Course curriculum

  • 1
    Welcome to the course!
    • A message from Dave Kurlan - author of Baseline Selling
    • How to use this course
    • Before we begin...
    • Use This Worksheet to Help with Each Lesson
  • 2
    Coaching to More Effectively Schedule Meetings by Phone
    • About the Next Coaching Conversation
    • Cold Call with Perfect Introduction, Positioning Statement, and Discussion
    • About the Next Coaching Conversation
    • Coaching to Improve First Calls to Schedule New Meetings
    • About the Next Coaching Conversation
    • Tweaking the First Call
    • About the Next Coaching Conversation
    • Handling Put-Offs
    • About the Next Coaching Conversation
    • Setting Expectations for the 1st Call or Meeting
  • 3
    Coaching to Help Reps Have Better Consultative Conversations
    • About the Lessons in this Chapter
    • About the Next Coaching Conversation
    • Uncovering a Compelling Reason to Buy
    • About the Next Coaching Conversation
    • Request for RFQ - Improving Listening and Questioning Skills
    • About the Next Coaching Conversation
    • Taking Advantage of SOB Moments
    • About the Next Coaching Conversation
    • Using the Correct Words to Create Urgency
    • About the Next Coaching Conversation
    • Monetizing the Problem
    • About the Next Coaching Conversation
    • Achieving Three 2nd Base Milestones Simultaneously
    • About the Next Coaching Conversation
    • Key Questions about Timeline to Shorten Your Sales Cycle
  • 4
    Coaching Reps to Be More Effective Qualifying
    • About the Lessons in This Chapter
    • About the Next Two Coaching Conversations
    • Will the Prospect Pay More?
    • Getting Them to Pay More When They Only Care about Price
    • About the Next Coaching Conversation
    • Getting to the Decision Maker When You Can't
    • About the Next Coaching Conversation
    • What to Say When They Just Want a Quote or Proposal
    • About the Next Coaching Conversation
    • How to Avoid Happy Ears on Budget and Interest
  • 5
    Coaching Reps to be More Effective at Closing
    • About the Next Coaching Conversation
    • Getting the Parameters Correct
    • About the Next Coaching Conversation
    • What to Do When You Get Sent Down, Build Consensus, and Then Can't Close the Decision Maker
  • 6
    Coaching Reps on Miscellaneous Other Selling Challenges
    • About the Lessons in this Chapter
    • About the Next Coaching Conversation
    • How to Get Influencers to Influence When They Appear to be Ambivalent
    • About the Next Coaching Conversation
    • Prospect Went Silent After Learning about Problems During the First Meeting
    • About the Next Coaching Conversation
    • Authenticity and Selling Value
    • About the Next Coaching Conversation
    • How to Get a Prospect Who Won't Share to Share
    • About the Next Coaching Conversation
    • How to Build ROI