by Jim Dunn | Publisher: Total Training | Release Date: January 2016 | ISBN: 10000TSALESCO

Welcome to Sales Coach. Increase your chances for a successful sales career by learning essential tips from seasoned sales experts. Learn why rapport and trust are critical to the sales process and how to qualify your prospects without interrogating them. You will also learn the secrets to forecasting sales, negotiating a deal, and upgrading your referrals. This video course also includes a trove of supplemental downloadable material, including the Common Sense Selling e-book and lesson assessments.

1. SALES COACH INTRODUCTION & OVERVIEW
   • Changing Face of Selling 00:06:11
   • Attitude Adjustment 00:10:11
   • The Prospect's Process & Traditional Selling Approaches 00:27:13
   • The Prospect’s Process in Action 00:13:58
   • Common Sense Selling Overview 00:21:11
2. CONTROL & QUALIFYING
   • Building Trust & Rapport 00:10:14
   • Mirroring & Matching 00:13:47
   • Opening Meeting Agreements 00:16:58
   • Pain Overview 00:05:02
   • Pain Indicators or Symptoms 00:02:27
   • Questions to Enter the Pain Conversation 00:03:04
   • The Pain Conversation 00:08:33
   • Tips for Becoming a Better Investigator 00:06:15
   • Common Sense Selling(R) Tools 00:00:30
3. CLOSING & PRESENTING
   • Discussing Money & Budgets 00:09:37
   • The Prospect’s Decision Process 00:19:12
   • The Forecasting Fiasco 00:03:55
   • How to Forecast More Accurately 00:06:36
   • The Prospect's First Test 00:04:29
   • Debriefing a Sales Call 00:03:12
   • Draft Proposals 00:02:24
   • Closing Plans 00:03:14
   • Presenting Your Solutions 00:09:05
   • Protecting the Sale 00:06:27
4. STALLS & OBJECTIONS
   • Stalls and Objections 00:10:18
   • Tactics 00:02:42
   • Maintaining Your Price 00:05:02
   • Negotiating 00:12:17
5. PROSPECTING
   • Your Recipe for Prospecting Success 00:08:08
   • Cold Calling 00:08:07
   • Elevator Speech - The 20 Second Commercial 00:08:14
   • Dealing with Gatekeepers 00:04:05
   • Leaving Effective Voice Mails 00:03:32
   • Referrals 00:06:08
   • Upgrading Your Referrals 00:03:25
6. INNER GAME
   • Characteristics of Successful Salespeople 00:09:33
   • The 7 Habits of Highly Effective (Sales) People 00:07:00
   • The Inner Game 00:06:13
   • Pre-Call Planning 00:03:51
   • The Relationship Bank Account 00:03:20
   • DISC Behavioral Styles - Part 1 00:20:38
   • DISC Behavioral Styles - Part 2 00:35:24
   • The Trust Formula 00:07:37



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