Become a Sales Master: The 30-Day Sales Boost Challenge
3.8 (39 ratings)
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Become a Sales Master: The 30-Day Sales Boost Challenge

The Essential Comprehensive Skills Workout for All Sales Professionals Who Want to Wow Clients and Increase Sales
3.8 (39 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
320 students enrolled
Created by John Sweeney
Last updated 9/2015
English
Current price: $10 Original price: $20 Discount: 50% off
1 day left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • 9 Articles
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Listen to 30 inspirational lectures, and download a corresponding daily overview to integrate each lesson
  • Incorporate a daily practice of key behaviors to increase your sales effectiveness
  • Discover how the behaviors and attitudes of improvisation can help you increase your sales
  • Develop a focus in confidence, curiosity, diligence and persistence— resulting in a hot bed of new sales behaviors and ideas
  • Move from a place of fear to one of discovery—a shift that may positively impact several aspects of your life (beyond sales), both personally and professionally
View Curriculum
Requirements
  • No requirements! Just the willingness to put in the effort to follow-through on what you learn by applying the techniques to your sales conversations.
Description

John Sweeney is the owner of the Brave New Workshop, the oldest satirical and improvisation comedy theater in the US. Even before buying the theater and becoming an improviser, John was a successful sales professional, but he wishes he knew then what he does now, as the skills required for improvisation can be directly correlated to successful selling techniques. With the help of a few simple improvisational behaviors John was able to grow his business from four employees and $260,000 in annual revenue to eighty-five employees and over $3 million in annual revenue. He remains the Chief Sales Officer of his company and he attributes his success to his ability to be curious and truly listen to his clients, be diligent about building solutions for their specific needs, be nimble and persist when he encounters objections, and remain confident in the value he brings.

John's methods have been honed and perfected as a result of over 15 years of collaboration with Fortune 500 companies such as Microsoft, PwC, General Mills and UnitedHealth Group.

He has found that improvisation is the perfect vehicle to work on one's selling mindset and behaviors, because it breaks down complex social interactions, people dynamics and cultural norms to the very basics of humanness and how we collaborate, communicate and create.

This course is set up as a 30-day challenge. Each day, John will give you a new sales thought or concept to work on for the day, as well as a challenge activity to help make the integration real so you can start seeing tangible sales results.

And… because it comes from John Sweeney and the Brave New Workshop team, you can count on this not being your typical sales training. Over the course of the next month, expect to laugh and grow a little each day, while painlessly gaining an entire arsenal of new selling techniques.

Who is the target audience?
  • Current sales professionals who want to increase and differentiate their sales
  • Anyone interested in learning tools to enhance your ability to influence others
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Curriculum For This Course
Expand All 39 Lectures Collapse All 39 Lectures 58:27
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COURSE INTRODUCTION
1 Lecture 01:31

We have found that improvisation is a wonderful vehicle to work on one's sales techniques because it breaks down complex social interactions, human dynamics and cultural norms to the very basics of humanness and how we collaborate, communicate and create.

We hope this program will help you see your sales habits through a different lens and arm with you with some practical tools to improve and expand your sales practice.

Preview 01:31
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CONFIDENCE
11 Lectures 17:43
Introduction // Confidence
00:13

We have found that improvisation is a wonderful vehicle to work on one's sales techniques because it breaks down complex social interactions, human dynamics and cultural norms to the very basics of humanness and how we collaborate, communicate and create.

We hope this program will help you see your sales habits through a different lens and arm with you with some practical tools to improve and expand your sales practice.

Preview 04:21

Review what you learned from today's 30-Day Sales Boost Challenge lesson!

Day 1
1 question

Confidence is a key ingredient for successful improv because an improviser's point of view and conclusion are all she can control in this minimalist art form. It is also what sells the audience's comfort level.

During the sales process, there are lots of things that can drop your confidence level and trigger fear… and put your sales into a downward spiral, but the number one thing responsible for knocking your confidence is your own self-judgment. The more you treat yourself with an open mind (and open heart), the more chances you will be willing to take. And as a result, the more selling success you will generate.

Day 2 - Trust Yourself
01:30

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Day 2
1 question

The first step in managing yourself is being aware of your reactions. Performers spend lots of time getting to know themselves and how they react so they can be effective on stage.

As sales people, we also need to be really in touch with the reactions that we're having—we don't want to bore our prospects by being dead in the face, nor do we want to scare them away by over-reacting too much. However, it's hard to know how we show up to the world. Often what's in our own mind's eye is very different from shows up to others. Therefore getting to know our own reactions requires a little insight from friends we trust.

Day 3 - Know Yourself
01:41

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Day 3
1 question

In a great improv scene, the improvisers declare their point of view at the very top of the scene. They let everyone on their team and in the audience know who they are, where they are, and what they're trying to accomplish. As improvisers, if we don't declare our point of view right away at the top of a scene, we can't start the conversation and build the scene based on anything that isn't factual or full of emotion. To be effective, improvisational declarations have to be succinct, honest, clear, authentic and relevant.

In order to immediately engage your client or prospect's attention, a great sales should start in a similar way. You want to start with a clear, concise, confident declaration that explains exactly how the conversation will benefit him.

Day 4 - Communicate Your Point of View
01:35

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Day 4
1 question

Because improvisers perform without very much support in terms of props, scripts, costumes… or even a rehearsal, we learn how to direct our focus toward what we do have to work with, versus what is lacking.

Practice telling yourself repeatedly: “I have everything I need.” If you can embody this mindset when you are selling, your resourcefulness and access to new value propositions will likely impress your clients (and even yourself!)

Day 5 - Know You Have Everything You Need
01:31

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Day 5
1 question

Performers know that it is true emotion and authenticity that “sells” their characters to the audience. When they believe they bring value, they do!

Similarly in any sales conversation, what most resonates with prospects is how much we believe in our products and services. If you believe that your products and services can add value to a customer, so will she!

Day 6 - Love What You Sell
01:58

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Day 6
1 question

Serve the scene! Improvisers enter every scene with the goal of bringing value and assume that they are needed. They ask themselves: “How can I help make this specific scene successful? How can I help my scene partners?”

To create a successful sales conversation, approach it with the same mindset… and do your homework (by knowing your product or service, studying your prospect and being clear about the benefits you offer) to be sure you can deliver.

Day 7 - Focus on Value
01:38

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Day 7
1 question

Improv is at its best when it brings a story to life. Improvisers know that the best way to engage an audience is to draw them into a compelling story.

The art of storytelling can also be used in your sales conversations to draw in prospects by describing the “story” of your product or service in terms of the benefits you provide and why.

Day 8 - Be a Storyteller
01:36

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Day 8
1 question

Improvisation works when the performers are able to incorporate the audience's suggestions in their captivating story. They have to customize their offering based on the specific client, every single time.

During sales your conversations, you must also customize your story based on what each individual client says he needs. In order to do so, your first step is to accumulate a lot of stories so that you are able to make the necessary connections.

Day 9 - Influence By Storytelling
01:24

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Day 9
1 question

Conclusion // Confidence
00:15
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CURIOSITY
9 Lectures 12:46
Introduction // Curiosity
00:13

Improvisers are great listeners because they depend on their scene partners to co-create the scene.

Similarly, sales people co-create sales conversations with their clients… and they can't afford to miss any cues.

Day 10 - Listen and Serve
01:51

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Day 10
1 question

Improvisers are tuned to their environment and grab useful information every moment. In today's world, you can behave like an improviser easily and stay tuned to a diverse set of information channels.

Pay attention to what your ideal client values and what is trending in their world. By staying connected to what's important to them, you will be able to keep your communications more relevant and interesting.

Day 11 - Listen and Learn
01:36

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Day 11
1 question

Improvisers take care of their scene partners and make sure they look great on stage. Since everyone on stage does that, everyone performs better which benefits the scene itself.

If you apply this type of mindset to your sales networks, you may end up finding people who genuinely need the product or service you are selling. By keeping your focus on how you bring value to and make others took good, you may even discover that quality prospects will start finding you.

Day 12 - Network to Serve
01:38

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Day 12
1 question

Improvisers know when it's time to be the center of attention and when it's time to move back. They stay focused on their scene partners to build and balance awareness.

As you engage with your clients and prospects, know when it's time to share your story… and when it's time to actively listen. Build your muscle of awareness by paying attention to their body language. Then, ask open-ended questions that stimulate them to share their needs and interests.

Day 13 - Complement Your Client
01:42

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Day 13
1 question

Improvisation's speed calls for a distinct necessity to stay in the present and focus. We are always on our toes and ready to contribute to the topic at hand.

In contrast, how often do you catch yourself planning on what you are going to say next instead of listening?

Be fully present is a skill that requires both practice and dedication. Notice the little things about your clients and prospects. Make it a point to get out of your own head so that you can spend your energy focusing on the details that matter to them.

Day 14 - Be Present
02:00

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Day 14
1 question

When improvisers are on the spot, they often gravitate towards the style they are most comfortable with. However, great improvisers are able to break that habit and relate to multiple styles.

To become a master of sales, you need to be nimble in order to relate to a variety of people and further your sales conversations in a way that makes each person comfortable. To accomplish this, practice improving your flexibility by surrounding yourself with different communication styles and different types of people than normal.

Day 15 - Choose an Appropriate Style
01:47

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Day 15
1 question

Improvisers get so much done because they are able to empathize. This means they are able to really feel what their characters are going through and relate to their scene partners, as well.

Because empathy stimulates the rapid development of quality bonds and relationships, this approach can put you in a great position to sell. However, be careful—empathy is not about “information gathering”; it is about connecting with a person's concerns, feelings and emotions.

Day 16 - Empathize with Your Client
01:44

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Day 16
1 question

Conclusion // Curiosity
00:15
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PERSISTENCE
11 Lectures 16:04
Introduction // Persistence
00:18

Improvisers don't quit. They must keep going even if the scene isn't going as they would hope. Their persistence rewards them with unexpected success.

As you likely already know, this type of mindset is also necessary in sales. Being mentally prepared to handle being told “No” and feeling uncomfortable sometimes is just part of the selling process. So prepare yourself to recover gracefully so that no matter what… you never quit.

Day 17 - Don’t Quit
01:47

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Day 17
1 question

The simplest tactic to having a great improv scene is to amp up your energy. Energy is contagious and fun to watch!

During your sales presentations, it's vital to speak about the value of your products and services with as much enthusiasm as you did the very first time you made a pitch… because for your prospects, this is the first time they are hearing this information. Work to keep your state engaged, present and energized for every conversation. (This may be difficult and require some endurance at times… but the payoff is worth the effort!)

Preview 01:34

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Day 18
1 question

Improvisation is a team art form. And that's what makes it interesting! The interaction between different points of view produces remarkable theater despite minimal resources.

However, many sales people feel alone in their efforts. It can feel like a one-person show at times setting up appointments, getting a foot in the door and meeting new prospects. So in order to benefit from the synergy of a team dynamic, branch out and invite team members or associates to collaborate with you. Use the power of this brain-trust to figure out new ways to get the call, the meeting… and the sale.

Day 19 - Use the Power of Your Team
01:40

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Day 19
1 question

“Yes, And” is an amazing tool for moving conversations toward a common goal. “Yes, And” precludes argument, unnecessary judgment or ultimately the end of the discussion.

In any sales conversation, you are going to hear objections… “Yes, And” is a great way to move the conversation forward and to get past your prospect's barriers. For the most part, objections don't mean that a person doesn't want to buy from you; it just means she doesn't have enough information yet.

Day 20 - Deal With Objections Elegantly
01:38

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Day 20
1 question

Improvisers are forced to often practice using their intuition, because oftentimes they don't have enough time or apparent information to make traditional decisions on stage. Instead, they have to be able to know when to “close” the scene by trusting their intuition.

In the selling process, the decision for when to go for the “close” is very similar. There is no set rule for when exactly you should ask for the sale—it all depends on the dynamics of each opportunity, each conversation and each prospect. As a result, you will need to learn how to trust your intuition to know when the time is right. That said, asking a lot of open-ended questions and actively listening will help you be in tune with your client and therefore more keen in your judgment. (And if all else fails, ask early!)

Day 21 - Close the Deal!
01:50

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Day 21
1 question

Improvisers love change and so will you if you focus on the exciting part of change: new opportunities, new ways to prove you bring value and new ways to grow.

An improviser's attitude toward change comes directly from our audience. They demand that we change things. About every ten or fifteen seconds, they want the action in the scene to completely change. So, we look at change as fuel. We actually encourage it. We actually use it propel us to the next part of the scene. The more change in the scene, the more opportunities there are to create something that's really cool.

Similarly, the one thing that is consistent about sales is that it's always changing. The reaction our client has to what we're selling, how things happen in any conversation or process is always going to be different. So, your choice is how you handle or react to the change that happens. Instead of being frustrated and thinking that it slows us down, what if you looked at change as an opportunity?

Day 22 - Deal with Change Constructively
01:37

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Day 22
1 question

Comedians thrive on the unexpected because humor relies on a feeling of surprise.

Although most people say they dislike “change,” they usually appreciate “surprises,” meaning they like the like change that they perceive as beneficial. If you can make this shift in your mindset to appreciate and welcome change, you will be able to handle absolutely anything that may come up in your sales meetings with grace, eloquence… and humor.

Day 23 - Change Can Be Great
02:03

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Day 23
1 question

Improvisers ensure effective communication on stage by considering the communication receiver. They ask themselves, “Did they get it? How can they get it more quickly next time?”

Sales conversations follow the same line of thinking. In order to make sure the communication has the desired effect, a great sales person must be able to choose the right way to package and share relevant information.

The best way to make this decision is to put yourself in the shoes of the person you are trying to communicate with, and then, to choose a style that works best for him or her.

Day 24 - Choose the Right Amount of Communication
01:45

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Day 24
1 question

Improvisers add information to the scene all the time, but they only add information that makes sense for what has already been established. Disconnectedness kills improv.

Similarly, as you build upon a sale by upselling, you only want to bring up products or services that will complement or “add on” to the stream of value you have already established for your client. If you try to upsell something that isn't a match, it can jeopardize the positive client relationship you've created. In short, if you have something to add, make sure it's relevant and valuable to your client.

Day 25 - Upsell
01:36

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Day 25
1 question

Conclusion // Persistence
00:16
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DILIGENCE
7 Lectures 10:21
Introduction // Diligence
00:16

Theater performers approach opening night with dedication and commitment, because they know they have one shot to “wow” the critics.

How many shots do you have to “wow” your clients? In most cases, just one. Your first introduction may be your only chance to create a connection to build from. As they say, you only get one chance to make a first impression.

Because of this truth, the best way to ensure a good sales “performance” is to practice—a lot. By spending some time preparing for what will and/or could happen, you will be able to increase your odds of having successful sales conversations.

Day 26 - Practice
01:44

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Day 26
1 question

To overcome the stress of auditions and be successful at them, performers know what the hiring manager needs, and they prepare and practice for that specific need.

As you prepare for your next sales conversation, challenge yourself to prepare in a similar way. Get to know more about your client. Learn more about her business. Get to know what matters most to him as an individual. And most importantly, know exactly what value your product or service delivers.

At this point, if you have done that level of homework, you will be ready to move forward with a successful call or meeting.

Day 27 - Know Your Client
01:33

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Day 27
1 question

Improvisers are memorable when they genuinely care and project their passion about what they do. Their enthusiasm is palpable and makes people want to hear what they have to say and engage in the message.

In the same way, your emotions can make you more relatable, trustworthy and interesting to your clients. Authentic emotion sells! Before your next call or meeting, take some time to connect emotionally first to the value your product or service brings and second, to the wants and needs of your prospect.

Day 28 - Use Emotion to Be Memorable
01:34

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Day 28
1 question

Top level performance requires a warm up. Because improvisers know this fact, they spend time getting their minds and bodies ready to bring on the funny before they jump on stage!

Similarly, you can't expect yourself to go from zero to top-selling charisma in a split second. To maximize each of your sales opportunities, spend a little time “warming-up” by calling someone else before your sales call, walking around, or simply getting your body, mind and voice ready to perform.

Day 29 - Warm Up
01:32

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Day 29
1 question

This is your final day!

Be sure to download the official finisher certificate in the “External Resources” section of this lesson.

Day 30: That’s a Wrap
03:24

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Day 30
1 question

Course Conclusion
00:18
About the Instructor
John Sweeney
3.8 Average rating
39 Reviews
320 Students
1 Course
Innovation Behavioralist

As the owner and director of America's oldest comedy theater, Brave New Workshop, John has honed his powers of improvisation to ignite cultures of innovative behavior within America's biggest businesses including Microsoft, PwC, General Mills & United Health Care.Featured across countless media platforms including Inc, Forbes and Financial Times, he uses his scientific understanding of how human behavior is influenced, to implement simple but groundbreaking tools such as 'Yes and...' and 'The Big 5' so you too can be at peak innovation fitness.But the driving force behind Sweeney's success are the results he helps clients achieve by effectively bridging improvisational theater skills and behaviors to the workplace through his speeches, training and writing. His improvisational insights have resonated with a broad spectrum of forward-thinking business leaders from some of the most innovative and largest companies in the world - ensuring every level of the organization is operating within the mindset of discovery.