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Scale Your Sales - The $40M Sales Masterclass
Welcome!
Welcome! (0:36)
Course Tutorial (2:17)
Join the Largest Network of Commission Only Sales Agents! (0:37)
Course Syllabus & Task List
1. The 13 Lies they Told About Sales: A Lesson in Sales Psychology
Introduction (0:51)
Lie #1: Sales and Marketing are the Same Thing (1:04)
Lie #2: Sales is Manipulating Customers into Buying (2:19)
Lie #3: Great Products Sell Themselves (1:40)
Lie #4: Sales Can't be Taught; You Either Have "It" or You Don't (2:04)
Lie #5: You have to be an Extrovert to be Good at Sales (1:46)
Lie #6: In Order to Sell, You have to Sell your Soul (0:44)
Lie #7: People Don't Buy Benefits and Features, they Buy Value (3:04)
Lie #8: Sales is about Creating a Need and Filling it (1:33)
Lie #9: Sales is about Asking Lots of Good Questions to Uncover Needs (0:34)
Lie #10: Closing is the Hardest Part of the Sale (0:28)
Lie #11: Referrals are not a Steady Source of Prospects (1:22)
Lie #12: People Always Want the Lowest Price (1:40)
Lie #13 Sales Is Hard (1:32)
Conclusion (0:32)
Resources - The 13 Lies they Told About Sales: A Lesson in Sales Psychology
Audio (Downloadable)
Notes (Fill-in-the-blank Note Taking Template)
Exam - The 13 Lies they Told About Sales: A Lesson in Sales Psychology
Exam & Certificate of Completion
2. The New Sales Funnel: Sales Funnel, Metrics, and Tech Tools, Oh My!
Introduction (1:53)
Pre-Sales Funnel (3:49)
Post-Sales Funnel (3:34)
Metrics: Know thy Numbers (1:50)
Resources - The New Sales Funnel: Sales Funnel, Metrics, and Tech Tools, Oh My!
Audio and Sales Funnel Cheat Sheet
Exam - The New Sales Funnel: Sales Funnel, Metrics, and Tech Tools, Oh My!
Exam & Certificate of Completion
3. Character Study
Introduction (1:32)
What is a character study? (2:04)
Identifying Your Ideal Customer(s) and Decision Makers (2:57)
Character Study Exercise Instructions (1:59)
Resources - Character Study
Audio & List of Emotions
Worksheet & Notes
Exam - Character Study
Exam & Certificate of Completion
4. Perfect Pitch
Introduction (1:40)
Ingredients of a Perfect Pitch (3:40)
5 Step Formula to the Perfect Pitch (4:16)
Conclusion and Assignment (2:13)
Sample Pitch (0:57)
Resources - Perfect Pitch
Audio (Downloadable)
Notes (Fill-in-the-blank Note Taking Template)
Worksheet
Exam - Perfect Pitch
Exam & Certificate of Completion
Resources - 13 sMarketing Strategies
Notes (Fill-in-the-blank Note Taking Template)
Infographic
6. Setting Qualified Appointments
Introduction (0:48)
What is a Qualified Appointment? (3:36)
Step 1: Develop Rapport (2:40)
Step 2: Pre-Qualify (1:38)
Step 3: Set Expectations (0:51)
Step 4: Qualify (7:43)
Step 5: Mini-Presentation (0:38)
Step 6: Close (2:16)
Step 7: Confirm (7:27)
Step 8: Overcome Objections (2:36)
Conclusion and Assignment (1:32)
Sample Appointment Setting Script (7:01)
Resources - Setting Qualified Appointments
Audio (Downloadable)
Notes (Fill-in-the-blank Note Taking Template)
Worksheet
Exam - Setting Qualified Appointments
Exam & Certificate of Completion
7. Building Rapport
Introduction (1:13)
Why nothing else works without a solid relationship (3:04)
Signs of Trust and Distrust (1:34)
In a slump? Relationships matter (6:40)
Step 1: Become a student of people (9:52)
Step 2: Learn your Client's Favorite Word (1:48)
Step 3: Your client's behavior reflects your own (4:11)
Step 4: Be a good listener (7:28)
Step 5: First impressions matter (19:08)
Step 6: Show up (5:24)
Assignment (1:24)
Resources - Building Rapport
Audio (Downloadable)
Notes (Fill-in-the-blank Note Taking Template)
Exam - Building Rapport
Exam & Certificate of Completion
8. Qualifying Your Prospects
Introduction (0:24)
What is Qualifying and Why It's Important (1:41)
1. PROBLEM: Do they have the problem you solve? (2:46)
2. URGENCY: Is it the right time to buy? (2:04)
3. BUDGET: Can they afford to solve their problem? (2:06)
4. DECISION MAKERS: Who are the decision makers? (2:28)
5. COMPETITION: Who else are they considering? (2:40)
6. ELIGIBILITY: Do they meet the specifications for your product/service? (1:05)
Assignment (0:40)
Resources - Qualifying Your Prospects
Audio (Downloadable)
Notes (Fill-in-the-blank Note Taking Template)
Worksheet
Exam - Qualifying Your Prospects
Exam & Certificate of Completion
9. Pre-Closing the Sale
Introduction (0:54)
What is Pre-Closing? (3:16)
Pre-Closing Avoids Surprises (1:13)
Pre-Closing Puts You in Control (0:36)
Pre-Closing Creates a Verbal Contract (0:47)
Pre-Closing helps avoid Hard Closing Techniques (0:31)
Pre-Closing Determines if it's the Right Time to Buy (2:10)
Pre-Closing Prevents Objections (1:44)
Pre-Closing Shortens Sales Cycles (1:34)
Consequences of Not Pre-Closing (0:34)
Why People don't Pre-Close (even when they know they should) (1:46)
If the client says "No"... (3:28)
Steps to Crafting a Pre-Close (1:13)
Overcoming Objections to the Pre-Close (4:52)
Assignment (0:58)
Sample Response: Pre-Close (0:55)
Resources - Pre-Closing the Sale
Audio (Downloadable)
Notes (Fill-in-the-blank Note Taking Template)
Worksheet
Exam - Pre-Closing the Sale
Exam & Certificate of Completion
10. The Perfect Presentation
Introduction (0:31)
When to do a presentation (2:17)
Opening up your Presentation (3:28)
Tip 1: Control the Flow (1:47)
Tip 2: Use of Visual and Oral Elements (1:26)
Tip 3: Give your Customer an Experience (1:47)
Tip 4: Tell Stories (1:20)
Tip 5: Check-ins or Trial Close (1:01)
Tip 6: Avoid Overwhelm (1:06)
Tip 7: Open for Questions (1:07)
Tip 8: Clarify (1:23)
Tip 9: Teamwork (1:36)
Tip 10: Rewind (2:47)
Tip 11: The Power of 3's (2:05)
Tip 12: Close (0:22)
Tip 13: Brevity - The 5 Min Demo Challenge (0:43)
Tip 14: Show-up (2:37)
Presentation Prep (5:09)
Assignment (0:52)
Sample Presentation (13:20)
Resources - The Perfect Presentation
Audio (Downloadable)
Notes (Fill-in-the-blank Note Taking Template)
Worksheet
Exam - The Perfect Presentation
Exam & Certificate of Completion
11. Closing the sale
Introduction (2:41)
How to Assume the Sale (2:28)
Negotiation Skills (7:41)
Assignment (1:04)
Sample Response: The Close (0:21)
Resources - Closing the sale
Audio (Downloadable)
Notes: Fill-in-the-Blank Note Taking Template
Worksheet
Exam - Closing the sale
Exam & Certificate of Completion
12. Overcoming Objections
Introduction (1:17)
What is an objection? (3:10)
How to handle any objection (0:25)
Step 1: Clarify (3:30)
Step 2: Empathize (2:12)
Step 3: Offer (5:02)
Step 4: Ask (0:22)
What NOT to do (1:57)
The Magic Words to Overcome any Objection (0:52)
Objections are Buying Signals (1:10)
How to prevent objections (1:53)
What to learn from objections (2:22)
The secret about objections that will change everything (2:02)
Conclusion & Assignment (1:42)
Sample Overcoming Objections Script (3:59)
Resources - Overcoming Objections
Audio (Downloadable)
Notes (Fill-in-the-blank Note Taking Template)
Worksheet
Exam - Overcoming Objections
Exam & Certificate of Completion
13. Solidifying the Sale
Introduction (0:38)
What is Crystallizing? (2:12)
How to Crystallize the Sale (2:54)
How to Continue Crystallization Beyond the Sale (3:22)
Assignment (0:25)
Resources - Solidifying the Sale
Audio (Downloadable)
Notes (Fill-in-the-blank Note Taking Template)
Worksheet
Exam - Solidifying the Sale
Exam & Certificate of Completion
14. Getting Referrals
Introduction (1:25)
How to Get Referrals (5:06)
How to Attract More Referrals with the Right Mindset (4:52)
How to Close a Sale from a Referral (6:39)
Creative Ways to Get Referrals (2:21)
How to get Quality Referrals (3:42)
More Creative Ways to Get Referrals (2:03)
What to Say to Referrals (1:02)
The Catch (0:37)
How many referrals does it take to get to a completely Referral-Based Business? (1:14)
Summary and Assignment (4:32)
Sample Crystallize and Referrals Script (3:22)
Resources - Getting Referrals
Audio (Downloadable)
Notes (Fill-in-the-Blank Note Taking Template)
Worksheet
Exam - Getting Referrals
Exam & Certificate of Completion
How to Continue Crystallization Beyond the Sale
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