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