BONUS - Questioning: EMOTION Vs LOGIC | Focus4growth Sales

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INSPIRE, INFLUENCE, SELL - The Sales Mastery Programme

Welcome

Welcome to the Sales Acceleration Programme (1:50)
Evidence - Why is Sales Process important? (1:34)
Overview of the programme - The 3 Key Areas (3:26)
Introduction to RISE Model (4:36)
Introduction to Prepare2 Framework (3:11)
Introduction to INSPIRe Sales System (4:24)
The Customer Journey & our sales process (4:05)
BONUS - Your PASSION & REASON WHY (7:40)
Ready to get started (1:05)
About the instructor
Downloadable Resources

Mindset & Sales Success Principles

Cultivating a Growth Mindset - Part 1 (7:00)
Cultivating a Growth Mindset - Part 2 (2:24)
Vital Statistics & The 10 Commandments of Sales (6:54)
Test your learning
Downloadable resources

The 'RISE' Framework for Lead Generation & Nurturing

The RISE Model overview (1:47)
R - RESEARCH (4:46)
I - INITIATE (4:18)
S - SOLVE (4:38)
E - EXTEND (4:58)
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Downloadable resources

Prepare2 Framework - Preparing for success!

Prepare2 Framework introduction (4:19)
Prepare2 Worksheet Template (2:15)
BONUS - Remote/ Virtual Selling Top 10 Principles (8:27)
BONUS - Inbound calls (3:30)
BONUS - Your Hook, Setting Objectives & Mental Rehearsal (8:06)
Test your learning
Downloadable Resources

The INSPIRe Sales Process

The INSPIRe Sales System overview (4:48)
Rapport (10:27)
BONUS - Listening - Your Blocks & The Three Levels (9:40)
BONUS - Trust & Relationships (4:46)
Insight & Impact (6:35)
Needs Discovery 1 - Qualifying Questions (3:20)
Needs Discovery 2 - High Quality Open Questions (6:12)
Needs Discovery 3 - Closed, Probe & Magic Question (7:29)
BONUS - Tough Questions - Ask Permission (5:46)
BONUS - Questioning: EMOTION Vs LOGIC (5:35)
BONUS - Questioning - THE PRESUPPOSITION (4:58)
BONUS - Listening, Reflecting & Summarising (10:01)
Solutions Discussion (8:21)
Proposal Agreement (4:52)
BONUS - Handling Objections (5:38)
BONUS - Negotiating (6:05)
BONUS - 6 KEY NEGOTIATION PRINCIPLES (11:58)
Immediate Action (6:24)
Reflection (5:45)
Test your learning
BONUS - Field Visit Sales Coaching Tool (3:32)
BONUS - Webinar Master Remote Sales & Influence (60:23)
Downloadable Resources

Wrap up

Course recap - The Three Models
Your feedback
What's next

Sales Mastermind Workshop Sessions

September 2020 Mastermind (72:42)
October 2020 Sales Mastermind (83:49)
November 2020 Sales Mastermind (81:50)
December 2020 Sales Mastermind (83:18)
January 2021 Mastermind (85:59)
February 2021 Sales Mastermind (79:12)
March 2021 Mastermind (77:05)
April 2021 Mastermind (79:13)
May 2021 Mastermind (77:15)
June 2021 Sales Mastermind (86:37)
July 2021 Sales Mastermind (82:53)
Aug 2021 Sales Mastermind (79:04)
Sept 2021 Mastermind (66:47)
Oct 2021 Sales Mastermind (65:44)
Nov 21 Sales Mastermind (76:50)

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BONUS - Questioning: EMOTION Vs LOGIC

BONUS ND - Emotion Vs Logic.pdf

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