Course curriculum
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1
Welcome to the course!
- A message from Dave Kurlan - author of Baseline Selling
- How to use this course
- Before we begin...
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2
Scheduling Meetings by Phone
- Where are We?
- Cold Call with Perfect Introduction, Positioning Statement, and Discussion
- About the Next Video
- Introductory Video to Scheduling More Meetings by Phone
- How to Improve Your First Calls to Schedule New Meetings
- About the Next Video
- Tweaking the First Call
- Handling Put-Offs
- Setting Expectations for the 1st Call or Meeting
- How to More Effectively Handle the Prospect Initiated Request for Pricing
- 1st Base Quiz
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3
Getting to 2nd Base
- Where are We?
- About the Videos in this Chapter
- Uncovering a Compelling Reason to Buy
- Request for RFQ - Improving Your Listening and Questioning Skills
- "Just Seeing What Else is Available"
- Taking Advantage of SOB Moments
- Using the Correct Words to Create Urgency
- Creating Urgency
- Monetizing the Problem
- Achieving Three 2nd Base Milestones Simultaneously
- Key Questions about Timeline to Shorten Your Sales Cycle
- 2nd Base Quiz
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4
Getting to 3rd Base
- Where are We?
- Will the Prospect Pay More?
- Getting Them to Pay More When They Only Care about Price
- Getting to the Decision Maker When You Can't
- What to Say When They Just Want a Quote or Proposal
- How to Avoid Happy Ears on Budget and Interest
- 3rd Base Quiz
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5
Closing
- Where are We?
- Getting the Parameters Correct
- What to Do When You Get Sent Down, Built Consensus, and Then Can't Close the Decision Maker
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6
Other Advanced Sales Training Lessons
- How to Get Influencers to Influence When They Appear to be Ambivalent
- Prospect Went Silent After Learning about Problems During the First Meeting
- Authenticity and Selling Value
- How to Get a Prospect Who Won't Share to Share
- How to Build ROI
- Prospect Wants to Wait - Not Ready Yet
- Unable to Get a Decision Despite the Urgency
- Moving Past Objections
Testimonials
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