Curriculum
- 8 Sections
- 32 Lessons
- 2 Days
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- Selling Styles – Knowing Yourself First4
- The Foundation – Prospecting with Precision4
- 2.1Ideal customer profiling, prospect segmentation, and lead qualification
- 2.2Common prospecting mistakes and missed value cues
- 2.3Real-Life Examples: Field-tested strategies on using referrals, SME positioning, and content
- 2.4Interactive: Prospect mapping activity – create and prioritize your top 5 lists
- Pull vs. Push – A Value-Based Mindset4
- Structured Sales Dialogue – The SPIN Model4
- Features, Advantages, and Benefits (FAB) – Bridging Logic to Emotion4
- Complex Selling – Managing High-Stakes, Multi-Stakeholder Sales4
- Navigating Consequences – Moving Beyond Price Objections4
- Mastering the Art of Negotiation4