Sales & Negotiation Skills Masterclass

Introduction To The Course
3 Lessons
- Sales Skills Introduction
  Start
- Sales Skills Course Overview
  Start
- Sales Skills Activities To Complete
  Start
Self Development For The Sales Consultant
15 Lessons
- Mod 01 01 The Mind Of A Consultant
  Start
- Mod 01 02 Mastering Sales Is Mastering Life Skills
  Start
- Mod 01 03 The Continuous Journey
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- Mod 01 04 Universal Laws Of Success
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- Mod 01 05 The Three Pillars Of Success
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- Mod 01 06 Personal Honesty
  Start
- Mod 01 07 Diligence
  Start
- Mod 01 08 Deferred Gratification
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- Mod 01 09 Suppression Of Principle
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- Mod 01 10 Emotional Intelligence
  Start
- Mod 01 11 Core Principles Of Emotional Intelligence
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- Mod 01 12 The Problem Is Internal
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- Mod 01 13 The Two Motivational Forces
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- Mod 01 14 Product Confidence
  Start
- Mod 01 15 Sales Consultant Activities To Complete
  Start
Understanding Worldviews And Negotiation
26 Lessons
- Mod 02 01 The Train Track - Pre-Suppositional Sales Defined
  Start
- Mod 02 02 What Is A Worldview
  Start
- Mod 02 03 Why Pre-Suppositions Are Important
  Start
- Mod 02 04 Two Modes Of Thinking
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- Mod 02 05 Logical Thinking
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- Mod 02 06 Emotional Thinking
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- Mod 02 07 The Dumb Dog
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- Mod 02 08 How We Create Our Values
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- Mod 02 09 Examples Of Rational Ideas
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- Mod 02 10 Examples Of Emotional Beliefs
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- Mod 02 11 Examples Of Values
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- Mod 02 12 Rational Or Emotional
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- Mod 02 13 Finding Someones Presuppositions
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- Mod 02 14 When The Presuppositions Are Not Clear
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- Mod 02 15 The Bank Robber Example
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- Mod 02 16 Why People Buy
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- Mod 02 17 How We Make Buying Decisions
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- Mod 02 18 Matching A World View
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- Mod 02 19 Testing A Worldview
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- Mod 02 20 Test Your Presuppositions
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- Mod 02 21 What Is A Buyer Persona
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- Mod 02 22 Presuppositional Buyer Persona Exercise
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- Mod 02 23 Creating The Persona
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- Mod 02 24 Traditional Buyer Personas
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- Mod 02 25 Combined Buyer Personas
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- Mod 02 26 Journal Activities To Complete
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The SMART Process - How To Manage Your Emotions In Sales
24 Lessons
- Mod 03 00 SMART Copyright
  Start
- Mod 03 01 The SMART Process
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- Mod 03 02 Controlling The Room
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- Mod 03 03 The Core of SMART
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- Mod 03 04 How Negative Emotion Controls Us
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- Mod 03 05 How We Take Control
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- Mod 03 06 The 5 Steps Of SMART
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- Mod 03 07 Separate
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- Mod 03 08 Monitor
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- Mod 03 09 Assess
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- Mod 03 10 Replace
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- Mod 03 11 Trust
  Start
- Mod 03 12 SMART In Action
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- Mod 03 13 The SMART Sales Call In Full
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- Mod 03 14 I Will Never Be Any Good At Sales
  Start
- Mod 03 15 The Power Of Self Talk
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- Mod 03 16 Using SMART For Self Development
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- Mod 03 17 Two Uses Of SMART
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- Mod 03 18 Short Term Emotional Management
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- Mod 03 19 Long Term Character Development
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- Mod 03 20 Experienced Negative Emotional Beliefs
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- Mod 03 21 Taught Negative Emotional Beliefs
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- Mod 03 22 Internal Negative Emotional Beliefs
  Start
- Mod 03 23 Activities To Complete For SMART
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Getting Ready For Passengers
7 Lessons
- Module 04 - 01 Getting Ready For Your Passengers
  Start
- Module 04 - 02 Know Your Product
  Start
- Module 04 - 03 Product Strengths And Weaknesses
  Start
- Module 04 - 04 Knowing Your Competition
  Start
- Module 04 - 05 Become The Expert
  Start
- Module 04 - 06 Value Propositions
  Start
- Module 04 - 07 Activities To Complete Preparing For Your Passengers
  Start
Planning Your Sales Route
5 Lessons
- Module 05 - 01 Planning Your Route
  Start
- Module 05 - 02 Building Your CRM Flow
  Start
- Module 05 - 03 Data Analysis
  Start
- Module 05 - 04 Implementing Your Sales Funnel
  Start
- Module 05 - 05 Activities To Complete For Your Route
  Start
How To Prospect For Clients
11 Lessons
- Module 06 - 01 Prospecting The Three Rules
  Start
- Module 06 - 02 Qualifying Prospects
  Start
- Module 06 - 03 Identifying The Contacts Role
  Start
- Module 06 - 04 Dealing With The Gatekeeper
  Start
- Module 06 - 05 Dealing With Influencers
  Start
- Module 06 - 06 Dealing With Champions
  Start
- Module 06 - 07 Dealing With Decision Makers
  Start
- Module 06 - 08 Contact Identification Exercise
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- Module 06 - 09 Prospecting Secrets
  Start
- Module 06 - 10 Getting Entrance Into The Castle
  Start
- Module 06 - 11 Activities To Complete For Dealing With Prospecting
  Start
Prospecting By Networking
7 Lessons
- Module 07 - 01 Prospecting By Networking
  Start
- Module 07 - 02 Classification Of Networks
  Start
- Module 07 - 03 Door To Door Sales
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- Module 07 - 04 Door To Door Conversation Methods
  Start
- Module 07 - 05 Getting The Most Out Of Your Networking
  Start
- Module 07 - 06 The Elevator Pitch
  Start
- Module 07 - 07 Activities To Complete For An Elevator Pitch
  Start
Prospecting By Phone
10 Lessons
- Module 08 - 01 Finding Prospects By Phone
  Start
- Module 08 - 02 Planning Your Phone Calls
  Start
- Module 08 - 03 Split Testing Your Scripts
  Start
- Module 08 - 04 Dealing With The Gatekeeper Script
  Start
- Module 08 - 05 Dealing With The Influencer Script
  Start
- Module 08 - 06 Dealing With The Champions Script
  Start
- Module 08 - 07 Dealing With Decision Makers Script
  Start
- Module 08 - 08 Other Call Support Material
  Start
- Module 08 - 09 Voicemail Techniques
  Start
- Module 08 - 10 Activities To Complete For Prospecting By Phone
  Start
Prospecting Online - Social Selling
11 Lessons
- Module 09 - 01 The Power Of Online Prospecting
  Start
- Module 09 - 02 Online Prospecting Tools
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- Module 09 - 03 Email Statistics
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- Module 09 - 04 Understanding Spam
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- Module 09 - 05 Permission Based Email Marketing
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- Module 09 - 06 Places To Get Their Email Addresses From
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- Module 09 - 07 Email Writing Tips
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- Module 09 - 08 AIDA Copywriting
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- Module 09 - 09 A Sample Email Using AIDA
  Start
- Module 09 - 10 Activities Create Your Own Email Using AIDA
  Start
- Module 09 - 11 Activities To Complete Prospecting By Email
  Start
How To Make Friends That Become Customers
12 Lessons
- Module 10 - 01 Making Friends
  Start
- Module 10 - 02 Ten Rules Of Friendliness Part 1
  Start
- Module 10 - 03 Ten Rules Of Friendliness Part 2
  Start
- Module 10 - 04 Recommended Reading
  Start
- Module 10 - 05 Personality Types
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- Module 10 - 06 Meet The Blues
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- Module 10 - 07 Meet The Reds
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- Module 10 - 08 Meet The Greens
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- Module 10 - 09 Meet The Yellows
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- Module 10 - 10 Advanced Profiling
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- Module 10 - 11 Profiling Bob
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- Module 10 - 12 Activities To Complete On Friendliness
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Body Language - How To Read Your Prospect
29 Lessons
- Module 11 Part 1 01 Reading The Body
  Start
- Module 11 Part 1 02 Social Spaces
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- Module 11 Part 1 03 Distance Can Change
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- Module 11 Part 1 04 Three Classes Of Body Language
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- Module 11 Part 1 05 Aggressive Body Language
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- Module 11 Part 1 06 Defensive Body Language
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- Module 11 Part 1 07 Friendly Body Language
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- Module 11 Part 1 08 Ten Body Language Patterns
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- Module 11 Part 1 09 The Crossing Pattern
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- Module 11 Part 1 10 The Expanding Pattern
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- Module 11 Part 1 11 The Defensive Moving Away Pattern
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- Module 11 Part 1 12 The Moving Towards Pattern
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- Module 11 Part 2 01 The Opening Pattern
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- Module 11 Part 2 02 Preening Pattern
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- Module 11 Part 2 03 Repeating Pattern
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- Module 11 Part 2 04 Shaping Pattern
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- Module 11 Part 2 05 Striking Patterns
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- Module 11 Part 2 06 The Touching Pattern
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- Module 11 Part 2 07 Ten Core Patterns Exercise
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- Module 11 Part 2 08 Personality Type Body Language
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- Module 11 Part 2 09 Micro Expressions
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- Module 11 Part 2 10 Seven Common Micro Expressions
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- Module 11 Part 2 11 Your Body Language The Importance Of Control
  Start
- Module 11 Part 2 12 Tracking Their Body Language
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- Module 11 Part 2 13 What Are They Responding To The Three Factors
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- Module 11 Part 2 14 Moving Them Through The Sale
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- Module 11 Part 2 15 Body Language Flow
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- Module 11 Part 2 16 Dealing With More Than One Person
  Start
- Module 11 Part 2 17 Activities To Complete Body Language
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Listening To Your Customers - The Best Kept Secret
25 Lessons
- Mod 12 01 The Art Of Questioning And Listening
  Start
- Mod 12 02 How To Show You Are Listening
  Start
- Mod 12 03 Product Based Sales
  Start
- Mod 12 04 Needs Based Sales
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- Mod 12 05 Needs Analysis Funnel
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- Mod 12 06 The Needs Analysis Stages
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- Mod 12 07 The Two Types Of Questions
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- Mod 12 08 Open Questions
  Start
- Mod 12 09 Closed Questions
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- Mod 12 10 The Quick Sale Mobile Example
  Start
- Mod 12 11 The Quick Sale Training Session Example
  Start
- Mod 12 12 The Quick Sale Exercise
  Start
- Mod 12 13 The Three Simple Question Technique
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- Mod 12 14 The Echo Technique
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- Mod 12 15 The 5 Ws
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- Mod 12 16 Washing Machine Retail Sale Example
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- Mod 12 17 The Five Whys
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- Mod 12 18 The Five Whys - George
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- Mod 12 18 The Five Whys - Sally
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- Mod 12 19 The Five Whys - Terry
  Start
- Mod 12 20 Why You Do Not Own A Yacht
  Start
- Mod 12 21 Additional Tools
  Start
- Mod 12 22 Needs Analysis Mind Map
  Start
- Mod 12 23 Needs Analysis Sheet
  Start
- Mod 12 24 Questioning And Listening Activities
  Start
How To Negotiate Successfully
38 Lessons
- Mod 13 01 The Negotiation Station
  Start
- Mod 13 02 Core Principles Of Negotiation
  Start
- Mod 13 03 Focusing On Them
  Start
- Mod 13 04 Everyone Has To Win
  Start
- Mod 13 05 Matching Values
  Start
- Mod 13 06 The Path Of Least Resistance
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- Mod 13 07 Shifting The Weight
  Start
- Mod 13 08 The Persuasion Secret
  Start
- Mod 13 09 How To Persuade Someone
  Start
- Mod 13 10 The Electric Car
  Start
- Mod 13 11 The Fashionable Trainers
  Start
- Mod 13 12 Competency Levels
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- Mod 13 13 Assessing Competency Levels
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- Mod 13 14 Features Benefits And Values
  Start
- Mod 13 15 The Christmas Tree Negotiation
  Start
- Mod 13 16 B2B Value Propositions
  Start
- Mod 13 17 Deepening The Value
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- Mod 13 18 Over Decorating The Tree
  Start
- Mod 13 19 The Big 12
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- Mod 13 20 Authority
  Start
- Mod 13 21 Social Proof
  Start
- Mod 13 22 Group Identity
  Start
- Mod 13 23 Deflecting Fault
  Start
- Mod 13 24 Ask For Advice
  Start
- Mod 13 25 Compliment Their Negotiations
  Start
- Mod 13 26 Reciprocity
  Start
- Mod 13 27 Scarcity
  Start
- Mod 13 28 Off Set Values
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- Mod 13 29 Stepped Commitments
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- Mod 13 30 Fear And Hope
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- Mod 13 31 Ranked Priorities
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- Mod 13 32 Negotiating A Price
  Start
- Mod 13 33 The Market Price
  Start
- Mod 13 34 The Anchor Price
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- Mod 13 35 The Walk Away Price
  Start
- Mod 13 36 The First Offer
  Start
- Mod 13 37 The Counter Offer
  Start
- Mod 13 38 Activities To Complete Negotiation Skills
  Start
How To Handles Sales Objections
39 Lessons
- Mod 14 01 Handling Objections
  Start
- Mod 14 02 The Golden Rule
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- Mod 14 03 Why Objections Happen
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- Mod 14 04 Objection Tags
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- Mod 14 05 Objection Type
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- Mod 14 05 Objection Type
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- Mod 14 06 Objection Class
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- Mod 14 07 Objection Source
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- Mod 14 08 The Clarification Process
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- Mod 14 09 The Onion Techniqu
  Start
- Mod 14 10 Test The Objection Type
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- Mod 14 11 Classify The Objection
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- Mod 14 12 Test The Objection Source
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- Mod 14 13 Summarise The Objection
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- Mod 14 14 The Objection In Full
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- Mod 14 15 Acknowledge The Objection
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- Mod 14 16 Acknowledgement Examples
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- Mod 14 17 Emotional Objections
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- Mod 14 18 Feel Statements
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- Mod 14 19 Felt Statements
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- Mod 14 20 Found Statements
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- Mod 14 21 Feel Felt Found Example
  Start
- Mod 14 22 Rational Objection Guidelines
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- Mod 14 23 Responding To Rational Objections
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- Mod 14 24 Sharing Data And Information
  Start
- Mod 14 25 Data Sharing Techniques
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- Mod 14 26 Using The Right Techniques
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- Mod 14 27 Valid Objections
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- Mod 14 28 How To Handle Class Objections
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- Mod 14 29 Authority Objections
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- Mod 14 30 Types Of Relationship Objections
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- Mod 14 31 Existing Relationship Objections
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- Mod 14 32 Third Party Relationship Objections
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- Mod 14 33 No Relationship Objections
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- Mod 14 34 Knowledge Objections
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- Mod 14 35 Convenience Objections
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- Mod 14 36 Price Objections
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- Mod 14 37 Objection Handling Sheets
  Start
- Mod 14 38 Remove The Objection
  Start
Dealing With Difficult People
21 Lessons
- Mod 14 39 Dealing With Difficult People
  Start
- Mod 14 40 Use SMART
  Start
- Mod 14 41 Grow Some Thick Skin
  Start
- Mod 14 42 Mountaintop Example
  Start
- Mod 14 43 Finding Common Ground
  Start
- Mod 14 44 Focus On The Issue
  Start
- Mod 14 45 A Soft Answer
  Start
- Mod 14 46 Stress Fractures
  Start
- Mod 14 47 Be Their Only Friend
  Start
- Mod 14 48 Types Of Character Traits
  Start
- Mod 14 49 The Demander
  Start
- Mod 14 50 The Dectractor
  Start
- Mod 14 51 The Dynamite
  Start
- Mod 14 52 The Dumper
  Start
- Mod 14 53 The Drainer
  Start
- Mod 14 54 The Disappointer
  Start
- Mod 14 55 The Dictator
  Start
- Mod 14 56 Handling Objections Before The Meeting
  Start
- Mod 14 57 Reducing Objections
  Start
- Mod 14 58 Setting Up An FAQ Page
  Start
- Mod 14 59 Objection Handling Activities To Complete
  Start
Closing The Sale
5 Lessons
- Module 15 01 Destination Station Closing The Sale
  Start
- Module 15 02 Understanding Closes
  Start
- Module 15 03 Understanding Buying Signals
  Start
- Module 15 04 Closing Questions
  Start
- Module 15 05 Activities To Complete Closing The Sale
  Start
The Value Of Lifetime Customers
5 Lessons
- Module 16 01 Season Tickets The Biggest Source Of Revenue CC
  Start
- Module 16 02 Understanding Season Tickets Our Highest Goal
  Start
- Module 16 03 First Class Passengers After Sales Care
  Start
- Module 16 04 The Revolution - Practicing The Principles
  Start
- Module 16 05 Thank You And Get In Touch
  Start

Sales & Negotiation Skills Masterclass

Learn How To Become A Master Sales Consultant Using Ethical Sales & Negotiation Techniques - Go From Beginner To Advanced

Course Pricing

Sales & Negotiation Skills Masterclass

What You Will Learn In The Course

Course Curriculum

Introduction To The Course

Self Development For The Sales Consultant

Understanding Worldviews And Negotiation

The SMART Process - How To Manage Your Emotions In Sales

Getting Ready For Passengers

Planning Your Sales Route

How To Prospect For Clients

Prospecting By Networking

Prospecting By Phone

Prospecting Online - Social Selling

How To Make Friends That Become Customers

Body Language - How To Read Your Prospect

Listening To Your Customers - The Best Kept Secret

How To Negotiate Successfully

How To Handles Sales Objections

Dealing With Difficult People

Closing The Sale

The Value Of Lifetime Customers

Mark Timberlake