Section 1 : Introduction and Setting Yourself Up for Success

Lecture 1 About Me- How This Course Came to Be
Lecture 2 About Certification Pdf

Section 2 : Mindset

Lecture 3 The Success Pyramid 8:34
Lecture 4 Setting Your Goals 4:57

Section 3 : Building Rapport

Lecture 5 Intro to Building Rapport 5:45
Lecture 6 Elements of Communication 6:2
Lecture 7 Mirroring and Matching
Lecture 8 Instant Rapport 4:2

Section 4 : Setting Expectations

Lecture 9 Intro to Setting Expectations 5:44
Lecture 10 Elements of Setting Expectations 7:47

Section 5 : Uncovering Pain

Lecture 11 DIQ Formula and Transitioning 4:29
Lecture 12 Intro to Uncovering Pain 5:6
Lecture 13 How to Uncover Pain 8:44
Lecture 14 Active Listening 5:7

Section 6 : Budget

Lecture 15 Overcoming Fear of Money 2:54
Lecture 16 Asking for the Budget
Lecture 17 Land and Expand 3:18
Lecture 18 Negotiating Price

Section 7 : Decision

Lecture 19 Intro to the Decision Phase 8:0
Lecture 20 Decision Qualifiers 4:41
Lecture 21 Internal Champions
Lecture 22 Organization Mapping 2:25

Section 8 : Presentation & Close

Lecture 23 Solidifying the Agreement Before the Presentation 3:27
Lecture 24 Preparing for the Presentation 4:48
Lecture 25 Beginning, Middle, and End of Presentation and Closing the Deal 8:49
Lecture 26 Locking In 4:2
Lecture 27 Congratulations on Completing Sales Machine 1:59