Course curriculum
-
1
Baseline Selling
- Watch this Video First
- Charting Your Course
- How the Right Sales Process Can Neutralize the Customer
- Handout for the Introduction
- Introduction to Baseline Selling
- Where are We?
- The Power of the Right Words
- Positioning Statements Handout
- Creating Your Positioning Statements
- Tonality
- Pace
- Rejection
- Prospects Who Aren't Interested
- Handout for Selling the First Meeting
- Selling the First Meeting or Call
-
2
Building a Case and Creating Urgency
- Where are We?
- Accelerating the Sales Process
- Handout for Compelling Reasons to Buy
- Uncovering Compelling Reasons to Buy
- How to Shorten the Sales Process
- Handout for SOB Quality
- Reaching 2nd Base - Developing SOB Quality
-
3
Leveraging Your Case
- Where are We?
- Taking Price Off the Table
- Handout for Getting to 3rd Base
- Reaching Third Base - Qualifying the Opportunity
- Home-Fade.pdf
- References versus Testimonials
- Tests, Pilots, and Trials
- Handout for Running Home
- Running Home - Presenting Your Value
- One Opportunity to Close
- Why You Weren't Able to Close
- Scoring - Closing the Sale
- Handout for Scoring
-
4
More Baseline Selling
- Buying Strategies
- Handout for Uncovering Buying Strategies
- Uncovering Your Prospects' Buying Strategies
- The Art and Science of Managing Resistance
- Handout for Objections
- Eliminating Objections Once and For All
- Need for Approval
- Non Supportive Buy Cycle
- Controlling Your Emotions
- Self-Limiting Beliefs
- Discomfort Discussing Money
- Handout for Success Barriers
- Overcoming Your Success Barriers
- Overcoming Your Success Barriers
- Keep and Grow Existing Customers and Clients
- Handout for Strategic Account Management
- Strategic Account Management
- Certification Test