Business the Hard Way Vol 1: Sales the Hard Way
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Business the Hard Way Vol 1: Sales the Hard Way

Learn the ultimate framework for understanding sales and persuasion using logical argument trees and heuristics.
4.4 (7 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.
2,081 students enrolled
Created by Timothy Kenny
Last updated 6/2016
English
Current price: Free Original price: $200 Discount: 100% off
30-Day Money-Back Guarantee
Includes:
  • 4 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Sell more effectively
  • Understand the deep structure of sales
  • See past the fallacy of "emotional sales"
View Curriculum
Requirements
  • An interest in understanding sales at a deeper level
Description

What is sales?

What is it? Really?

This is the question that literally took me years to find an answer to.

It shouldn't be that way.

But it is.

Because there are some very big, very wrong beliefs that most people believe about sales that make it almost impossible to really learn.

The first wrong belief is that sales people are born, not made.

Of course, this is a convenient belief because it takes the responsibility off the people training the skill and puts it on the students.

The truth is sales teachers haven't been able to successfully tease apart the handful of skills required to be successful and to deconstruct each of them into learn-able steps.

The second wrong belief is that people buy because of emotion, not logic.

The truth is that they buy because of emotion AND logic. And there is a logic, which most people don't understand, that explains why people feel the emotions they feel. 

It's all logic underneath. It just takes the right  framework to see that.

The third wrong belief is that sales is about saying the right things. 

The truth is that the most important step, and the first step, in a sale is learning about the other person, finding out what their problems are, and then matching their problems to your solutions.

So what will you learn in this course?

You'll get a framework for understanding the 5 core skills of sales, and you'll get a framework for managing all the content of your sales communication.

And a not about communication.

Sales is just one branch of a much bigger tree called persuasive communication. Asking for a donation of blood is sales. Convincing your child to believe in themselves is sales. Running for a government office is sales. Going into a company for a job interview is sales.

These are all sales. They are activities that all use the same muscles. Just directed towards a different outcome.

To be a truly influential person, you have to understand that these activities are all really the same thing. 

My goal is that by the end of the course you have that new skill. 

To see the deep patterns that unify all these related skills. Whether you call them selling, teaching, persuading, preaching, fundraising, evangelizing, parenting, etc.

That, plus, you will get a unique framework for developing your sales presentation in a visual way with an argument tree.

An org chart combined with a mind map, except for making sales arguments.

This is the next level of sales.

This is the future of sales.

And it's the most important step because it will build TRUE foundation sales skills that will serve you for the rest of your life, not just in sales, but in every situation in your life where you seek to have influence.

Enjoy the course,

Timothy

Who is the target audience?
  • Professionals who want to get a better handle on their sales and persuasions skills
  • Leaders who want to be more influential
  • Sales people who want a deeper understanding of the sales process
Curriculum For This Course
22 Lectures
03:46:43
+
Introduction
4 Lectures 50:37
+
Creating the Argument Tree for Your Sale
4 Lectures 53:00
Introduction
15:11

How to Model The Top Sales People in Your Field
17:20

How to Add Objections to Your Sales Framework
08:44

Building Authority During the Sale
11:45
+
Building Proof for Your Sales Tree
4 Lectures 39:14
Introduction
07:18

Fallacy vs Heuristic vs Bias
13:11

Understanding How Heuristics Play Into Your Sale
12:09

The Real First Sale - Getting and Keeping Attention
06:36
+
Learning About Your Prospect and Their Hidden Desires
7 Lectures 55:14
Introduction
11:59

Modeling Hidden Desires
05:23

Analyzing an Example of Hidden Desires
04:17

Cold and Warm Reading Your Prospect and Mental Models
09:32

A Primer on Body Language
12:50

Qualifying Your Prospects
04:52

How to Predict Objections and Prepare Responses
06:21
+
Conclusion
3 Lectures 28:38
Conclusion
12:37

Bonus - Consultative Selling
13:44

Bonus - Free Sales Critique
02:17
About the Instructor
Timothy Kenny
4.3 Average rating
1,035 Reviews
37,101 Students
60 Courses
Author of "Accelerated Learning for Entrepreneurs"

Timothy Kenny is the author of “Accelerated Learning for Entrepreneurs.” He teaches classes and speaks to groups about how to accelerate their learning so that they can build successful businesses faster and with more confidence in their success.

Timothy has taught at the Harvard Innovation lab, The Tufts University Entrepreneurs Society, General Assembly in Boston, and has been a featured teacher on Skillshare, among others. He has consulted with startup teams on how to accelerate their learning, creativity, and growth.