Sales Skills & Negotiation Skills - Selling Masterclass

Explore the mind of a consultant, distinguish a consultant seller from passive and other types, and learn to sell solutions that deliver client profit ethically.

Mastering sales is mastering life skills, as self-development shapes character and personality through relationships. Commit to continuous growth, practice new skills, and apply these principles for success in sales.

Adopt a continuous self-development mindset: never arrive at perfection, leave mistakes in the past, and press on toward objectives to excel as a sales professional.

Follow the universal laws of success by operating on principle as a sales consultant; do the math, follow the right things, and you will achieve predictable success.

Embrace personal honesty to turn failures into learning opportunities, take responsibility for results, review mistakes, adjust behavior, and pursue sales success without blaming others.

Develop diligence as the mindset of sticking with tasks and working at them; practice small daily steps, follow the numbers, and achieve sales and life success.

Practice deferred gratification to build a solid sales foundation, resist instant gratification, invest in training, and pursue long-term success measured in months and years rather than quick wins.

Practice principles to unlock consistent success in sales and negotiation. Recognize how external pressures can suppress principle, and maintain discipline to adapt through competition and drive innovation.

Develop emotional intelligence by mastering personal control and social sensitivity to enhance sales performance and personal relationships, using self-awareness, self-management, social awareness, and social management.

the problem is internal, not external; assess your emotional reaction to stimuli and build self-control through awareness, recognizing fears of failure, rejection, past, and future.

Recognize fear-based and hope-based motivations to drive sales success, escape past mistakes, and envision your future self five years from now, supported by a daily motivation sheet.

Explore why a sales consultant outperforms a salesperson, identify the three core principles of success, and envision practicing principle over emotion to achieve sales career success.

Discover how a worldview, built from core presuppositions and values, shapes behavior and buyer decisions, so you can sell in line with prospects' beliefs.

Examine how the heart's emotional messages are interpreted by the mind as rational thinking, triggering emotional thinking that harms sales, versus rational thinking that leads to success.

Train your emotional dog to respond to principled and logical cues, replacing negative emotional beliefs with rational thinking through the smart process for better sales decisions.

Explore how ideas plus emotions create our values, and examine and challenge our presuppositions that you cannot succeed because you are not intelligent.

explores how rational ideas about productivity rely on observable facts and measurable data, showing how training, qualified staff, better systems, and efficient machinery can boost output.

Explore how emotional beliefs about productivity, such as more staff or bigger targets, can be irrational, and how aggressive management may provoke resistance and lower cooperation.

Explore how values shape behavior by contrasting rational and emotional drivers, using productivity, profit, and safety as examples, and learn that ideas plus emotions form values that guide sales objections.

Identify presuppositions behind objections by distinguishing emotional from intellectual concerns, test beliefs with targeted questions, and address both emotions and rationality to master presuppositional selling.

People buy to solve problems, so pitch every sale as a solution by identifying the real problem. Use comfort, status, social needs, and pleasure as drivers.

Explore how buying decisions unfold through attention, interest, desire, and action, blending rational evaluation with emotional commitment to drive the sale.

Investigate a customer's worldview through questions, listening, and reading body language to confirm core presuppositional values driving purchasing decisions, then tailor the sale to those values.

Test your presuppositions through a purchase exercise that asks what you would buy. Explore what you think and feel, and whether you could be persuaded, revealing how values shape choices.

Build a presuppositional buyer persona by analyzing top positive and negative reviews to extract core ideas, beliefs, and values, then tailor pitches around quality, reliability, value, and no damage.

Create a buyer persona by identifying core presuppositional values, then craft an intellect and emotion pitch for a £369 4K TV with Netflix and safe delivery.

Understand how the traditional buyer persona targets specific demographics and job titles for effective b2b prospecting, and why it blends with presuppositional data, via a gamer example.

Build a combined gamer buyer persona by merging traditional and presuppositional traits, highlighting gaming benefits like faster reaction times, better problem solving, and social play, plus a controller pitch exercise.

Complete journal activities to explore presuppositional values, talk with a family member about housework presuppositional values, and reflect on feelings about mastering presuppositional sales techniques.

Explore smart copyright concepts within the selling masterclass to boost sales and negotiation outcomes for professionals.

Prepare mentally and emotionally for meetings with the smart process, addressing internal issues to keep your feelings in check and guide prospects toward a successful sale.

master the art of controlling the room by aligning your emotional state to influence everyone else, increasing the odds of a successful negotiation when negative emotions are minimized.

Place principle over negative emotional beliefs to drive sales success. Embrace problem-to-solution focus and hope-based thinking, applying smart motivation for emotional intelligence and consistent results.

Understand how negative emotion from the heart triggers fearful thoughts in the mind, prompting action that can derail sales negotiations. Learn to recognize and manage these emotions.

Learn to govern the mind by principle over fear, using emotional intelligence to block fear signals and walk into negotiations with a positive, friendly presence that improves sales outcomes.

Master the five steps of smart: separate, monitor, assess, replace, and trust principles. Acknowledge you are not your emotions, assess their messages, and replace with guiding principles for success.

Learn to separate from your emotions, anchoring your identity in intellect, mind, and will, and choose to accept or reject emotions without defining you.

Monitor your emotions by asking what messages they send about the situation, and whether they arise from past or future. Observe if they fuel problem-focused thoughts or spark solution-focused action.

Assess, challenge emotions, and apply tested and proven principles to guide behavior through the sales process, deciding to act on the right principle.

Trust universal principles as logical laws observable and testable; by choosing to be principled over emotion, you follow these laws and achieve success.

Master smart in action on sales calls by separating emotions from thinking, monitoring and assessing them, replacing with diligence, and trusting proven selling principles.

Master the smart sales call by challenging your emotions, reasserting your mind, and building neural pathways through a numbers-driven routine that yields repeatable appointments.

Practice self-talk to challenge negative emotions and beliefs, either mentally or verbally, in private spaces. Question internal beliefs to strengthen emotional and mental intelligence for sales mastery.

Apply SMART for self development with two uses: short-term emotional management and long-term character development.

learn short term emotional management in sales by preparing for meetings with a fresh opportunity mindset, handling objections during calls, and focusing on the here and now to close effectively.

Develop long term character by replacing negative emotional beliefs with principle. Examine the three main types of negative emotional beliefs we experience.

Identify how negative emotional beliefs form from hostile experiences and authority figures, and challenge them by recognizing past successes and their sources.

Identify emotional beliefs taught by trusted loved ones, like a mom, that fear taking risks and keeping you from moving forward, and measure them against principle to think for yourself.

Complete three activities: note what Smart stands for, list sales contexts that benefit from using Smart, and commit to practicing Smart at the start of each sales call or meeting.

Master the product life cycle and specs to build trust, avoid selling unsuitable options, and highlight cost-saving benefits that match customer needs.

Analyze how product strengths and weaknesses shape buying decisions, and offset them by considering customers' worldviews and emotional beliefs. Complete an exercise listing iPhone strengths and weaknesses to test offsets.

Become the expert in your industry to increase sales conversions and earn trust as the go-to consultant, by gaining industry expertise and proving it through blogs, videos, and social channels.

Explore value propositions by identifying your product's inherent value, proving it with testimonials, and building four-key proposition sheets for prospect use, plus an Amazon review analysis activity.

Plan your customer's journey by mapping a repeatable sales funnel and automating outreach with a CRM that supports mass email, lead management, task automation, and email scheduling.

Define the target persona and target businesses, then build a universal customer relationship management flow from prospecting to appointment booking, sales management, and follow-up to drive customer satisfaction.

Use a crm to drive continuous improvement through data analysis and split testing. Track calls, emails, appointments, and sales to refine scripts and optimize the sales funnel.

Implement and maintain your sales funnel by updating the CRM, tracking results, and completing daily tasks; set clear contact details, timely responses, and automate communications like voicemail and auto responders.

Learn prospecting for clients by applying three rules: start with nothing, cannot keep what you don't own, and cannot hold onto what wants to leave, reducing anxiety and boosting success.

Identify the contact's role by distinguishing the gatekeepers, influencers, champions, and decision makers to prospect effectively, climb the organization hierarchy, and enter the king's throne room through the kitchen door.

Learn how to handle the gatekeeper by respecting their authority, getting them on your side, and gaining access to the decision maker without selling to the gatekeeper.

Learn how influencers, end users who benefit from your product, unlock access to champions and decision makers, reveal organizational pain points, and help you research buying decisions.

Identify the decision maker, who has the authority to spend money and controls the purse strings, and engage respectfully while understanding their goals and working with a champion.

Identify roles in a family buying scenario in a mobile phone shop to map gatekeeper, influencer, champion, and decision maker, as you observe interactions among daughter, mother, father, and brother.

Master prospecting by researching high-value prospects online to identify decision makers, champions, and influencers. Assess business size, history, objectives, and tone to tailor outreach.

Craft an entrance strategy by researching an influencer to persuade the gatekeeper, then assemble a champion-led network, request meetings with decision makers, and reference online information to show benefits.

Practice targeted prospecting by defining gatekeepers, influencers, champions, and decision makers, and committing to ten minutes of online research on high-value prospects before outreach.

Develop prospecting through networking by building a network of people who refer our products via reciprocity, creating a team of prospectors and expanding sales opportunities.

Master three door-to-door conversation methods—survey, referral bonus, and neighbor's house—to initiate talking, gauge interest, and qualify leads for B2B and B2C sales.

Track networking time, leads, appointments, and sales; build reciprocal partnerships; focus on profitable networks; offer referral incentives; keep promotional materials on hand; cultivate your own network.

Create and practice a 60–90 second elevator pitch to open conversations with potential partners, introducing yourself, what you do for them, a success story, and a free resource.

Create your elevator pitch, write it in your journal, and practice until it feels natural. Film it, get feedback from a friend, and refine to deliver six key steps quickly.

Find prospects by phone and overcome rejection by applying four fears and four principles, using simple phone techniques and the smart process to act on principled thinking.

Plan phone calls by calculating required appointments and calls. Block time, use the CRM to prioritize peak hours, and prepare scripts, objections, names of customers, booking and result sheets.

Split test your sales scripts, changing one sentence at a time, test for at least four hours, and record results to refine gatekeeper, influencer, champion, and decision maker dialogues.

Master a gatekeeper script to reach the right contact by introducing yourself, identifying the gatekeeper, and linking your call to the prospect's current marketing campaign on Facebook, with objection handling.

Create an influencer outreach script that introduces your company and links to their work. Cite blog posts and offer a 10-minute appointment with demonstrated results like 125% Facebook conversions.

Explains a champion script that builds rapport, cites internal references, and showcases how to boost Facebook marketing conversions while handling objections to book appointments.

Learn a decision-maker script to introduce your company, build credibility with researched insights, present a time-limited, cost-neutral offer, and handle objections efficiently for quick meetings.

Create and reference a customer and prospect list during calls, and log appointment details and notes into a CRM, including parking and outcomes, to boost telesales performance.

Learn voicemail techniques focused on follow-up, not cold calls, and implement automated CRM follow-up sequences with voicemails, emails, and texts to re-engage prospects.

Complete activities for phone prospecting: reflect on cold calling feelings, commit to improving cold calling rate with three actionable steps, and compile objections specific to your product or industry.

Discover online prospecting tools, including email, texting, app messaging, social media commenting, forums, and video calls, to find and engage prospects with permission and GDPR compliance.

Define spam as unsolicited email and practice permission-based prospecting, follow Can-Spam guidelines, and always provide an unsubscribe option to protect deliverability and maintain prospects' trust.

Learn essential email writing tips for sales and negotiation: address the recipient by name, keep messages concise, and include a single call to action plus full contact details.

Apply the AIDA copywriting framework to craft emails that grab attention, build interest, evoke desire with benefits, and drive action through a clear call to action.

Learn to craft an AIDA-based sales email that grabs attention, gains permission, builds interest and desire, and drives action with a strong call to action and referrals.

Create a targeted outreach email using the AIDA framework to promote energy-efficient hand dryers to an influencer, outlining permission, interest, desire, and a clear call to action.