Section 1 : Sales Skills And Negotiation Skills Masterclass

Lecture 1 Mod 0 01 Sales Skills Course Introduction 1:58
Lecture 2 Mod 0 02 Sales Skills Course Overview 3:19
Lecture 3 Mod 0 03 Sales Skills Activities To Complete 1:30
Lecture 4 Mod 01 01 The Mind Of A Consultant 3:10
Lecture 5 Mod 01 02 Mastering Sales Is Mastering Life Skills 2:50
Lecture 6 Mod 01 03 The Continuous Journey 2:23
Lecture 7 Mod 01 04 Universal Laws Of Success 0:57
Lecture 8 Mod 01 05 The Three Pillars Of Success updated 0:30
Lecture 9 Mod 01 06 Personal Honesty 1:24
Lecture 10 Mod 01 07 Diligence 1:52
Lecture 11 Mod 01 08 Deferred Gratification 3:49
Lecture 12 Mod 01 09 Suppression Of Principle 2:42
Lecture 13 Mod 01 10 Emotional Intelligence 2:12
Lecture 14 Mod 01 11 Core Principles Of Emotional Intelligence 3:52
Lecture 15 Mod 01 12 The Problem Is Internal 2:24
Lecture 16 Mod 01 13 The Two Motivational Forces 4:35
Lecture 17 Mod 01 14 Product Confidence 2:34
Lecture 18 Mod 01 15 Sales Consultant Activities To Complete 0:39
Lecture 19 Mod 02 01 The Train Track Pre Suppositional Sales Defined 0:46
Lecture 20 Mod 02 02 What Is A Worldview 1:56
Lecture 21 Mod 02 03 Why Pre Suppositions Are Important 3:23
Lecture 22 Mod 02 04 Two Modes Of Thinking 1:7
Lecture 23 Mod 02 05 Logical Thinking 1:57
Lecture 24 Mod 02 06 Emotional Thinking 3:15
Lecture 25 Mod 02 07 The Dumb Dog 5:12
Lecture 26 Mod 02 08 How We Create Our Values 1:13
Lecture 27 Mod 02 09 Examples Of Rational Ideas 1:24
Lecture 28 Mod 02 10 Examples Of Emotional Beliefs 1:49
Lecture 29 Mod 02 11 Examples Of Values 2:19
Lecture 30 Mod 02 12 Rational Or Emotional 2:34
Lecture 31 Mod 02 13 Finding Someones Presuppositions 3:17
Lecture 32 Mod 02 14 When The Presuppositions Are Not Clear 4:42
Lecture 33 Mod 02 15 The Bank Robber Example 1:18
Lecture 34 Mod 02 16 Why People Buy 5:12
Lecture 35 Mod 02 17 How We Make Buying Decisions 3:18
Lecture 36 Mod 02 18 Matching A World View 4:47
Lecture 37 Mod 02 19 Testing A Worldview 2:36
Lecture 38 Mod 02 20 Test Your Presuppositions 3:31
Lecture 39 Mod 02 21 What Is A Buyer Persona 3:47
Lecture 40 Mod 02 22 Presuppositional Buyer Persona Exercise 4:26
Lecture 41 Mod 02 23 Creating The Persona 4:29
Lecture 42 Mod 02 24 Traditional Buyer Personas 2:50
Lecture 43 Mod 02 25 Combined Buyer Personas 2:19
Lecture 44 Mod 02 26 Journal Activities To Complete 0:41
Lecture 45 Mod 03 01 The Smart Process 1:31
Lecture 46 Mod 03 02 Controlling The Room 1:7
Lecture 47 Mod 03 03 The Core Of Smart 2:29
Lecture 48 Mod 03 04 How Negative Emotion Controls Us 1:51
Lecture 49 Mod 03 05 How We Take Control 2:47
Lecture 50 Mod 03 06 The 5 Steps Of Smart 0:45
Lecture 51 Mod 03 07 Seperate 0:56
Lecture 52 Mod 03 08 Monitor 1:6
Lecture 53 Mod 03 09 Assess 1:52
Lecture 54 Mod 03 10 Replace 1:39
Lecture 55 Mod 03 11 Trust
Lecture 56 Mod 03 12 Smart In Action 3:0
Lecture 57 Mod 03 13 The Smart Sales Call In Full 2:56
Lecture 58 Mod 03 14 I Will Never Be Any Good At Sales 2:25
Lecture 59 Mod 03 15 The Power Of Self Talk 2:54
Lecture 60 Mod 03 16 Using Smart For Self Development 0:23
Lecture 61 Mod 03 17 Two Uses Of Smart 0:23
Lecture 62 Mod 03 18 Short Term Emotional Management 2:24
Lecture 63 Mod 03 19 Long Term Character Development 0:29
Lecture 64 Mod 03 20 Experienced Negative Emotional Beliefs 3:28
Lecture 65 Mod 03 21 Taught Negative Emotional Beliefs 1:46
Lecture 66 Mod 03 22 Internal Negative Emotional Beliefs 2:1
Lecture 67 Mod 03 23 Activities To Complete For Smart
Lecture 68 Module 04 01 Getting Ready For Your Passengers 2:12
Lecture 69 Module 04 02 Know Your Product 2:17
Lecture 70 Module 04 03 Product Strengths And Weaknessses 2:4
Lecture 71 Module 04 04 Knowing Your Competition 2:23
Lecture 72 Module 04 05 Become The Expert 4:47
Lecture 73 Module 04 06 Value Propositions 5:2
Lecture 74 Module 04 07 Activities To Complete Preparing For Your Passengers 0:32
Lecture 75 Module 05 01 Planning Your Route 4:9
Lecture 76 Module 05 02 Building Your Crm Flow 4:28
Lecture 77 Module 05 03 Data Analysis 3:36
Lecture 78 Module 05 04 Implementing Your Sales Funnel 4:3
Lecture 79 Module 05 05 Activities To Complete For Your Route 0:36
Lecture 80 Module 06 01 Prospecting The Three Rules 4:34
Lecture 81 Module 06 02 Qualifying Prospects Cc V2 T1 C1 2:29
Lecture 82 Module 06 02 Qualifying Prospects 2:29
Lecture 83 Module 06 03 Identifying The Contacts Role 1:57
Lecture 84 Module 06 04 Dealing With The Gatekeeper V2 3:20
Lecture 85 Module 06 05 Dealing With Influencers 3:38
Lecture 86 Module 06 06 Dealing With Champions 3:1
Lecture 87 Module 06 07 Dealing With Decision Makers 2:19
Lecture 88 Module 06 08 Contact Identification Exercise 1:35
Lecture 89 Module 06 09 Prospecting Secrets Cc V2 T2 C1 6:46
Lecture 90 Module 06 09 Prospecting Secrets 6:46
Lecture 91 Module 06 10 Getting Entrance Into The Castle 2:42
Lecture 92 Module 06 11 Activities To Complete For Dealing With Prospecting 0:32
Lecture 93 Module 07 01 Prospecting By Networking 1:46
Lecture 94 Module 07 02 Classification Of Networks 6:1
Lecture 95 Module 07 03 Door To Door Sales 5:31
Lecture 96 Module 07 04 Door To Door Conversation Methods 4:12
Lecture 97 Module 07 05 Getting The Most Out Of Your Networking 3:24
Lecture 98 Module 07 06 The Elevator Pitch 4:53
Lecture 99 Module 07 07 Activities To Complete For An Elevator Pitch 0:59
Lecture 100 Module 08 01 Finding Prospects By Phone 3:31
Lecture 101 Module 08 02 Planning Your Phone Calls 3:52
Lecture 102 Module 08 03 Split Testing Your Scripts 4:44
Lecture 103 Module 08 04 Dealing With The Gatekeeper Script 5:34
Lecture 104 Module 08 05 Dealing With The Influencer Script 4:35
Lecture 105 Module 08 06 Dealing With The Champions Script 4:14
Lecture 106 Module 08 07 Dealing With Decision Makers Script 4:4
Lecture 107 Module 08 08 Other Call Support Material 6:17
Lecture 108 Module 08 09 Voicemail Techniques 8:53
Lecture 109 Module 08 10 Activities To Complete For Prospecting By Phone 0:31
Lecture 110 Module 09 01 The Power Of Online Prospecting Cc V2 T1 C1 1:59
Lecture 111 Module 09 02 Online Prospecting Tools Cc V2 T2 C1 9:27
Lecture 112 Module 09 03 Email Statistics Cc V2 T3 C1 0:57
Lecture 113 Module 09 04 Understanding Spam 0:47
Lecture 114 Module 09 05 Permission Based Email Marketing 1:55
Lecture 115 Module 09 06 Places To Get Their Email Addresses From 1:52
Lecture 116 Module 09 07 Email Writing Tips Cc V2 T4 C1 2:56
Lecture 117 Module 09 08 Aida Copywriting Cc V2 T5 C1 4:52
Lecture 118 Module 09 09 A Sample Email Using Aida 4:30
Lecture 119 Module 09 10 Activities Create Your Own Email Using Aida 1:11
Lecture 120 Module 09 11 Activities To Complete Prospecting By Email 0:51
Lecture 121 Module 10 01 Making Friends Cc V2 T1 C1 2:36
Lecture 122 Module 10 02 Ten Rules Of Friendliness Part 1
Lecture 123 Module 10 03 Ten Rules Of Friendliness Part 2 6:42
Lecture 124 Module 10 04 Recommended Reading 0:48
Lecture 125 Module 10 05 Personality Types Cc V2 T2 C1 3:49
Lecture 126 Module 10 06 Meet The Blues 2:37
Lecture 127 Module 10 07 Meet The Reds 2:52
Lecture 128 Module 10 08 Meet The Greens 2:45
Lecture 129 Module 10 09 Meet The Yellows 2:17
Lecture 130 Module 10 10 Advanced Profiling Cc V2 T3 C1 7:40
Lecture 131 Module 10 11 Profiling Bob 4:42
Lecture 132 Module 10 12 Activities To Complete On Friendliness 0:28
Lecture 133 Module 11 Part 1 01 Reading The Body 4:18
Lecture 134 Module 11 Part 1 02 Social Spaces 6:24
Lecture 135 Module 11 Part 1 03 Distance Can Change 2:13
Lecture 136 Module 11 Part 1 04 Three Classes Of Body Language 1:15
Lecture 137 Module 11 Part 1 05 Aggressive Body Language 3:4
Lecture 138 Module 11 Part 1 06 Defensive Body Language 3:22
Lecture 139 Module 11 Part 1 07 Friendly Body Language 0:0
Lecture 140 Module 11 Part 1 08 Ten Body Language Patterns 1:7
Lecture 141 Module 11 Part 1 09 The Crossing Pattern 3:20
Lecture 142 Module 11 Part 1 10 The Expanding Pattern 1:44
Lecture 143 Module 11 Part 1 11 The Defensive Moving Away Pattern 1:50
Lecture 144 Module 11 Part 1 12 The Moving Towards Pattern 3:3
Lecture 145 Module 11 Part 2 01 The Opening Pattern 1:9
Lecture 146 Module 11 Part 2 02 Preening Pattern 2:55
Lecture 147 Module 11 Part 2 03 Repeating Pattern 2:18
Lecture 148 Module 11 Part 2 04 Shaping Pattern 1:43
Lecture 149 Module 11 Part 2 05 Striking Patterns 2:57
Lecture 150 Module 11 Part 2 06 The Touching Pattern 4:47
Lecture 151 Module 11 Part 2 07 Ten Core Patterns Exercise 1:17
Lecture 152 Module 11 Part 2 08 Personality Type Body Language 2:41
Lecture 153 Module 11 Part 2 09 Micro Expressions 1:24
Lecture 154 Module 11 Part 2 10 Seven Common Micro Expressions 5:10
Lecture 155 Module 11 Part 2 11 Your Body Language The Importance Of Control 3:20
Lecture 156 Module 11 Part 2 12 Tracking Their Body Language 1:20
Lecture 157 Module 11 Part 2 13 What Are They Responding To The Three Factors 3:0
Lecture 158 Module 11 Part 2 14 Moving Them Through The Sale 1:1
Lecture 159 Module 11 Part 2 15 Body Language Flow 4:30
Lecture 160 Module 11 Part 2 16 Dealing With More Than One Person 0:39
Lecture 161 Module 11 Part 2 17 Activities To Complete Body Language 0:29
Lecture 162 Mod 12 01 The Art Of Questioning And Listening 1:21
Lecture 163 Mod 12 02 How To Show You Are Listening 2:26
Lecture 164 Mod 12 03 Product Based Sales 1:33
Lecture 165 Mod 12 04 Needs Based Sales
Lecture 166 Mod 12 05 Needs Analysis Funnel 1:15
Lecture 167 Mod 12 06 The Needs Analysis Stages 2:44
Lecture 168 Mod 12 07 The Two Types Of Questions 0:31
Lecture 169 Mod 12 08 Open Questions 3:59
Lecture 170 Mod 12 09 Closed Questions 4:20
Lecture 171 Mod 12 10 The Quick Sale Mobile Example 2:16
Lecture 172 Mod 12 11 The Quick Sale Training Session Example 2:39
Lecture 173 Mod 12 12 The Quick Sale Exercise 3:3
Lecture 174 Mod 12 13 The Three Simple Question Technique 4:10
Lecture 175 Mod 12 14 The Echo Technique 1:48
Lecture 176 Mod 12 15 The 5 Ws 3:13
Lecture 177 Mod 12 16 Washing Machine Retail Sale Example 2:55
Lecture 178 Mod 12 17 The Five Whys 1:2
Lecture 179 Mod 12 18a The Five Whys George 1:20
Lecture 180 Mod 12 18b The Five Whys Sally 1:44
Lecture 181 Mod 12 19 The Five Whys Terry 1:42
Lecture 182 Mod 12 20 Why You Do Not Own A Yacht 0:38
Lecture 183 Mod 12 21 Additional Tools 0:27
Lecture 184 Mod 12 22 Needs Analysis Mind Map 1:15
Lecture 185 Mod 12 23 Needs Analysis Sheet
Lecture 186 Mod 12 24 Questioning And Listening Activities 0:36
Lecture 187 Mod 13 01 The Negotiation Station 2:15
Lecture 188 Mod 13 02 Core Principles Of Negotiation 0:39
Lecture 189 Mod 13 03 Focusing On Them 2:7
Lecture 190 Mod 13 04 Everyone Has To Win 4:3
Lecture 191 Mod 13 05 Matching Values 2:35
Lecture 192 Mod 13 06 The Path Of Least Resistance 2:3
Lecture 193 Mod 13 07 Shifting The Weight 5:52
Lecture 194 Mod 13 08 The Persuasion Secret 1:19
Lecture 195 Mod 13 09 How To Persuade Someone 1:29
Lecture 196 Mod 13 10 The Electric Car 1:49
Lecture 197 Mod 13 11 The Fashionable Trainers 1:55
Lecture 198 Mod 13 12 Competency Levels 2:55
Lecture 199 Mod 13 13 Assessing Competency Levels 4:4
Lecture 200 Mod 13 14 Features Benefits And Values 1:51
Lecture 201 Mod 13 15 The Christmas Tree Negotiation 4:3
Lecture 202 Mod 13 16 B2b Value Propositions 2:56
Lecture 203 Mod 13 17 Deepening The Value 1:33
Lecture 204 Mod 13 18 Over Decorating The Tree 3:5
Lecture 205 Mod 13 19 The Big 12 0:59
Lecture 206 Mod 13 20 Authority 4:0
Lecture 207 Mod 13 21 Social Proof 2:39
Lecture 208 Mod 13 22 Group Identity 2:6
Lecture 209 Mod 13 23 Deflecting Fault 2:23
Lecture 210 Mod 13 24 Ask For Advice 1:56
Lecture 211 Mod 13 25 Compliment Their Negotiations 1:54
Lecture 212 Mod 13 26 Reciprocity 2:5
Lecture 213 Mod 13 27 Scarcity 1:51
Lecture 214 Mod 13 28 Off Set Values 1:39
Lecture 215 Mod 13 29 Stepped Commitments 2:22
Lecture 216 Mod 13 30 Fear And Hope 2:24
Lecture 217 Mod 13 31 Ranked Priorities 6:32
Lecture 218 Mod 13 32 Negotiating A Price 0:39
Lecture 219 Mod 13 33 The Market Price 2:21
Lecture 220 Mod 13 34 The Anchor Price 2:1
Lecture 221 Mod 13 35 The Walk Away Price 1:43
Lecture 222 Mod 13 36 The First Offer 3:14
Lecture 223 Mod 13 37 The Counter Offer 3:47
Lecture 224 Mod 13 38 Activities To Complete Negotiation Skills 0:33
Lecture 225 Mod 14 01 Handling Objections 1:33
Lecture 226 Mod 14 02 The Golden Rule 1:4
Lecture 227 Mod 14 03 Why Objections Happen 3:20
Lecture 228 Mod 14 04 Objection Tags 0:53
Lecture 229 Mod 14 05 Objection Type 2:43
Lecture 230 Mod 14 06 Objection Class 4:19
Lecture 231 Mod 14 07 Objection Source 1:29
Lecture 232 INTRODUCTION TO BRAINMEASURES PROCTOR SYSTEM Pdf
Lecture 233 Mod 14 09 The Onion Technique 0:28
Lecture 234 Mod 14 10 Test The Objection Type 2:56
Lecture 235 Mod 14 11 Classify The Objection 0:47
Lecture 236 Mod 14 12 Test The Objection Source 0:57
Lecture 237 Mod 14 13 Summarise The Objection 0:53
Lecture 238 Mod 14 14 The Objection In Full 1:23
Lecture 239 Mod 14 15 Acknowledge The Objection 2:43
Lecture 240 Mod 14 16 Acknowledgement Examples 1:19
Lecture 241 Mod 14 17 Emotional Objections 3:44
Lecture 242 Mod 14 18 Feel Statements 1:14
Lecture 243 Mod 14 19 Felt Statements 1:1
Lecture 244 Mod 14 20 Found Statements 1:2
Lecture 245 Mod 14 21 Feel Felt Found Example 2:32
Lecture 246 Mod 14 22 Rational Objection Guidelines 0:24
Lecture 247 Mod 14 23 Responding To Rational Objections 0:55
Lecture 248 Mod 14 24 Sharing Data And Information 0:23
Lecture 249 Mod 14 25 Data Sharing Techniques 3:6
Lecture 250 Mod 14 26 Using The Right Techniques 1:6
Lecture 251 Mod 14 27 Valid Objections 1:42
Lecture 252 Mod 14 28 How To Handle Class Objections 0:28
Lecture 253 Mod 14 29 Authority Objections 3:4
Lecture 254 Mod 14 30 Types Of Relationship Objections 0:29
Lecture 255 Mod 14 31 Existing Relationship Objections 1:2
Lecture 256 Mod 14 32 Third Party Relationship Objections 1:55
Lecture 257 Mod 14 33 No Relationship Objections 1:58
Lecture 258 Mod 14 34 Knowledge Objections 2:16
Lecture 259 Mod 14 35 Convenience Objections 1:42
Lecture 260 Mod 14 36 Price Objections 3:22
Lecture 261 Mod 14 37 Objection Handling Sheets 1:33
Lecture 262 Mod 14 38 Remove The Objection 2:40
Lecture 263 Mod 14 39 Dealing With Difficult People 0:39
Lecture 264 Mod 14 40 Use Smart 1:13
Lecture 265 Mod 14 41 Grow Some Thick Skin 2:41
Lecture 266 Mod 14 42 Mountaintop Example 1:50
Lecture 267 Mod 14 43 Finding Common Ground 3:43
Lecture 268 Mod 14 44 Focus On The Issue 1:48
Lecture 269 Mod 14 45 A Soft Answer 1:59
Lecture 270 Mod 14 46 Stress Fractures 1:35
Lecture 271 Mod 14 47 Be Their Only Friend 1:59
Lecture 272 Mod 14 48 Types Of Character Traits 0:34
Lecture 273 Mod 14 49 The Demander 2:2
Lecture 274 Mod 14 50 The Dectractor 2:4
Lecture 275 Mod 14 51 The Dynamite 2:11
Lecture 276 Mod 14 52 The Dumper 2:28
Lecture 277 Mod 14 53 The Drainer 1:59
Lecture 278 Mod 14 54 The Disappointer 2:8
Lecture 279 Mod 14 55 The Dictator 2:9
Lecture 280 Mod 14 56 Handling Objections Before The Meeting 1:52
Lecture 281 Mod 14 57 Reducing Objections 2:46
Lecture 282 Mod 14 58 Setting Up An Faq Page 1:39
Lecture 283 Mod 14 59 Objection Handling Activities To Complete 0:33
Lecture 284 Module 15 01 Destination Station Closing The Sale 0:51
Lecture 285 Module 15 02 Understanding Closes 4:23
Lecture 286 Module 15 03 Understanding Buying Signals 5:34
Lecture 287 Module 15 04 Closing Questions 4:25
Lecture 288 Module 15 05 Activities To Complete Closing The Sale 0:31
Lecture 289 Module 16 01 Season Tickets The Biggest Source Of Revenue 0:55
Lecture 290 Module 16 02 Understanding Season Tickets Our Highest Goal 4:24
Lecture 291 Module 16 03 First Class Passengers After Sales Care 5:11
Lecture 292 Module 16 04 The Revolution Practicing The Principles 0:42
Lecture 293 Module 16 05 Thank You And Get In Touch 1:15