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Sales Negotiations and Closing Sales 4 High Ticket Sales

Sales, Sales and Marketing, Business Development, Sales Negotiation, How to Close Deals, Sales Closing Techniques
Instructor:
John Colley MBA, MA(Cantab)
158 students enrolled
English [Auto]
How to close B2B and B2C SALES
Why its more PROFITABLE and EASIER to focus on High Ticket Sales
How to REALLY connect with your Business Prospect
How to improve your COMMUNICATION SKILLS
How to IDENTIFY your Prospects real business problems
How to master B2B SALES PSYCHOLOGY
How to make your B2B and B2C Prospect want to buy from you
The complete FRAMEWORK of a Business B2B Sales Conversation
The mechanics of a B2B SALES CLOSING Conversation
Comprehensive SALES SCRIPTS for both B2B and B2C sales
How to master SALES CLOSING with Role Play
Your own Complete Sales Career Blueprint
Exclusive expert advice from three top B2B and B2C Sales Closers

High Ticket Sales: Sales Negotiations and Closing Sales

Sales, Sales and Marketing, Sales Negotiation and Closing Sales How to Close Deals, Sales Closing Techniques

B2B Sales: Sales Skills For Closing High Ticket Sales

Pain: Are you struggling to improve your Sales Skills?

Pain: Do you need to close more B2B Sales?

Pain: Are your Sales Closing Skills letting you down?

Let us take your PAIN away!

Firstly, lets be blunt – it makes much more financial sense to focus on High Ticket Sales than selling loads of low ticket items

Its easier, its quicker and its more profitable

Its also scarier which puts a lot of sales people off

We are going to remove that FEAR!

To sell successfully…

  • You need a strategy

  • You need a framework

  • You need to practice

Sales do not happen by accident – This course provides you with the answer to all three – and much more!

Firstly we are going to show you how to CONNECT with your prospect and really understand them

Why is this important? Because making a purchase is an emotional decision, later justified logically

We are going to show you how to become “UNCONVENTIONAL” in your approach to sales

Out goes – product features and focus on commissions

In comes – focusing on the needs of your prospect

This requires you to fine tune your Communication Skills – making your non verbal signals consistent with your sales conversation

Remember we all hate to be sold to…we all want to be understood

This is the heart of Effective Communication – the core skill of successful sales people.

This brings us to the importance of Sales Psychology which is a central part of this course. This means understanding the psychology of your prospect

We are going to show you how to uncover the problems that your prospect desperately wants you to solve for them. How to move your prospect from being distant and suspicious of you to being trusting and embracing what you have for him.  We also will show you the important connection between the intangible benefits of your high end products and services and their emotional desirability to your prospect – the KEY to closing your sale.

We will open the Sales Psychology Pandora’s Box for You.  Show you the Three Levels of Selling, the PAIN invovled and explain to you how you need to address them with your prospect

What are these three levels?

  • Logical Pain

  • Financial Pain

  • Emotional Pain

We will show you how you have to deal with all three of these to move your prospect to the point where they are ready to buy from you..  You will discover how to communicate the benefits of each of these three Pain levels and how to close the gap with your prospect.

At this point we are just warming up!

Armed with this knowledge we are going to share with you the complete framework of a sales conversation.  The step by step mechanics of a sales closing conversation in a very easy to follow process

Then we will show you how to create your own sales scripts for both B2B and B2C sales situations.  You will see sale closing role plays which will bring all these strategies and techniques into focus

If that is not enough, we are also going to give you a complete sales career blueprint to help you to personally advance your career what ever stage you are at.

To wrap up the course, we have three interview with top sales closers for you to learn from, exclusively created and recorded for this course.

Why am I telling you all this right up front?

Because although this course will require you to go through it without skipping lectures and completing the quizzes and assignments, we want you to really understand the potential this course has for you… up front!

Your unfair advantage and competitive edge lies inside the course.

Subayal says…

“Anyone, from any background, can close high-ticket sales or start a solid sales career by following this course which will take you through a six-step process which I followed to go from an introvert scientist to becoming an authority in the area of high-ticket sales.

My current clients include some of the best names in the personal development space and consultants who have fortune 500 companies like Microsoft, Cisco, Disney and Southern California Edison secure and public sector actors like The United States Government.”

See you inside the Course!

John and Subayal

WHY THIS COURSE?

1
Watch This Video First - This Course will Revolutionise Your Sales

I want to share up front the entire framework of this course to show you what you will discover and how we are going to completely transform your approach to sales.  

If you have just enrolled, this explains the amazing content you are about to benefit from

If you are trying to decide whether to buy this course - this is not a promotional video - this is an expose of the core content of this course - because I want you to be convinced that you cannot afford to pass up on this opportunity.

A PDF of the Slide Deck of this lecture may be downloaded from the Resources Section of this Course

2
Introduction to the Course

This lecture provides an overview of the course. It describes the motivation for creating this course. It shows how this course will help you in approaching sales conversations from a trust centric perspective and as a problem solver whose intent is to help the clients so that they can overcome their challenges.

3
How will this course help you?

This lecture provides a concise overview of the habits which which the majority of salespersons have and which must be eradicated in order to transform into a top-notch salesperson. The lecture describes how this course will help you mitigate these problems in order to create a great impact as a salesperson in your industry.

4
Conviction and Problem Solving to Increase Sales Closing Rates

Many salespersons that I met always struggle with their mindset and keep on thinking about the value of their service or product through the lens of their own perception of value. This lecture shows that it is totally wrong. Just like you crave for many things and your friends don't, in the same way, the opposite is also true. In short, the prospect might see the service or product which you are selling as valuable even though you might not and that is perfectly fine since you are not buying it and it might not be an object of desire for you.


5
Sale as a Transfer of Energy

This lecture explains that when you are in a sales closing conversation, you always radiate your inner beliefs, passion and commitment. If you won't have the belief and conviction that your service provides value to the prospect, you will radiate it and the prospects will sense it and it will be difficult for you to close the sale.

6
Connect and Serve Your Prospects

This lecture describes the importance of the intention of the salesperson. If his or her intent is to serve the prospect and help them in overcoming their challenges, they will be able to develop trust and help prospects in achieving their goals. The reason is that they will be able to change their mindset from a sceptical to a buyer's mindset. When this shift happens, they will be able to close the sales and start the business relationship with the prospects.

7
Who is this course for?

This lecture describes the fact that this course is beneficial for not only the salespersons and entrepreneurs at different stages of their journey and growth but also for those who are new to entrepreneurship and sales.

8
Sales Closing in the Era of the Internet

This lecture describes the way area of sales has evolved due to internet and communication technologies. Nowadays the tonality of voice is very important since in many industries the salespersons close sales online via phone meetings. However in some industries the salespersons still have physical meetings. No matter what the industry, this course will provide students with all the skills they need to help salespersons in closing sales with clarity, conviction and confidence.

9
Quiz Section 1

The purpose of this Quiz is to revise the main concepts or points taught in this section.

10
John's Section Summary - What have we learned?

SIX STEPS TO BECOME A TOP-NOTCH SALESPERSON

1
Why Most Salespersons Get Average Results?

In this lecture, you will find the main reasons behind the average performance of the salespersons. You will find information in this lecture interesting and valuable and it is our goal to help you overcome these challenges throughout this course.

2
The Proven 6 Step Process

This section describes the exact six step process which many of my clients used to become the best salespersons in their firms and industries. You will see what these six steps will help you in achieving the best results once you have gone through this proven process. So, soon we will start with our step in the next section.

3
How Sales Closing has evolved?

This lecture elaborates the way sales closing has evolved and the role of internet and communication technologies in that. You will also learn how businesses are influenced by this change.

4
IMPORTANT- MUST WATCH VIDEO: How to get maximum value out of the course?
5
The Start of the Journey

So, here we are. In this lecture, we are mentioning the fact that the overview of the course will end here and your journey of mastering the art of B2B sales will start with the next section.

6
Quiz Section 2

The purpose of this Quiz is to revise the most important points or concepts taught in this section.

7
John's Six Steps Section Summary

Here John summarises the key learning points from this section.

A PDF of the Slide Deck may be downloaded from the Resources Section of this lecture.

STEP 1: UNCONVENTIONAL WISDOM

1
Welcome to Step 1 of the Six Step Process.

Welcome to the first step of the six step process which will help you in becoming an elite salesperson. So let us start!

2
Introduction to Unconventional Wisdom

This lecture provides an overview of Section 3. So let us learn about the interesting insights of B2B sales psychology in this lecture.

3
Real Motivation Underpinning a Purchasing Decision

This lecture describes the real motivation behind the purchasing decision. The lecture uncovers important facts for example it is not the ability of people to buy something which ultimately decides whether they will buy something. If they want it, they will buy it and find money. It is all about the desires, wants and what we crave that ultimately decides whether we will buy something or not.

4
Whose Perception counts?

Our perception of value about the product or service which we are selling does not matter since we might perceive it as valuable but the prospect might think exactly the opposite. So we should stop convincing ourselves about the true worth of a product or service since it will be worth different to different people and that absolutely depends on our desires, wants and dreams.

5
Selling High-End Services and Products makes sense

This lecture describes the fact that selling high-end products and services is better since it requires less sales to make a good income as a salesperson. Also, the high-end products or services are perceived as valuable since they either solve a real problem or else have a high-level of craftsmanship.

6
The Advantages of Selling High-End Products and Services

This section describes the advantages of selling high-end products and services. The aim of this lecture is to hep the salespersons understand the way selling high-end services and products can secure their financial future.

7
Importance of Positive Perception and Experience

This lecture describes the role played by the positive perception and experience in the high-end products and services. But, we also look at the other side of the coin and discuss the low end products and services also in order to get absolute clarity about the concepts described in this lecture.

8
High-End Brands and Associated Customer Perception

This lecture is a continuation of lecture 5 and goes in further depth to explain the way high-end brands influence the customer experience and perception. This lecture will elaborate valuable concepts which will give you clarity on the way big brands create fans and an image which radiates prestige.

9
Low-End Brands and Associated Customer Experience and Perception

This lecture is a continuation of lecture 5 and lecture and goes in further depth to explain the way low-end brands influence the customer experience and perception. This lecture will elaborate valuable concepts which will show you the way low-end products or services can face challenges in surviving in the market.

10
Detachment

We always radiate our inner beliefs, mindset and thoughts and that is why if we are not focused on helping the prospect and instead thinking about commission as salespersons, we will project that negative energy in our tonality and body language. Therefore, we must approach sales with an intent to help.

11
Diagnostic skills

In oder to help the prospects, we must understand their problems. In this way we can prescribe a solution which is best for them. In order to do that, we must develop the skills which will help us in understanding the real motivation of the prospects in reaching out to you and also what is stopping them to reach their destiny. Hence, as salespersons we must improve our diagnostic skills.

12
Focus on their problems

If we focus on our product or service features and not on their problems, we will never get the prospects emotionally involved and as a result we won't be able to close the prospects. The reasons is that a sales is always fuelled by emotions and justified by logic.

13
How you make them feel.

If you don't develop a good rapport and don't make the prospects safe, they won't discuss their problems and challenges with you and you won't get them emotionally involved to close the sale. If they don't feel good during a sales conversation and and don't get emotionally involved, you won't be able to close them.

14
Team up and clarify vision.

When you team up and clarify the vision of the prospects, it creates an environment of trust where both the parties solve the problems collaboratively. This gets the prospects emotionally involved and makes the sales conversation flow smoothly. This is the best way to enhance trust and close a sale.

15
The power of experience, desire and association

When you buy a high end product or service, you are buying an experience not simply the functionality. This evokes an emotional response in the buyer and from their association with the product or service. This is our licence to experience a life that we constantly dream of. This message is reinforced in our minds when we associate a brand we have purchased with the celebrity that has been hired to promote the product.

16
Role of Status and exclusivity in branding.

Status and exclusivity plays a key role in the brand perception of high-end products and services and this lecture describes this fact in depth. The status and exclusivity both contribute to emotions centric price mentioned before in this section and enhances the experience of customers as explained before.

17
Emotions vs logic

We try to uncover the fact that we all base our purchasing decisions on emotions and justify them with logic. This is counterintuitive for many people but if we really dig deep, we will find that emotions almost always decide what we buy since we buy things in order to feel a certain way and we buy what we desire and all these facts converge to the fact that our purchasing decisions are based on our emotions.

18
Comparing high-end and low-end brands in different market segments

This section diagnosis the fact that premium is paid for the emotions centric price which is a consequence of several factors including perceived craftsmanship, legacy, status, brand perception, prestige, scarcity and uniqueness. Therefore, the utility centric price which is paid for functionality and reliability is way lower. This is explained by comparing products in two totally different market segments.

19
Projecting your Values and The Myth of Affordability

You should never project your values onto the prospect. This is because of the fact that we look at the things through the lens of our perception of value. If something will not serve us in getting what we want or achieve our goals, it does not mean that the same holds for the prospect since he or she might be having different goals, different desires and different ambition. Hence projecting your value onto the prospect will never serve you as a salesperson.

20
Section Summary

This lecture provides a summary of Section 3.

21
Quiz Section 3

The purpose of this Quiz is to revise the most important points or concepts taught in this section.

22
John's Section Summary - Unconventional Wisdom

This section is full of fantastic content and this lecture shares my takeaways with you. 

A PDF of the Slide Deck can be downloaded from the Resources Section of this lecture.

Step2: NON VERBAL COMMUNICATION

1
Welcome to Step 2 of the Six Step Process.

Welcome to the second step of the six-step process for becoming an elite salesperson. We firmly believe that this section will provide you with valuable insights and knowledge which will serve you during your sales career.

2
Introduction to Non Verbal Communication

This section provides an introduction to Section 4 and shows the way lectures in this section are organised.

3
The power of tonality

Event the body language impacts over 50% of the effectiveness of the sales conversation but tonality is much more important than words. Also, now a days, tonality has become very important since most sales conversations take place online and therefore, we don't meet prospects physically in most cases. Hence, we as salespeople, must master our tonality by doing regular role plays.

4
Power of Body Language

This lecture describes the important role of body language in sales conversations. We will explain the way body language can impact the communication. You must remember that over 50% of the effectiveness of the sales conversation is rooted in non-verbal communication. Therefore, it is very important to master this important part of communication.

5
Detailed Transcripts and Overall Slides of Section 4
6
Quiz Section 4

The purpose of this Quiz is to revise the most important points or concepts taught in this section.

7
John's Section Summary - Non Verbal Communication

This is my key takeaway from this lecture where we have been discussing Non Verbal Communication.  Ensure that you take these key points with you as we progress with the course.

A PDF of the Slide Deck is available to download from the Resources Section of this lecture.

Step3: THE PSYCHOLOGY OF SALES CLOSING CONVERSATIONS

1
Welcome to Step 3 of the Six Step Process.

Welcome to the third step of the six step process for becoming an elite salesperson. Let us proceed to the next lecture and learn the important concepts described in this section.

2
Introduction to the Psychology of Sales Closing

This lecture provides an overview of Section 5. So let us learn about the interesting insights of sales psychology in this lecture.

3
A Recap of Related Concepts, Role of Trust and making them Feel Safe.

In this lecture, the main aim to understand the importance of making a prospect feel safe and developing a high level of trust over the coarse of the conversation.  Once the prospects trust you and feel safe, they will share their struggles, pains and challenges with you which will help you in understanding their situation and closing the sale.

4
A Recap of Related Concepts and Power of Being a Contrarian

This lecture provides a brief overview of the shortlisted concepts described in section 3 and elaborates the power of acting as a contrarian, i.e., not acting like a traditional salesperson. We have seen in Section 3 that the way salespersons act is very irritating and that has resulted in a negative perception about them. They don't focus on the problem of the prospects and direct all their energy to talking about the product features and benefits which simply shatters rapport and irritates prospects. As a result, the sale closing rate of salespersons goes down or remain average.

5
Three Levels of Pain and Pain Pyramid

In this lecture, you will learn about the three levels of pains and their importance. You will find that every problem of the prospect has an emotional impact and this impact is what motivates them to solve their problem. Without any emotional impact, the prospects won't commit to the change and will not take any action to go to their desired future state because it is not costing them enough to remain in the current state emotionally and financially.

6
Impact of pains at each level of Pain Pyramid

After describing the three levels of pains in the previous lecture, we proceed further and find the impact of pains at each level of pain pyramid. You will see how important it is to understand these concepts and the role which they play in getting good results as a salesperson.

7
The conscious mind, Subconscious mind and importance of trust

This lecture describes the way different levels of pains map to the conscious and subconscious mind and how you can build trust during a sales conversation. You will find that the most important pains called the level 3 pains are confined to the subconscious mind and uncovering these pains get prospects emotionally involved and therefore play a vital role in closing sales.

8
Uncovering level 1 and level 2 pains: Examples and Resources

This lecture is a continuation of the past lectures in this chapter and describes the way you can uncover the level 1 and level 2 pains by asking the right questions. You will find this information valuable since without getting a clarity on the the pains of prospects, you won't be able to closer sales at a higher rate.

9
Three levels of gaps (vision and pain pyramid)

This lecture describes the three levels of gaps and the visions pyramid. For each level of pain, there is an opposite which the prospects must achieve or get in the future. These three levels of future stats constitute the vision pyramid. The difference between the current states and the futures state or the pain and vision pyramid form three levels of gaps. These gaps must be overcome and the way these gaps are overcome by your product or service reveal the true value of your product or service to the prospect.

10
Summary of The Psychology of Sales Closing
11
Quiz Section 5

The purpose of this Quiz is to revise the most important points and concepts taught in this Section.

12
John's Section Summary - The Psychology of Sales Closing Conversations

In this section Subayal has explored the three levels of communication that you need to address with your prospects in order to address their conscious and sub-conscious needs.  We summarise these in this section summary to make sure that this framework is clearly understood and you can take it away and implement it.

A PDF of the Slide Deck is available to download from the Resources Section of this lecture.

Step4: UNDERLYING MECHANICS OF SALE CLOSING CONVERSATION

1
Welcome to Step 4 of the Six Step Process.

Welcome to the Fourth step of the six step process to become an elite salesperson. You are closer than you think. So keep on learning.

2
Introduction to the Underlying Mechanics of the Sales Closing Conversation

This lecture provides an overview of Section 6. So let us learn about the underlying mechanics of a sales closing conversation.

3
Lecture 1: Rapport and Trust

Rapport is the most important part of a sales conversation because without rapport, you simply cannot build trust. This lecture further elaborates on this fact and explains the importance of it in sufficient depth.

4
Lecture 2: Maintaining Control

You can only main the control of a conversation if you ask the questions which will direct the conversation in the direction where you want to point. You, as a closer want to understand the problem of the prospects and their pains. Therefore, you are always looking for clues and you therefore ask questions which will give you more information that can potentially be used to ask more questions eventually leading to uncovering more pains. That will get the prospects emotionally involved and will help you in closing more sales.

5
Lecture 3: Uncovering the pains

Uncovering the pains of prospects is an art and this art is mastered by practice. The art is to "ask intelligent questions that will uncover the pains of prospects". If you can master this art, you will be able to excel as a salesperson in any industry. It is all about the emotions and never about the logic.

6
Lecture 4: Costing the Problem and Consequence

Costing the problem is fundamentally important and you must remember that "the prospects only take action if the cost of remaining in the same situation is more than the solution that will take them to the future desired state".

7
Lecture 5: Clarity, Conviction and Confidence

Clarity, conviction and confidence are the three most important underlying factors which execute a sale. This lecture provides a thorough description of this fact in a very concise manner.

8
Lecture 6: The Flow and Stages of a sales closing

We now describe the stages of the sales closing conversation which will get the prospects emotionally involved, build more and more trust as the conversation proceeds and uncovers their pain, gaps at all levels and also the price which the prospects are paying to remain in current situation.

9
Lecture 7: Dissecting the Stages

We now start dissecting the stages of a sales closing conversation. After this lecture, we will go through each stage of the sales closing conversation to  understand the way they contribute to the sales conversation in a way that the ultimate goal is achieved, meaning uncovering the pains, gaps and closing the sale.

10
Lecture 8 - Stage 1: Trust And Making Them Feel Safe

This lecture describes the importance of trust and making the prospects feel save. Without rapport, the trust will simply not be built and as a result the sale won't be closed.

11
Lecture 9 - Stage 2: Agenda

This lecture describes the second stage of the sale closing conversation called agenda. So let us learn about this stage.

12
Lecture 10 - Stage 3: Exploration And Discovery

This is the step where you actually uncover the pains of the prospects by asking the right questions. This is an exploratory process where you ask different questions in order to get clues and valuable information for uncovering pains and gaps. This will lead to the next stage which is gap clarification.

13
Lecture 11 - Stage 4: Gap Clarification

In this step, we build on the information gathered during the previous stage and ask questions to uncover the vision pyramid and gaps at all levels. This will help you understand the pains and the goals of the prospects and why the goals are important to them.

14
Lecture 12- Stage 5: Prospect Gap-Selling

Once you have clarified the gaps at all levels and the pains, it is time to ask questions which will allow the prospects to tell you the importance of solving the problems and reaching the future state by overcoming the challenges which they have. When they say it, they own it and in this way, they themselves sell the gap and close themselves on the sale.

15
Lecture 13 - Stage 6: Close By Matching Features And Desires.

Once the prospect gap selling is done, now is the time to elaborate the way your product will solve their problem by matching the service features to way these features will solve the problems of prospects. After doing that, you close the sale with a conviction that prospects problems are worth solving for them and your service offers a solution. This conviction is a result of the fact that gaps were found, pains were found and the prospects were emotionally involved.

16
Quiz Section 6

The purpose of this Quiz is to revise the most important points and concepts taught in this Section.

17
John's Section Summary: Underlying Mechanics of the Sale Closing Conversation

This section has a considerable amount of valuable content.  We discuss some key aspects of the sales closing conversation and then set out a framework for the conversation itself.  Each stage is critical to moving the prospect towards the sale and the close.


Step5: APPLYING THE SKILL IN B2B AND B2C SCENARIOS

1
Welcome to Step 5 of the Six Step Process.

Welcome to Section 7 and we are glad that you have made it this far. It is always a nice feeling when we are one step closer to our destination. So let us learn the important skills described in this section.

2
Introduction to Applying the Skill in B2B and B2C Scenarios

This lecture is an introduction to Section 7 and provides an overview of the contents of each lecture.

3
How we reached here? – Connecting the dots

This lecture shows you the importance and the underlying motivation of creating the course in a step-wise manner. It shows how each Section contributes to the overall course and your knowledge and skills.

4
Blueprint: The Industry agnostic Script

This is one of the most important lectures in the whole course because all the teaching of the course converge on it. But, you will only be able to apply it effectively if you will have the right mindset and beliefs which were build and installed in the minds of the course participants in previous sections. Without that, you won't be able to get the results that you desire because your inner beliefs will project and will be sensed by the prospect. Therefore, you must work on your mindset and beliefs first before learning the tools and methodologies.

5
Screencast: Industry Agnostic Script

This lecture provides an overview of each section of the Industry Agnostic Script. You can use this script to create your own script which is aligned with the product or service which you are selling.

6
B2B examples using the blueprint script.

This lecture shows the flexibility and adaptability of the blueprint script described in Lecture 2 and the screencast that follows it. With over 15 years of experience in the area os B2B sales, I know that these examples will give you the skill as giving you the confidence to apply the script in your industry with conviction.

7
B2B Roleplay with Mr Supreet Singh

In this lecture, I have provided a recording of the Role play with my friend Supreet Singh who is one of the best closers in the industry and his expertise are in acquisition and B2B sales.

8
B2C examples using the blueprint script.

This lecture shows the flexibility and adaptability of the blueprint script described in Lecture 1. We are confident that this B2C example will help you in closing B2C sales with conviction by adapting the blueprint script to your service or product.

9
B2C Roleplay with Mr Supreet Singh

In this lecture, I have provided a recording of the Role play with my friend Supreet Singh who is one of the best closers in the industry and his expertise are in acquisition and B2B sales.

10
ASSIGNMENT - CREATE YOUR OWN SCRIPT

Assignment: “Create your own script as a word document”.


A note for students: So, in this assignment you are required to create your own script. If you are already working as a salesperson or if you are an entrepreneur, you can simply focus on your industry and follow the following steps. Also, if you want to switch your career to sales or if you are starting off in this area, you can follow the exact same steps for the industry of your choice.


What you need to do to complete this assignment: You are only required to (only) write the potential questions you should ask the prospects at each stage of the sales closing conversation.


What to do if you want help: Simply look at the B2B and B2C script that we provided, and you will understand what we want you to do. Of course, you can look at the questions we wrote at each stage and rewrite them in your own words or else modify them so that they fit your product or service.


Here are the Tips to create your own script:


Here is how you are required to create the questions for your industry for each stage of the sales conversation process:

Stage 1: Trust and making them feel safe

and

Stage 2: Agenda

Since the main role of these two stages is to simply create Rapport and pre-frame the call, therefore you can simply follow the generic script for the two stages and write down the questions in your own words so that you sound authentic.


Stage 3: Exploration and Discovery


For Stage 3, here are the steps:


Step 1. Find the main surface, financial and emotional pains which your customers have that can be served by the product or service. Write them down. And write potential questions that can uncover pains at each level. Write these questions in the Stage 4 of your script.


Step 2. Find the main hurdles which the clients face due to which they are unable to solve the problem themselves. Write them down. And write potential questions that can uncover them easily. Write these questions in the Stage 4 of your script.


Stage 4: Gap Clarification:


For Stage 4, here are the steps:


Step 1. Find the main solutions to the surface level pains of prospects? And What sort of questions can you ask to uncover them? This will help you in identifying their goals. Write these questions in the Stage 4 of your script.


Step 2. Looking at the financial impact of the surface level pains identified, which questions you can ask questions to uncover the extent to which the solution will contribute to the profitability of business? Write these questions in the Stage 4 of your script.


Step 3. What sort of questions can you ask to uncover the future emotional state of clients when their surface and financial level problems are solved? Write these questions in the Stage 4 of your script.



Stage 5: Prospect Gap-Selling


What questions come to your mind which you can ask during this stage? Write them down in your script.


STAGE 6: Solution and close:


What questions come to your mind which you can ask during this stage? Write them down in your script.

11
Quiz Section 7

The purpose of this Quiz is to revise the most important points and concepts taught in this Section.

Step6: CAREER START, MASTERY, GROWTH and LEADERSHIP.

1
Welcome to Step 6 of the Six Step Process.

Welcome to the final step of the six step process for becoming an elite salesperson. I congratulate you for making it this far and I firmly believe that you will get a lot of value from this section.

2
Introduction to Career Start, Mastery, Growth and Leadership

This lecture provides an over of Section 8 and how it will help you in becoming an elite salesperson.

3
Career Start: Blueprint for finding your dream job?

This lecture provides an overview of the exact blueprint which many of my coaching clients used to find their dram job in the industry of their choice. This valuable information will give you an unfair advantage over your peers.

4
Mastery: Blueprint for Mastering the Art?

This lecture provides an overview of the exact blueprint which salespersons and entrepreneurs can use at any stage of their career to master the art of sales closing. This valuable information will give you the slight edge and help you develop the conviction and belief that will simply shatter all obstacles standing in your way so that you can reach your destination much sooner.

5
Growth: Blueprint for growth?

This lecture provides an overview of the steps that you can take to grow exponentially in your career. This information presented in this lecture is s a distilled knowledge extracted from over 15 years of experience in the field.

6
Leadership: Blueprint for building a team of skilled closers.

This lecture describes the way you can  hire the best salespersons in your team to achieve great results for your clients.

You can view and review the lecture materials indefinitely, like an on-demand channel.
Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don't have an internet connection, some instructors also let their students download course lectures. That's up to the instructor though, so make sure you get on their good side!
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8 hours on-demand video
3 articles
Full lifetime access
Access on mobile and TV
Certificate of Completion
Sales Negotiations and Closing Sales 4 High Ticket Sales
Price:
$49.98 $35

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