Sales Training (EN)

Eight Discount Countermeasures

29:14

Channel Sales: Introduction	01:40
Channel Sales: Scenario	03:31
Defining the Channels	02:49
Product Complexity vs. Channel Type	01:40
Profit Margin Impact	02:00
Complexity vs. Transaction Cost	02:18
Channel Mix and Optimizing Profits	02:56
Complex Channel Strategy	02:47
Revenue Growth Strategies	03:54
Channel Sales: Take-aways	03:18

Powerful Sales Questions: Introduction	03:18
Open-ended Questions	02:06
Close Ended Questions: Seeking Information	02:46
Close Ended Questions: Confirmation	01:44
Follow-up Questions	02:09
Timeline Questions	01:48
Qualifying Questions	03:24
Buying History Questions	02:27
Motivation Questions	03:14
Product-Specific Questions	03:00
Rapport-Building Questions	02:41
Benefit Questions	02:45
Tracking Questions	02:29
Powerful Sales Questions: Take-aways	02:04

Effective Sales Presentation: Introduction and Assumptions	02:54
4 Types of Key Players	03:15
Proof Tools	03:30
Listing Objections by Key Player	02:40
Tactical Objections by Key Player	03:56
Sequencing the Presentation	03:29
Narrative and Messages in a Presentation	02:12
Outcome-based Presentations	02:49
Effective Sales Presentation: Take-aways	03:36

Getting in Front of Decision Makers: Introduction	00:25
Generating a CXO Target List	04:04
Figuring out Trigger Events	04:58
Sales Tip: Research Pain Points	01:04
Sales Tip: Leveraging LinkedIn	06:35
Becoming an Authority	04:12
Leverage Marketing	01:11
Sales Strategies: Gifting	05:17
Building an Outreach Program	03:06
Sales Tip: Using a Calendar App	00:40
Value Proposition	03:03
7 Steps Target Marketing Blueprint	04:32

Getting past the Gatekeeper: Introduction	05:14
Sales Tip: Your Mindset	07:27
Sales Tip: Preparation	05:41
Social Media Engagement	06:06
Engage with Decision-makers	05:10
Request an Interview	03:10
Sell the Headline	02:32
Conversation Flow	05:03
Useful Sales Sample Scripts (Part 1)	04:40
Calling Low versus Calling High	04:01
Useful Sales Sample Scripts (Part 2)	06:42
Final Sales Tips	04:48

The Sales Process: Introduction	01:29
Acquiring the Sales Mindset	07:35
Product Inventory	04:15
Defining Client Profiles and Market Segments	07:27
Developing a Comparative Analysis	06:13
Creating a Sales Process	07:00
Sales Meeting Strategies	05:09
Delivering a Relevant Presentation	04:09
Product Demo Presentation	05:34
Educating and Developing Options	07:16
Presenting Pricing Options	05:24
Sales Process: Summary	05:03

Inbound Selling: Introduction	03:08
Buying Process: Example	04:07
Learning more about the Client	03:06
How to Answer the Questions	04:15
Online Resources	01:41
Clarification Questions	01:54
The Phone Conversation	03:36
Your Inbound Selling Process	05:08

Influencing Change: Introduction	01:49
3 Components of Change: People, Reduce, Gain	01:21
Understanding How People Think	03:00
3 Types of People	02:52
Sales Story: Hound Dog Gets Up	03:21
Gain and Magnitude	02:44
Example: Energy Saving Company	04:44
Sales Toolbox	02:13
Gain Acceptance	02:07
Reduce Perceived Effort	04:07
Influencing Change: Take-aways	04:07

Negotiation Persuasion: Introduction	02:29
Rule of Selling: Listen More, Talk Less	06:43
Sales Tactic: Mirroring	04:36
Sales Tactic: Mirroring – Examples	01:20
Sales Tactic: Labeling	08:06
Sales Tactic: Open-ended Questions	03:31
Handling Unreasonable Requests	04:55
Handling Impossible Requests	04:47
Getting Small Commitments	05:02
The Iceberg-'No'	03:06
Antagonize the Prospect	06:15
Better than Yes	03:48
Blocking Objections	05:17
Sales Tip: Deadlines	02:09
Decision-making: Fairness	02:48
Negotiation: Checklist	02:27

Pricing Strategies: Introduction	02:28
Cost Plus Pricing	03:05
Market-based Pricing	03:08
Premium (SKIM) Pricing	02:59
Penetration (Market Gain) Pricing	03:08
Cost Plus (Loss Leader) Pricing	02:31
Tiered Pricing	03:34
Market-based (Channel) Pricing	02:38
Value-based Pricing	03:40
Pricing Strategies: Summary	02:11

Qualifying Fit	09:01
Qualifying Opportunity	06:39
Qualifying Buyer	08:49

Qualifying Sales Opportunities: Introduction	01:28
Client Acquisition Cost (CAC)	05:28
Qualify Your Client: Market Fit	03:09
Qualify Your Client: Situational Fit	02:57
Qualify Your Client: Financial Fit	03:58
Qualify Your Client: Timeline Fit	04:21
Qualify Your Client: Ideal Client Fit	01:42
Disqualification of Clients	02:38
Sales Concept: Lead-scoring	04:30
Qualifying Sales Opportunities: Take-aways	01:34

Shifting the Buyers Mindset: Introduction	03:00
Sales Strategy: Issue Isn´t Statement	04:07
Sales Strategy: Issue Isn´t Question	03:04
Sales Strategy: Agreement Frame	05:42
Sales Strategy: Agreement and Issue Isn´t Statement	01:53
Sales Strategy: Almost Agreement	02:31
Sales Strategy: Almost Agreement (Multiple Objections)	03:00
Sales Strategy: Power of 'But'	04:49
Shifting the Buyers Mindset: Take-aways	02:47

Time Management: Introduction	01:32
End-goal Setting	05:25
Defining Tasks on a Day-to-Day Basis	02:20
Specific Categorization of Tasks	01:46
Sales Concept: Golden Hours	02:32
Time Boxing	09:19
Sales Concept: Time Boxes and Calendar Apps	02:28
Sales Concept: Eisenhower Matrix	02:23
Fallacy of Multitasking	05:33
Pomodoro Method	06:33
End-of-Day Sprint	02:07
Time Management: Take-aways	04:30

Upselling: Introduction	01:42
Sales Strategy: How to Use Upselling	04:25
Upselling Tactic: Risk Averse and Buyer's Regret	03:10
Upselling Tactic: Mental Ownership	04:04
Upselling Tactic: Contrast Effect	02:25
Upselling Tactic: Foot in the Door	02:37

Shift in Selling	05:06
Sales Philosophy 2.0	03:37
Value Impact	04:41
Product Description	02:36
Sales Feature: Benefit Inventory	02:39
Target Market	03:57
Buyer Types	03:24
Datamining	03:11
Sales Process	04:48
Buying Process	06:10
Sales Scenario	03:16
Value-centric Selling: Section Review (Part 1)	02:41
Sales Scenario: Client Mindset	05:09
Client's Economic Mindset	02:08
Value-centric Sales Model	04:16
Sales Proof Tools	03:10
Sales Strategy: Give Insights	03:26
Types of Insights	02:20
Value-centric Selling: Section Review (Part 2)	02:51
Anticipate Objections	02:19
Blocking Objections	04:25
Blocking Objections (Bonus Sequence)	09:40
Sales Process: Presentation Phase	01:31
Sales Narrative and Key Messages	03:58
Sales Process: Inventory – Presentation	02:04
Sales Process: Sequence – Presentation	03:37
Sales Process: Slide Layout – Presentation	03:26
ROI Sales Scenario	02:52
Isolating Client Issues	02:02
Case Study: Maintenance and Downtime #1 – ROI Critical Issue	02:57
Case Study: Maintenance and Downtime #2 – ROI Critical Issue	03:25
Case Study: Costs – ROI Critical Issue	01:49
ROI Calculation	02:35
5 Reasons Clients Don't Buy	03:19