Course Dates and Curriculum

Week 1:

Sales  Fundamentals-  Nov 10,13

• developing  and delivering your value proposition
• understanding Problem Solving, finding clients and creating a Win-Win
• overview: cold-calling, hunting, rejection
• activity metrics and ratios. activity = results
• repetitions: ongoing development: better delivery of your message, get better over time
• #'s game: goal is to build a big pipeline
• art and science: repetition is reinforcement

Week 2:

Finding Leads - November 17, 20

• ideal Customer Profile
• relevant companies
• growing industries
• right buyer persona
• sales technology: linkedIn, Lusha, Google
• building a list
• leads are everywhere. you can also buy lists, find lists
• Referrals

Week 3:

Prospecting Leads- November 24, 27

• How do you reach them? F2F, Digital, Phone
• cold-calling and cold-emailing: messaging, personalization,  subject lines
• gatekeepers & voicemails
• social selling
• cadence & pipeline management, consistency
• CRM/process
• getting in front of those leads
• earning the conversation: build credibility and establish rapport to get sensitive info
• objection handling: price? competitors? timing?

Week 4:

• importance of discovery
• are they the right customer?
• are they the right decision maker? Are there other decision makers?
• maybe there is no need for your service now?
• next step yes or no?  establishing a case
• do they have the budget? are you speaking to the person with the budget?
• havethey identified they have a problem you can solve and would pay the money tohave you solve that problem?
• asking good questions

Qualifying Leads-  Dec 1, 4

• Follow-up: it's the only thing that leads to a close!
• asking good questions. knowing their industry better than them
• objection handling
• always tying back to discovery
• Problem Solving
• timing: you drive the follow-up, continuing the conversation
• always have a next step
• sales planning and cycles
• psychology of sales
• budget confirmation? value confirmation?

Week 6:

• presentation skills
• pipeline management
• opportunity and urgency
• #'s game
• objection handling
• negotiation

Closing & Job Preparation: Dec 15