B2B Sales Masterclass: People-Focused Selling by Udemy
Close deals using world-class discovery, demos, follow-up, and objection handling WITHOUT any shady or pushy tactics.
Course Highlights
- Foster the right mindset to confidently reach your sales goals
- Use methods of influence to lead your prospect to the best outcome
- Understand your prospect and the problems they're trying to solve
- Execute immaculate discovery to set yourself up for success
- Perfect your demo/pitch to make them want what you're selling
- Get buy-in and agreement to close productive next steps
- Conduct world-class follow up that makes it easy for your prospect to buy
- Handle common objections and deflections with tried and true techniques
Curriculum
3 Topics
Selling Like a Human
A Note on Remote Selling
Tips for Remote Work
7 Topics
Goal Setting
Confidence & Focus
Fear Reduction
Math of Sales
You've Got to Want It
Activity: Goal Setting
Activity: Know Your Math
6 Topics
Psychology of Influence
Tone
Illusion of Choice Using Leads
The Power of Words
Why People Buy
Exactly What to Say
5 Topics
Buyer's Matrix
Problem-Based Selling
WWYCS?
So the F What?
Activity: Buyer's Matrix
6 Topics
What is the Point of Discovery?
Bucket Questions
Why Why Why
Gap Questions
Permission-Based Selling
Activity: Bucket Question & 3 Gap Questions
6 Topics
How to Run a Great Demo
Educate ("The What")
Demonstrate ("The How")
Buy-In ("The Why")
Mini Close
Activity: Make Them Hold It
4 Topics
What is a Close?
Do They Want It?
Justify the Price
Discounting
5 Topics
Common Flubs & Flaws
Champion Selling
Make it Easy for Them to Buy
Proper Follow Up
Activity: Follow Up Proposal Deck
4 Topics
Objection vs. Deflection vs. Rejection
8 Miling
Answer & Ask
Using Testimonials for Objections
1 Topic
Conclusion
B2B Sales Masterclass: People-Focused Selling
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