Lessons in Baseline Selling

  • 1
    Baseline Selling
    • Welcome to Baseline Selling
    • Thoughts from Dave Kurlan
    • The Art and Science of Managing Resistance
    • Introduction to Sales Process Handout
    • Improving Your Sales Effectiveness
    • NFL Fantasy Files
    • NFL Fantasy Files Review
    • Managing Resistance
    • The 24 Words
    • The 21 Sales Core Competencies
    • About Consultative Methods
    • About Sales Process
    • Introduction to the Sales Lessons from First Knight
    • First Knight
    • First Knight Review
    • Band of Brothers
    • Band of Brothers Review
    • Exercise on Process
    • Why Sales Process is So Important
    • Introduction to the Baseline Selling Sales Process and Methodology
  • 2
    Reaching 1st Base - A First Meeting for a New Opportunity
    • Introduction to Positioning Statements
    • Positioning Statements Handout
    • Intro to Importance of Words and It's a Beautiful Day
    • The Power of the Right Words
    • It's a Beautiful Day
    • Get Your Messaging Right
    • More About Positioning Statements
    • Even More About Positioning Statements
    • Creating Your Positioning Statement
    • Intro to Bohemian Rhapsody
    • Bohemian Rhapsody
    • Lessons from Bohemian Rhapsody
    • Handout for Delivering Your Positioning Statement and Booking a Meeting
    • Intro to Delivering Your Positioning Statement and Converting it to a Meeting
    • Taxi
    • Perfecting Your Positioning Statement
    • What You Can Control
    • 10 Steps of the First Phone Conversation
    • First Call Role-Play
    • Call Openings and Transitions
    • Hitch Intro
    • Hitch
    • The Cycle Handout
    • The Cycle Intro
    • Admission
    • The Cycle Part 2
    • The Cycle Examples
    • Cycle Summary
    • Big Mouth Intro
    • Big Mouth
  • 3
    Reaching 2nd Base - Building a Case
    • Handout for Compelling Reasons to Buy
    • Sales is Having a Good Conversation
    • Accelerating the Sales Process
    • Intro to Compelling Reasons to Buy
    • Sequence of Uncovering Compelling Reasons to Buy
    • Who Has Compelling Reasons to Buy
    • Friends
    • Role Play
    • More Compelling Reasons and Listening Skills
    • Everybody Loves Raymond
    • Dinger's Listening Skills
    • Asking Why
    • Louis CK - Why?
    • How to Shorten the Sales Process
    • Role Play - Monetizing the Problem
    • Role Play - Creating Urgency
    • Handout for SOB Quality
    • Intro to SOB Quality
    • Mad Men
    • Review Madmen and Intro to King's Speech
    • The King's Speech
    • Intro to Hitch
    • Hitch
    • Role-Play - Taking Advantage of SOB Moments
    • Using the Correct Words to Create Urgency
  • 4
    Reaching 3rd Base - Qualification
    • Handout for Getting to 3rd Base
    • Introduction to Qualifying and Reaching 3rd Base
    • Is Your Prospect Committed to Solving Their Problem?
    • Lone Survivor
    • The Rule of Ratios and Qualifying for Value
    • Role Play - Will They Pay More?
    • Role Play. - How to Avoid Happy Ears on Budget
    • Reaching Decision Makers and Stakeholders
    • More on Reaching Decision Makers
    • Role-Play Getting to the Decision Maker When You Can't
    • Uncovering the Timeline
    • Uncovering the Decision Making Process and Criteria
    • Dumb and Dumber
    • What Else is Needed for Qualification?
    • Introduction to Apollo 13
    • Apollo 13
  • 5
    Running Home
    • Handout for Running Home
    • Running Home Intro
    • Milestones
    • The Dilemma
    • Compelling Presentations
    • RV Review
    • Advanced Presentation Skills - Big Picture or Details
    • Advanced Presentation Skills - Learning Styles
    • More Advanced Presentation Skills
    • Learning Styles in Politics
    • Tests, Pilots, and Trials
    • References versus Testimonials
    • Handout for Scoring
    • Introduction to Scoring
    • One Opportunity to Close
    • The Inoffensive Close
    • The Myth of Always be Closing
    • The Spy Who Shagged Me
    • Why You Weren't Able to Close
    • Getting the Parameters Correct
    • Restage Your Pipeline
  • 6
    More Baseline Selling
    • Handout for Objections
    • Introduction to Objections
    • Mindset
    • My Cousin Vinny
    • Objections are Opinions
    • Rebound
    • Handout for Uncovering Buying Strategies
    • Introduction to Buying Strategies
    • Hitch
    • Hitch Review
    • Relationship Building
    • Focus
    • Buying Strategies
    • Labels
    • Same versus Different
    • Handout for Success Barriers
    • Introduction to Sales DNA
    • Need for Approval
    • Tim Tebow
    • Tim Tebow Review
    • Non Supportive Buy Cycle
    • Dentist Negotiation
    • Dentist Review
    • Controlling Your Emotions
    • The Greatest Game Ever Played
    • Greatest Game Review
    • Self-Limiting Beliefs
    • Ted Lasso
    • Ted Lasso Review
    • Discomfort Discussing Money
    • Runaway Jury
    • Runaway Jury Review
    • Certification Test

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