Course Description

Matt Jones

Course curriculum

  • 1

    Module 1 - Background And Preparation

    • Gordon's Welcome Message

    • House Keeping Item - DRIP Schedule For This Course - If Turned ON

    • House Keeping Item - EMAIL SUPPORT

    • House Keeping Item - BP's vs. BPC's (they are the same thing)

    • Overall Goal Of The Training

    • What You Will Learn In This Training And Benefits You Can Achieve

    • First - There Is No Need to "Scrap" How You Sell Now

    • Why Behavior Patterns And Why Are They So Much More Effective Than Traditional Selling Techniques

    • How Behavior Pattern Selling Is Different From Traditional Top 20 Selling Methods

    • What Exactly Is A Master Closer?

    • Goals Of A Sales Call According To A Master Closer

    • NON-GOALS Of A Sales Call According To A Master Closer

    • Eliminating Your Biggest Fears During The Sales Process

    • Determining The Prospect's Real Agenda - It's NOT What You May Think

    • Why Prospects Don't Buy

    • How To Get And Remain In Rapport With The Prospect

    • How To Look, Act And Behave During The Sales Process

    • Detailing Your Current Sales Process

    • Objections You Receive (Reasons you lose business or the prospect doesn't buy from you right now)

    • Why You Need To Sell This Way Today

    • Week 1 Summary
  • 2

    Module 2 - Behavior Patterns And The Proper "Frame"

    • The Behavior Patterns - The Foundation Of Everything

    • Closeworthy

    • How Do You Help Clients?

    • Homework
  • 3

    Module 3 - Beginning The Process

    • Your 3 Lists

    • Asking The Hard Questions Softly

    • Momentum Phrases To Keep Things Moving

    • My Overall Strategy Of Getting Everything On The Table In Advance

    • Objection Handling

    • Rules And Guidelines

    • Demos, Presentations, Proposals
  • 4

    Module 4 - The Main Steps From Start To Finish

    • The Big Secret

    • The Formula And Steps

    • Criteria

    • Disarm

    • Pain + Budget

    • Urgency

    • Options

    • Objections

    • Timeline, Decision Maker And Process

    • Closing
  • 5

    Module 5 - Final Touches

    • Sales Meeting Questions And Accurate Forecasts

    • Effectively Selling To Groups

    • Reviving Dead Accounts

    • Prospects Aren't Responding To Your Calls Or Emails

    • Negotiating Tips

    • Referral Tips
  • 6

    Module 6 - Support And Practice

    • REVIEW, PRACTICE, SUPPORT
  • 7

    Module 7 - Support And Practice

    • REVIEW, PRACTICE, SUPPORT
  • 8

    Module 8 - Support And Practice

    • REVIEW, PRACTICE, SUPPORT