B2B Sales Masterclass: People-Focused Selling

Close deals using world-class discovery, demos, follow-up, and objection handling WITHOUT any shady or pushy tactics.

What you'll learn
Foster the right mindset to confidently reach your sales goals
Use methods of influence to lead your prospect to the best outcome
Understand your prospect and the problems they're trying to solve
Execute immaculate discovery to set yourself up for success
Perfect your demo/pitch to make them want what you're selling
Get buy-in and agreement to close productive next steps
Conduct world-class follow up that makes it easy for your prospect to buy
Handle common objections and deflections with tried and true techniques
Requirements
Students should not be brand new to sales, and should understand the steps of a typical sales cycle and common terminology.
This course will not cover prospecting, but instead focuses on how to sell to the prospect once they're in the door.
Description
Think about how you sell. You may be crushing it, exceeding your quota, and making President's Club every year. But are you selling the RIGHT way?Are you focused on producing a good outcome for your prospect? Are you focused on helping THEM solve their problems and achieve their goals? If you're not doing PEOPLE-focused selling, then you're not doing it right.Whether you're in B2B sales or B2C sales, something that all selling has in common is PEOPLE. I call this B2P sales because you're always selling to a person. When you start to pay attention to how PEOPLE buy, how PEOPLE make decisions, and what motivates PEOPLE to change, your sales career will take a massive step forward.I built this course to teach you how to sell in a way that's not only better for the people you’re selling to but also better for you as the salesperson. A way that you can sell without being shady, or tricking your prospect just to secure the close. A way that makes sure there's a great outcome for everyone.I've collected a lot of knowledge throughout my career, and I want to share that with you. I've built and led teams with hundreds of sales reps and generated hundreds of millions of dollars in revenue. I've been fortunate enough to be named an InsideSales Top 10 Sales Leader, LinkedIn Top Sales Voice 2020, Sales Development Exec of the Year in 2018, and one of the 100 Top Sales Coaches to Watch. And all of that is great. But more importantly, it means that what my teams and I have done and continue to do WORKS.In this course, you'll:Foster the right mindset to confidently reach your sales goalsUse methods of influence to lead your prospect to the best outcomeUnderstand your prospect and the problems they're trying to solveExecute immaculate discovery to set yourself up for successPerfect your demo/pitch to make them want what you're sellingGet buy-in and agreement to close productive next stepsConduct world-class follow up that makes it easy for your prospect to buyHandle common objections and deflections with tried and true techniquesWhat's great is that ALL of this can be done REMOTELY, given the times we're in. I've also included a few tips specific to selling remotely when you're not able to be in the same room as your prospect.Now, in order to see results, you're going to have to put in the work. Don't just watch this course and call it a day. Every step of the way, I want you to put these techniques into practice. I want you to take a good look at the way you sell and figure out what could be better. How could you improve? Incorporate the things you learn in this course and you will see results.I know for a fact you can be incredibly successful in sales and not have to sell your soul to do so. If you're ready to improve the way you sell, and do it the RIGHT way, join me in this course!

Overview

Section 1: Introduction

Lecture 1 Selling Like a Human

Lecture 2 A Note on Remote Selling

Lecture 3 Tips for Remote Work

Section 2: Mindset

Lecture 4 Goal Setting

Lecture 5 Confidence & Focus

Lecture 6 Fear Reduction

Lecture 7 Math of Sales

Lecture 8 You've Got to Want It

Lecture 9 Activity: Goal Setting

Lecture 10 Activity: Know Your Math

Section 3: Influence

Lecture 11 Psychology of Influence

Lecture 12 Tone

Lecture 13 Illusion of Choice Using Leads

Lecture 14 The Power of Words

Lecture 15 Why People Buy

Lecture 16 Exactly What to Say

Section 4: Know Your Buyer

Lecture 17 Buyer's Matrix

Lecture 18 Problem-Based Selling

Lecture 19 WWYCS?

Lecture 20 So the F What?

Lecture 21 Activity: Buyer's Matrix

Section 5: Discovery

Lecture 22 What is the Point of Discovery?

Lecture 23 Bucket Questions

Lecture 24 Why Why Why

Lecture 25 Gap Questions

Lecture 26 Permission-Based Selling

Lecture 27 Activity: Bucket Question & 3 Gap Questions

Section 6: The Pitch

Lecture 28 How to Run a Great Demo

Lecture 29 Educate ("The What")

Lecture 30 Demonstrate ("The How")

Lecture 31 Buy-In ("The Why")

Lecture 32 Mini Close

Lecture 33 Activity: Make Them Hold It

Section 7: Closing

Lecture 34 What is a Close?

Lecture 35 Do They Want It?

Lecture 36 Justify the Price

Lecture 37 Discounting

Section 8: Navigating the End

Lecture 38 Common Flubs & Flaws

Lecture 39 Champion Selling

Lecture 40 Make it Easy for Them to Buy

Lecture 41 Proper Follow Up

Lecture 42 Activity: Follow Up Proposal Deck

Section 9: Objection Handling

Lecture 43 Objection vs. Deflection vs. Rejection

Lecture 44 8 Miling

Lecture 45 Answer & Ask

Lecture 46 Using Testimonials for Objections

Section 10: Conclusion

Lecture 47 Conclusion

Sales reps who are currently responsible (or want to be responsible) for closing new business,Sales reps who want to sell the RIGHT way with no tricks or pushy tactics,Sales reps who are willing to put in the work to improve their approach and technique