Triangle Selling Course
Get out of the classroom, and join thousands of sales professionals who are consistently outperforming their peers with access to the most impactful tools, curriculum, and reinforcement relevant to B2B sales in 2020.
What is Triangle Selling?
FREE PREVIEWWelcome & Initial Impact
What are your goals for this course?
Using your B2B Professional Selling Workbook
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!