesson 1: What is Time Management

    • Module 8 - Lesson 2: Elements of a Good Time Management System

    • Module 8 - Lesson 3: Productivity Bottlenecks

    • Module 8 - Lesson 4: Managing Obstacles in Your Daily Routine

    • Module 8 - Lesson 5: Building a Personal Sales Plan

    • Module 8 - Lesson 6: Your Personal Planning Goals

    • Module 8 - Lesson 7: Sales Cycle Step Management

    • Module 8 - Check Your Knowledge

    • Module 8 - Your Action Steps, Worksheets and Downloads

  • 10

    Module 9: How to Use Storytelling as an Advanced Sales Tool

    • Module 9 - Lesson 1: Introduction

    • Module 9 - Lesson 2: Why Storytelling Works and How to Create Value

    • Module 9 - Lesson 3: Building Your Business Story

    • Module 9 - Lesson 4: Personalizing Your Story

    • Module 9 - Lesson 5: Storytelling Methods

    • Module 9 - Lesson 6: Additional Information to Build Your Story

    • Module 9 - Lesson 7: When to Use Storytelling

    • Module 9 - Lesson 8: Example Story 1 (Optional)

    • Module 9 - Lesson 8: Example Story 2 (Optional)

    • Module 9 - Lesson 8: Example Story 3 (Optional)

    • Module 9 - Lesson 8: Example Story 4 (Optional)

    • Module 9 - Check Your Knowledge

    • Module 9 - Your Action Steps, Worksheets and Downloads

  • 11

    Module 10: Following Up After The Sale

    • Module 10 - Lesson 1: Developing a Relationship With Your Client

    • Module 10 - Lesson 2: How to Manage Post-Sale Consequences

    • Module 10 - Check Your Knowledge

    • Module 10 - Your Action Steps, Worksheets and Downloads

  • 12

    Conclusion

    • Conclusion

  • 13

    Final Exam for Certificate

    • Final Exam