Course curriculum

  • 1

    Welcome to the course!

    • Intro to Triangle Selling
  • 2

    The SCALE Framework

    • The SCALE Framework for Measuring Rapport

    • Examples of SCALE "in action"

    • Check Your Learning: S.C.A.L.E.
  • 3

    The PLAN Framework

    • Are Your Sales Stages Slowing You Down?

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

    • P.L.A.N. Example

    • Evaluating P.L.A.N. Examples

    • Check Your Learning: P.L.A.N.

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

    • Velocity P.L.A.N. Example

    • Check Your Learning: Velocity P.L.A.N.
  • 4

    The SCAN Framework

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

    • Check Your Learning: S.C.A.N. and C.A.U.S.E.
  • 5

    The Priority Path Framework

    • Follow the Priority Path To Reveal Urgency

    • Example of Priority Path

    • Check Your Learning: Priority Path
  • 6

    The Rest of The Triangle: Resources & Resistance

    • Uncover the Resources That Kill Deals

    • Check Your Learning: Resources

    • Understand Buyer Resistance & How to Overcome It

    • Check Your Learning: Resistance
  • 7

    Congratulations!

    • Congratulations!