Course curriculum

    1. Introduction

    2. Overview

    3. Nobody Likes Being Sold

    4. 7 Success Tips

    1. 9 Essential Basic Sales Skills!

    2. Skill #1: Your 3 Primary Objectives

    3. Is There A Problem?

    4. What They Want And Why They Want It

    5. Establishing Their Level Of Desire And Commitment To Change

    6. Skill #2: 4 Ways A Conversational Dialogue Can Start

    7. Skill #3: Where Your Questions Come From

    8. Skill #4: Turn What You Know Into Asking Questions

    9. Skill #5: Problems and Needs - What You’re Discovering and Listening For

    10. Understanding Problems and Needs

    11. Skill #6: How To Correctly Present Your Solution

    12. Definition Of A Feature

    13. Definition Of An Advantage

    14. Definition Of A Benefit

    15. Skill #7. Fact Finding & Feeling Finding Questions

    16. Fact Finding Questions

    17. Feeling Finding Questions

    18. Skill #8. Implied Needs And Explicit Needs

    19. Skill #9: Using Tag-On Questions

    1. Your Natural Selling Conversational Dialogue Framework

    2. Addressing The Possible Elephant In The Room!

    3. It’s About Them - Not About You!

    1. THE CONNECTING STAGE

    2. SMART Pre-Planning

    3. 10 Ways to Start Conversational Dialogues Without Tension

    4. 1. You Had Me At Hello!

    5. Creating Your Own Personal Value Impact Statement

    6. Outline a Problem

    7. Outline Your Solution

    8. Ask a Question

    9. Stop! Do It Now!

    10. 2. Describing Your Product or Service With Impact

    11. 3. Your FeedBack Value Impact Statement

    12. 4. Continuing An Earlier Conversation

    13. 5. Starting a Cold Call

    14. 6. Talking with Personal Assistants

    15. 7. Calling Leads From a Leads List

    16. 8. Replying To A Request For Information

    17. 9. Following Up To a Request For Information

    18. 10. Making Appointments

    1. THE DISCOVERING STAGE

    2. This Is Not A Linear Approach!

    3. The Approach Never Differs.

    4. Using Closed And Open-Ended Questions

    1. Discovering Stage Questions

    2. 1. Background Questions - BQ

    3. 2: Needs Awareness Questions - NAQ

    4. A Financial Advisor Example

    5. 3. Needs Development Questions - NDQ

    6. 3 Values Centered Needs Development Questions

    7. 3 More Financial Advisor’s Values Centered Questions

    8. With Just 4 Questions…

    9. Revealing Two Truths

    10. Listen for Contradictions

    11. Probing and Clarifying

    12. Checking for Agreement

    13. 4. Responsibility Questions - RQ

    14. 5. Solution Questions - SQ

    15. What Have They Done If Anything?

    16. What Would They Do If They Could?

    17. The Upside Results of Needs-Payoff Solution Questions

    18. Conversational Dialogue Example

    19. 6. Consequence Questions - CQ

    20. Digging Deeper by Layering Your Questions

    21. Examples Of Using Consequence Questions

    22. 7. Qualifying Questions - QQ

    23. When Do You Qualify?

    24. Qualify Throughout Your Conversational Dialogue

    25. Qualify Before You Present And Support

    26. Qualify As You Summarize

    27. Qualify After You Present!

    28. A Qualifying Question Designed To Get a “No” Answer!

    29. Our Financial Advisor’s 5th Values Centered Question

    30. A Networking Meeting Example

About this course

  • $1,997.00
  • 114 lessons
  • 0 hours of video content

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