Section 1 : Introduction and Setting Yourself Up for Success
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Lecture 1 | About Me- How This Course Came to Be | |
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Lecture 2 | About Certification |
Section 2 : Mindset
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Lecture 1 | The Success Pyramid | 00:08:34 Duration |
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Lecture 2 | Setting Your Goals | 00:04:57 Duration |
Section 3 : Building Rapport
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Lecture 1 | Intro to Building Rapport | 00:05:45 Duration |
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Lecture 2 | Elements of Communication | 00:06:02 Duration |
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Lecture 3 | Mirroring and Matching | |
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Lecture 4 | Instant Rapport | 00:04:02 Duration |
Section 4 : Setting Expectations
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Lecture 1 | Intro to Setting Expectations | 00:05:44 Duration |
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Lecture 2 | Elements of Setting Expectations | 00:07:47 Duration |
Section 5 : Uncovering Pain
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Lecture 1 | DIQ Formula and Transitioning | 00:04:29 Duration |
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Lecture 2 | Intro to Uncovering Pain | 00:05:06 Duration |
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Lecture 3 | How to Uncover Pain | 00:08:44 Duration |
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Lecture 4 | Active Listening | 00:05:07 Duration |
Section 6 : Budget
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Lecture 1 | Overcoming Fear of Money | 00:02:54 Duration |
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Lecture 2 | Asking for the Budget | |
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Lecture 3 | Land and Expand | 00:03:18 Duration |
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Lecture 4 | Negotiating Price |
Section 7 : Decision
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Lecture 1 | Intro to the Decision Phase | 00:08:00 Duration |
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Lecture 2 | Decision Qualifiers | 00:04:41 Duration |
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Lecture 3 | Internal Champions | |
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Lecture 4 | Organization Mapping | 00:02:25 Duration |
Section 8 : Presentation & Close
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Lecture 1 | Solidifying the Agreement Before the Presentation | 00:03:27 Duration |
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Lecture 2 | Preparing for the Presentation | 00:04:48 Duration |
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Lecture 3 | Beginning, Middle, and End of Presentation and Closing the Deal | 00:08:49 Duration |
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Lecture 4 | Locking In | 00:04:02 Duration |
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Lecture 5 | Congratulations on Completing Sales Machine | 00:01:59 Duration |
