Course curriculum

  • 1

    About this Course

    • What is Triangle Selling?

    • Welcome & Initial Impact

    • What are your goals for this course?

    • Using your B2B Professional Selling Workbook

  • 2

    Triangle Selling: The Modern B2B Sales Course

    • Intro to Triangle Selling

    • YOUR TURN: Let's Hear Your Elevator Pitch

    • How Do You Evaluate Your Elevator Pitch?

    • Direct v. Indirect Competition

    • What is your Winning Zone

    • Check Your Learning: Winning Zone

    • Your Turn: Define Your Winning Zone

    • The Target Market Matrix trumps an Ideal Customer Profile (ICP) for selling today

    • Your Turn: Good, Ideal, and Rejected prospects

    • What 3 Emotions Will Make Your Winning Zone Prospects Buy From You?

    • Check Your Learning: Emotions that Drive Buying Decisions

    • Creating Winning Discovery Questions Like a Trusted Advisor

    • Your Turn: Feature, Benefit, Problems Solved

    • How to S.C.A.N. Your Prospects for Pain

    • Check Your Learning: S.C.A.N. and C.A.U.S.E.

    • Your Turn: Build Out Your Pain Questions

    • Follow the Priority Path To Reveal Urgency

    • Check Your Learning: Priority Path

    • Example of Priority Path

    • When Should you Talk About Your Product or Service?

    • How To Establish Rapport Without Selling Your Soul

    • The Only Sales Psychology You Need - In Six Minutes

    • Check Your Learning: S.C.A.L.E.

    • Examples of S.C.A.L.E. in Selling Conversations

    • YOUR TURN: Measure Your Deals Using S.C.A.L.E.

    • Are Your Sales Stages Slowing You Down?

    • Use P.L.A.N. To Control Meetings & Create Urgency

    • Check Your Learning: P.L.A.N.

    • P.L.A.N. Example

    • Evaluating P.L.A.N. Examples

    • Example of P.L.A.N., Priority Path and Discovery in action

    • The Secret Formula for Closing Fast: The Velocity P.L.A.N.

    • Check Your Learning: Velocity P.L.A.N.

    • Velocity P.L.A.N. Example

    • Avoiding The 7 Deadly Deal Killers

    • Uncover the Resources That Kill Deals

    • Example of Uncovering Resources In Action

    • Check Your Learning: Resources

    • Stop Handling Objections & Start Managing Resistance

    • Understand Buyer Resistance & How to Overcome It

    • Check Your Learning: Resistance

    • Examples of Resistance in Action

    • How to Demo & Present So Your Prospect Sells YOU

    • Check Your Learning: Demos & Presentations

    • Example Demo In Action

    • H.E.L.P. Keep Your Prospect Engaged from Meeting to Meeting

    • BONUS: How to Get Tons of Referrals

    • BONUS: Why Note Taking Matters

    • BONUS: How To Close Inbound - They are NOT As Warm As You Think

    • Congratulations!