B2B Sales – Close More Deals, Get More Leads, Work Less

In this lecture, you'll learn my story: how I went from an unguided sales process to one transformed by planning and scripting. You'll see the effects it had:

• Tripled sales within 1 year, bringing increase of $282,188 (you will see a revenue reports).
• I and later my junior colleague grew a company with starting sales at ~$104k to $1.3 million in revenue.
• Grew a 2-person company, myself included, to six full-time employees and 10-15 full and part-time freelancers.
• Expanded from a small shared office to a large space in the shadow of the Empire State Building.
• Won business with 16 Fortune 500 customers (more on this shortly), and many others across a wide array industries.

My GOAL for this Course:

Triple YOUR sales within 1 year. WHY? Because that's what I achieved, and I think you're in a better starting position than I was because you're investing in your sales education in a big way.

My GUARANTEE for this Course:

You will significantly increase your sales.

BUT you have to follow all the lessons, do the homework, and take action. If that's not your thing, then I encourage to take advantage of the 30-day money-back guarantee.

We'll start with some stats: you'll learn what the top 8% of salespeople do differently.

Also, 80% of deals are lost for ONE REASON... you will find out what it is.

A walkthrough of our provided Pipeline Template (below). This is where you'll keep your active prospects organized.

Start qualifying your prospect in the course of your first conversation. This is important so you make sure you're investing your time in the best opportunities. Since most people buy to solve problems, unveiling them is key.

Learn how to get an accurate look at your prospect's budget. You'll do this by helping them identify their goals, and then a target return on investment, even if they had never gone through this exercise. This means digging into the numbers.

Learn how to craft and present a persuasive, emotionally-impactful pitch. This means going beyond features and benefits.

Learn how to unveil the ideal time for your prospect to engage with you. If you get delays, you will diagnose them as legitimate or as excuses. Next, you will learn how to leverage a timeline for tying prospects to the calendar.

Respond to common objections when they arise. Even better, you will focus on learning as much as you can and presenting your offering in the right away so you prevent objections.

You will learn strategies for taking the pressure off, uncovering important details about your prospect's concerns, and exploring all opportunities to make things work.

Action Items: in the Conversation Blueprint, write several common objections and responses for your offering

In this lecture, you will learn about your prospect's decision making process AND you will use this context to transition naturally to a follow up appointment. On a high-level, you know how to earn a next step by being continuously helpful.

Action Items: In the Conversation Blueprint, write questions that reveal your prospect's decision-making process, and come up with a few ideas for transitioning to a follow up appointment.

A recap of what we covered in respect to the 1st Conversation.

In this lecture, you will learn how to succeed on your follow up appointments. First, you will handle common resistance and secure a next step.

Get access to a versatile and high-impact email template for getting a response when your prospect goes silent. You will learn why it works and how to use it.

Here you will get access to a play-by-play for making a negotiation work in your favor. Learn the hidden benefits and minor phrasing details that make all the difference in your discussions.

Start by throwing out the stereotypical view of a strong negotiator as a Gordon Gecko-like heavyweight sporting a power tie. Be persuasive by maintaining your role as a helpful consultant. This means deferring power and not making concessions unless they're reciprocated.

In this lecture, you will learn how to close naturally. It means making sure that certain conditions are met beforehand. Next, you will move the sales process to its logical conclusion.

Sometimes the best method is so obvious that it's completely overlooked. This is often the case when it comes to closing. You will learn an intuitive and non-pushy way to make your prospects sign on the dotted line.

Action Items: in the Conversation Blueprint, complete the "Closing" section

Here you will get an introduction to the section, by the end of which you'll lay the foundation for long-term sales performance.

This lecture focuses on how to start using your script. This means techniques for rehearsing and practicing it, among other instruction.

Next, you'll learn how to test and edit your script so it can meet new situations that arise.

And you will learn general strategies for getting the most out of your conversations.

This lecture will show you how to avoid common pitfalls and achieve ambitious goals.

You will learn specific methods for challenging yourself so you can steadily increase your sales goals.

You will learn how to first identify the symptoms of self-doubt and atrophy, and overcome these problems by keeping the right mindset. It's easier than it sounds!

There's one simple and straightforward physical action you can take immediately for major sales and health benefits.

Referrals are twice as valuable as targeted or inbound leads. In this lecture, you will learn how to set the stage for referrals and ask for them in a way that produces results. You'll get high-value introduction by making a straightforward and persuasive ask.

Here you will get access to a successful referral script, and a play-by-play on how to craft your own.

• Section and course recap.
• Preview of upcoming lectures and resources.
• Sign off (for now).