- 2 hours on-demand video
- 22 downloadable resources
- Full lifetime access
- Access on mobile and TV
- Certificate of Completion
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- Have the ability to close more sales
Have a process to use on every sales call - stop "winging it".
Understand what it takes to be Successful in sales - or what we call the "Attributes of the Optimal Salesperson"
- Stop wasting time with people who will never buy
- Learn the process for life long growth as a salesperson
- Begin to break thru the barriers that are holding you back
- No specific knowledge is required except that you should know what you are selling and who you are trying to sell it to.
This course gives you the fundamental concepts of the Optimal Selling Program. It describes what Optimal Selling is, what it takes to be the Optimal Salesperson, gives you the most important sales techniques and explains how to manage yourself to sales success and become the Optimal Salesperson. It is a self-contained program and if you apply these principles consistently you will eliminate wasted time with prospects who will never buy and close a higher percentage of your opportunities. It will put you on the road to breaking thru barriers and reaching that elusive next level.
- Any salesperson who is not satisfied with their performance
- Professionals responsible to build their practice - Engineers, Architects, Lawyers, Accountants
Lesson 1 - The Attributes of the Optimal Salesperson
If you ever wondered what it takes to be a top producer, this lecture will answer that question. It is the lecture upon which all other lectures are built. It will explain why you may have been struggling to achieve the success you want and deserve. It will also explain why others, seemingly less talented than you, have greater success. And finally, it will explain why other sales training courses you may have taken have had no lasting effect. Pay special attention to the last half of the lecture where I discuss self-limiting beliefs and hidden weaknesses, because that is the true reason behind your success, or lack thereof. You should return to this lecture frequently, as it will act as a guide to your growth as a sales professional.
Lesson 2 - The Process of Growth
Growth in sales is not an intellectual process. The level you can achieve is a function of your belief systems and your comfort zone. This lecture describes the process you must go through to have true and lasting growth. It requires the expenditure of emotional energy to overcome the self-limiting beliefs you have. When you go through this process and incorporate it into your daily life, you can achieve true effortless high performance.
Lesson 3 - Creating the Sales Activity Plan
In this lecture I show you how to create a plan to get you to the next level. It's not a marketing plan. It is a sales activity plan. You probably already know who to call on. This gives you a track to run on and to compare yourself against on a weekly basis. If you do not have the conversion ratios on hand, just take an educated guess and start making calls and tracking your results. You will be adjusting these on a regular basis anyway.
Lesson 4 - Tracking Sales Activity Plan
Tracking your activity is essential to rapid growth. Yet, most salespeople rebel against doing it. It is simple, it is easy and there is an almost exponential return on your investment of time. Use the spreadsheet provided or one of your own making, but whatever you do, keep track of what you are doing on a day to day basis. The sales activity plan is the scoreboard of sales success.
Lesson 6 - Baseline Selling Model
About 70% of all salespeople do not follow any particular selling process. They just wing it. To be a top producer you need an effective process you can use every time. This lecture introduces the Baseline Selling process developed by David Kurlan. It is very effective and will increase your closing rate and save you lots of time.
Lesson 8 - The Push Away Technique
This is the most powerful and effective sales technique. It is counter-intuitive but you will find it useful in a variety of situations and we will make use of the technique throughout the program.
As you learn in Lecture 1 the key to growth as a salesperson lies in your ability to identify and overcome self-limiting beliefs and hidden weaknesses. This bonus lecture gives a step-by-step method for doing just that. Once you master this process, you can be assured that you will have a continuous series of quantum leaps, and your sales effectiveness will grow exponentially.