Course curriculum

  • 1

    About this Course

  • 2

    Triangle Selling: The Modern B2B Sales Course

    • 1. Intro to Triangle Selling

    • 2. YOUR TURN: Let's Hear Your Elevator Pitch

    • 3. How Do You Evaluate Your Elevator Pitch?

    • 4. Direct v. Indirect Competition

    • 5. What is your Winning Zone

    • 6. Check Your Learning: Winning Zone

    • 7. Your Turn: Define Your Winning Zone

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

    • 9. Your Turn: Good, Ideal, and Rejected prospects

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

    • 11. Check Your Learning: Emotions that Drive Buying Decisions

    • 12. Creating Winning Discovery Questions Like a Trusted Advisor

    • 13. Your Turn: Feature, Benefit, Problems Solved

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

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

    • 16. Your Turn: Build Out Your Pain Questions

    • 17. Follow the Priority Path To Reveal Urgency

    • 18. Check Your Learning: Priority Path

    • 19. Example of Priority Path

    • 20. When Should You Talk About Your Product or Service?

    • 21. How To Establish Rapport Without Selling Your Soul

    • 22. The Only Sales Psychology You Need - In Six Minutes

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

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

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

    • 26. Are Your Sales Stages Slowing You Down?

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

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

    • 29. P.L.A.N. Example

    • 30. Evaluating P.L.A.N. Examples

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

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

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

    • 34. Velocity P.L.A.N. Example

    • 35. Avoiding The 7 Deadly Deal Killers

    • 36. Uncover the Resources That Kill Deals

    • 37. Example of Uncovering Resources In Action

    • 38. Check Your Learning: Resources

    • 39. Stop Handling Objections & Start Managing Resistance

    • 40. Understand Buyer Resistance & How to Overcome It

    • 41. Check Your Learning: Resistance

    • 42. Examples of Resistance In Action

    • 43. How to Demo & Present So Your Prospect Sells YOU

    • 44. Check Your Learning: Demos & Presentations

    • 45. Example Demo In Action

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

    • 47. Check Your Learning: H.E.L.P.

    • 48. BONUS: How to Get Tons of Referrals

    • 49. Check Your Learning: D.O.T.S.

    • 50. BONUS: Why Note Taking Matters

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

    • 2-Question Feedback Survey

    • Congratulations!