The Sales Mastery Program

Learn how the best sellers close more deals and stand out from the competition. The module includes these lessons:

• A Dramatic Source of Untapped Value for Buyers: You
• What Sales Winners Do Differently
• The 5 Cases Every Seller Must Make

Learn how to position yourself as the best possible choice for your buyers. The module includes these lessons:

• The 3 Legs of the Value Proposition Stool
• Persuading Buyers You Are Different
• Substantiating Buyer Belief

Stand out in a competitive market by differentiating yourself and your offerings. The module includes these lessons:

• How to Differentiate in Sales
• Two Types of Differentiation

Don't just say you "get results". Craft a compelling statement to outline the benefits of buying from you. The module includes these lessons:

• The Difference Between Value Propositions and Value Proposition Positioning Statements
• Developing Your Value Proposition Positioning Statement
• Delivering Your Value Proposition Positioning Statement as a Conversation
• Tactical Tips for Crafting and Delivering a Value Proposition Positioning Statement
• Assignment: Craft and Deliver a Value Proposition Positioning Statement

Trust is the foundation for winning sales. Learn to build trust and expand your opportunities. The module includes these lessons:

• The Power of Trust in Sales
• 4 Keys to Building Trust in Sales
• Demonstrating Your Capability
• How Dependability Builds Trust
• Integrity and Intimacy: Building Durable Bonds of Trust
• Tactical Tips for Building Trust in Sales
• Assignment: Identify Ways You Will Build Trust

Learn to balance advocacy and inquiry to lead persuasive sales conversations. The module includes these lessons:

• The RAIN Selling Conversation Framework
• Leading Larger Group Meetings vs. One-on-One Meetings

Rapport-building is a skill that can taught like any other. By mastering rapport, you can build strong relationships with buyers. The module includes these lessons:

• EASE: The 4 Principles of Rapport
• How Active Listening Works
• The Power of Questions for Developing Rapport
• Developing Empathy
• Coming Across as Your Authentic Self
• People Like People Like Them: The Principle of Similarity
• Creating Shared Experience to Build Rapport and Relationships
• Assignment: Identifying Techniques to Build Rapport

When you uncover a buyer's full set of needs—including those they might not be immediately aware of—you can craft a solution that's relevant for them. The module includes these lessons:

• Types of Needs Buyers Have
• Powerful Questions for Sales Meetings and Needs Discovery
• The Power of Afflictions and Aspirations
• The Power of Why
• Creating a Shared Understanding of Needs
• The Key to Leading a Thorough Needs Discovery Meeting
• 10 Tactical Tips for Leading a Thorough Needs Discovery
• Assignment: Prepare for a Needs Discovery Conversation

The impact of your solution goes beyond ROI. Learn methods for demonstrating impact and conveying it to your buyers. The module includes these lessons:

• The Keys to Communicating Impact
• Understanding and Building Your Impact Model
• Questions to Ask that Will Uncover Impact
• Building Impact Cases Buyers Believe
• Demonstrating Buyer Impact Virtually
• Tactical Tips for Making a Powerful Impact Case

Drive change in sales by educating buyers about their New Reality—the end result of working with you. The module includes these lessons:

• Selling is About Driving Change
• The Key to Driving Change in Sales: The New Reality
• Building a Buyer Change Blueprint: The Case for Change on a Page
• Planning to Build a Buyer Change Blueprint
• Presenting a Buyer Change Blueprint
• 10 Tactical Tips to Paint the New Reality Picture
• Assignment: Build a Buyer Change Blueprint

Learn how to resonate with buyers and persuade them to take action. The module includes these lessons:

• Influence and Persuasion in Selling
• 11 Principles of Influence in Sales
• Resonating with Buyers' Wants and Needs
• Influencing Buyers to Take Action
• Ideas for Influencing your Virtual Persuasiveness
• Tactical Tips to Influence and Persuade in Sales
• Assignment: Maximizing Persuasion and Influence in Sales

Understand the motivations and buying styles of these 6 personas to adapt your selling accordingly. The module includes these lessons:

• The 6 Buyer Personas in Brief
• How to Identify the 6 Buyer Personas
• Working with Decisive Danielle, Relationship Renee, and Analytical Al
• Working with Consensus Claire, Skeptical Steve, and Innovator Irene
• Tactical Tips for Selling to the 6 Buyer Personas
• Assignment: Communicating with Different Buyer Personas

Objections are not the end of a sale—they're opportunities to learn more about your buyer and further the conversation. The module includes these lessons:

• Why Objections are a Good Thing
• 4 Types of Objections
• 4-Step Process for Overcoming Objections
• Types of Money Objections and How to Address Them
• Overcoming Objections Before They Happen
• Tactical Tips for Overcoming Buyer Objections
• Assignment: Planning for Buyer Objections

Sellers that win plan in advance to do so. Learn to manage and win your most important opportunities. The module includes these lessons:

• Introduction to Sales Opportunity Management
• Sales Opportunity Planning: An Overview
• Essential Elements of Sales Opportunity Planning
• 4 Buying Mindsets
• How the Buying and Selling Process Works
• Assignment: Plan to Win an Opportunity

Lead successful proposal presentations that impress buyers and outshine the competition. The module includes these lessons:

• Great Proposal Presentations: Buyers Sound Off
• Components of a Compelling Proposal Presentation
• Delivering Proposal Presentations: Opening with the Current State and New Reality
• Delivering Proposal Presentations: Impact, a Breakthrough Approach, and the 4 Whys
• The Structure and Timings of Your Proposal Presentation
• Keys to Leading a Successful Proposal Presentation
• Before the Presentation: Lead Your Team, Research the Audience, Plan Logistics, and Beat the Competition
• During and After the Presentation: Tell a Story, Orchestrate the Dialogue, Prepare for Q&A, and Impress Afterwards