This course is designed as an adventure of discovery. You will be tested, taught and transformed through a series of lectures, readings and real-world exercises that are designed to push you up and out of your comfort zone. We will explore both Business to Business (B2B) and Business to Consumer (B2C) selling and entrepreneurship issues and concepts. You will explore frameworks that define and clarify the knowledge, skill and discipline to be successful in selling.
Your assignments will include a barter exercise, quizzes, and the creation of a practical and robust Sales Toolkit that consists of these ten tools:
1) A filtered target list
2) Your Sales Trailer℠
3) The Art of the Sales Conversation
4) A prospecting script
5) An introductory email
6) A Qualification Questions Checklist
7) A list of Impact Questions
8) An Objections and Responses Checklist
9) A Proposal
10) Your Story Matrix℠
My goal with this course is that no matter what your current level of ability, we help you build your Sales Toolkit and master the selling skills and disciplines that will change your life!
Syllabus
Week 1: Get Ready!
Week 2: The Entrepreneurial Selling Process
Week 3: Selling Happens in a Conversation
Week 4: Qualifying & Handling Objections
Week 5: Running High Impact Meetings & Telling Great Stories