Equipping
Unit 1: Sales Lead Acceleration
Unit 2: Sales Relationship Acceleration
Unit 3: Sales Diagnostics
- Sales Pre-Call Planning and Background
- Sales Questioning Skill Acceleration
- Prospect Pain/Challenges
- Prospect Cause
- Prospect GAP’s
- Prospect Impact
- Prospect Resolution
- Prospect Commitment
- Prospect Decision Making
- Prospect Envisioning
- Prospect Budgets
Unit 4: Sales Closing Acceleration
- Sales Persuasion
- Sales Psychology of Decision Making
- Sales Negotiation
- Buyer’s Remorse and Setting up the Referral Meeting
a. Prospect Buyer’s Remorse
b. Referral Meeting Set-Up - Sales Integration
Unit 5: Referral Acceleration
Unit 6: Additional Resources
- Unit I Sales Lead Acceleration
- 1. Unique Selling Proposition Acceleration
- 2. Marketing Acceleration
- 3. Prospecting Acceleration
- Unit II Sales Relationship Acceleration
- 4. Sales Rapport Building
- 5. Qualifying and Selling the Sales Meeting
- 6. Sales Meeting Agenda
- Unit III Sales Diagnostics
- 7. Sales Pre-Call Planning and Background
- 8. Sales Questioning Skill Acceleration
- 9. Prospect Pain/Challenges
- 10. Prospect Cause
- 11. Prospect GAP’s
- 12. Prospect Impact
- 13. Prospect Resolution
- 14. Prospect Commitment
- 15. Prospect Decision Making
- 16. Prospect Envisioning
- 17. Prospect Budgets
- Unit IV Sales Closing Acceleration
- 18. Sales Persuasion
- 19. Sales Psychology of Decision Making
- 20. Sales Negotiation
- 21. Prospect Buyer’s Remorse
- 22. Referral Meeting Set-Up
- 23. Sales Integration
- Unit V Referral Acceleration
- 24. Customer Service Acceleration
- 25. Referral Meetings
- Unit VI Additional Resources
- 26. Time Acceleration
- 27. Talent Acceleration – Selection
- 28. Talent Acceleration – Hiring
- 29. Talent Acceleration – On Boarding