Sales Training: Secrets of a Master Closer - Part 1
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Sales Training: Secrets of a Master Closer - Part 1

Learn how to close more sales using proven skills and techniques. Become a master closer and boost your income.
4.8 (19 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.
264 students enrolled
Created by - Mike Kaplan
Last updated 10/2013
English
Current price: $10 Original price: $50 Discount: 80% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1.5 hours on-demand video
  • 6 Articles
  • 7 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Gain the knowledge and skills to be a Master Closer.
  • Discover the universal steps in every sale and how to use them as your road map.
  • Learn the purpose of each step and how to achieve them.
  • Learn the true purpose of your presentation.
  • Achieve the skills needed to do Part 2 of Secrets of a Master Closer
View Curriculum
Requirements
  • No course requirements. All materials included.
Description

My experience has shown me that in order to be a great salesperson, it only takes three things:

  1. You have to know the fundamental principles of selling. No amount of trick techniques or gimmicks can replace an understanding of the underlying laws of sales and persuasion.
  2. You have to know the precise steps that every sale must go through, and how to smoothly walk prospects through each. If you can't, you'll never reach your full potential as a salesperson.
  3. 

You have to have a strong desire to succeed. I know that sounds trite, but it's true--the best salespeople are inevitably the most driven. Fortunately, once you have the first two prerequisites, this final one usually takes care of itself.

Whether you (or your any of your sales team) are new to sales and have no experience or are a seasoned veteran looking for a way to boost your numbers and make more money, I can help you.

In my courses (parts 1 and 2) you'll find the most important principles, techniques, and training exercises that I've isolated, tested, and codified during my twenty years in sales and sales training.

Each lesson contains a portion of my video seminar along with the corresponding chapter from my best-selling book. These two formats guarantee maximum retention of the data presented, and (with the test questions and practical exercises) mastery of each skill necessary to be a master closer.

Regardless of what you're selling, I am certain that this course will teach you (or your sales team) how to sell more and sell faster. I know I sound biased, but this just may be the best sales training you will ever experience, but I invite you to preview my course and judge for yourself.

Thank you and I wish you great success!

Who is the target audience?
  • New or veteran salespeople, sales managers, sales directors, VP Sales, and business owners.
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Curriculum For This Course
21 Lectures
02:32:07
+
Chapter 1 - What is Selling?
4 Lectures 19:47

What is Selling?

A full understanding of any subject or activity starts with a precise definition of that subject. In this first lecture you will learn a definition of selling that is not only precise, but one that opens the door to further understanding on the entire subject.

You will also learn the 8-steps that are required in every sale and how they were discovered. If any of these steps are missing, you’re going to have a hard time making sales because each one is a fundamental building block to build a completed sale, or close.

Preview 17:46

What is Selling?

A full understanding of any subject or activity starts with a precise definition of that subject. In this first lecture you will learn a definition of selling that is not only precise, but one that opens the door to further understanding on the entire subject.

You will also learn the 8-steps that are required in every sale and how they were discovered. If any of these steps are missing, you’re going to have a hard time making sales because each one is a fundamental building block to build a completed sale, or close.

Preview 9 pages

Please read the Introduction and Chapter 1 from the text section before continuing with the quiz.


Quiz
6 questions

+
Chapter 2 - Three Types of Salespeople
2 Lectures 13:35

Three Types of Sales People

The three types of sales people are: Order Takers, Presenters and Closers. If you were to scale the three types, you would have Order Takers at the bottom, Presenters about a quarter of the way up, and Closers at the very top of the scale.

In this lecture you will learn the main characteristics of each type and the single most important ability needed to be as high up on this scale as possible.

Preview 13:35

Three Types of Sales People

The three types of sales people are: Order Takers, Presenters and Closers. If you were to scale the three types, you would have Order Takers at the bottom, Presenters about a quarter of the way up, and Closers at the very top of the scale.

In this lecture you will learn the main characteristics of each type and the single most important ability needed to be as high up on this scale as possible.

Preview 6 pages

Please read Chapter 2 from the text section before continuing with the quiz.

Quiz
3 questions
+
Chapter 3 - The Introduction
3 Lectures 12:43

The Introduction

The Introduction is the first step of the 8-Step ‘road map’ for any sale. The purpose of this step is for the Closer to grab the prospect’s attention and establish control of the conversation.

In this lecture you will learn precisely how this done, with scripted examples, so your prospect will be willing for you to continue the conversation and interested in what you have to say.

Video
11:36

The Introduction

The Introduction is the first step of the 8-Step ‘road map’ for any sale. The purpose of this step is for the Closer to grab the prospect’s attention and establish control of the conversation.

In this lecture you will learn precisely how this done, with scripted examples, so your prospect will be willing for you to continue the conversation and interested in what you have to say.

Text
16 pages

Please read Chapter 3 from the text section before continuing with the quiz.

Quiz
6 questions

Exercises
01:07
+
Chapter 4 - Qualify
3 Lectures 09:16

Qualify

Before spending too much time with a new prospect, a Closer wants to find out if he is a true potential buyer.

In this lecture you will learn to smoothly determine if your prospect is ‘qualified’ to buy your product or service, meaning can he use your product, authorize the purchase (or get it authorized), and pay for it. You can try to do all the later steps of the 8-Step road map expertly and still never close the sale if your prospect is not qualified.

Video
08:52

Qualify

Before spending too much time with a new prospect, a Closer wants to find out if he is a true potential buyer.

In this lecture you will learn to smoothly determine if your prospect is ‘qualified’ to buy your product or service, meaning can he use your product, authorize the purchase (or get it authorized), and pay for it. You can try to do all the later steps of the 8-Step road map expertly and still never close the sale if your prospect is not qualified.

Text
5 pages

Please read Chapter 4 from the text section before continuing with the quiz.

Quiz
8 questions

Exercises
00:24
+
Chapter 5 - Find the Problems
3 Lectures 15:37

Find the Problems

Before a Closer will attempt to sell a prospect his solution, he has to first find the prospects biggest problems, concerns, needs, wants and desires that he knows his product or service will solve or fulfill.

In this lecture you will learn the 3 reasons for discovering the prospect’s problems before starting any presentation, as well as methods and scripted wordings to accomplish this.

Video
14:37

Find the Problems

Before a Closer will attempt to sell a prospect his solution, he has to first find the prospects biggest problems, concerns, needs, wants and desires that he knows his product or service will solve or fulfill.

In this lecture you will learn the 3 reasons for discovering the prospect’s problems before starting any presentation, as well as methods and scripted wordings to accomplish this.

Text
7 pages

Please read Chapter 5 from the text section before continuing with the quiz.

Quiz
3 questions

Exercises
01:00
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Chapter 6 - Set-up the Presentation
3 Lectures 09:37

Set-Up the Presentation

There are two specific smaller agreements that a Closer wants to get from the prospect after uncovering the hot problems or desires, and before starting a presentation:

1. The Closer wants the prospect to agree that the problems or desires found are important and that they need to be solved or fulfilled. The Closer sells the problems to the prospect before selling the product or service.

2. The Closer also wants the prospect to agree to hear the Closer’s solution to the problems.

The Closer takes the hottest problems and then sells them to the prospect, getting her to really see them as problems. He builds the problems up, making them as personal as he can, and increases the urgency to have them solved.

In this lecture, you will learn how to accomplish 1 and 2 above and have your prospect eager to hear your solution (presentation).

Video
09:06

Set-Up the Presentation

There are two specific smaller agreements that a Closer wants to get from the prospect after uncovering the hot problems or desires, and before starting a presentation:

1. The Closer wants the prospect to agree that the problems or desires found are important and that they need to be solved or fulfilled. The Closer sells the problems to the prospect before selling the product or service.

2. The Closer also wants the prospect to agree to hear the Closer’s solution to the problems.

The Closer takes the hottest problems and then sells them to the prospect, getting her to really see them as problems. He builds the problems up, making them as personal as he can, and increases the urgency to have them solved.

In this lecture, you will learn how to accomplish 1 and 2 above and have your prospect eager to hear your solution (presentation).

Text
4 pages

Please read Chapter 6 from the text section before continuing with the quiz.

Quiz
2 questions

Exercises
00:31
+
Chapter 7 - The Presentation
3 Lectures 16:37

The Presentation

With the prospect correctly set up and eager to hear the solution, the Closer begins his presentation.

A presentation is defined simply as “giving the prospect information about your product or service.”

That defines the activity, but what is the purpose of the presentation? Is it to educate or enlighten the prospect about what your product or service does? Is it to explain the features and benefits? Is it to show him how good it is? While the presentation involves these things, they are not its primary purpose.

In this lecture you will learn the real purpose of the presentation. Just knowing its true purpose and how to precisely achieve it will boost your sales.

Video
15:25

The Presentation

With the prospect correctly set up and eager to hear the solution, the Closer begins his presentation.

A presentation is defined simply as “giving the prospect information about your product or service.”

That defines the activity, but what is the purpose of the presentation? Is it to educate or enlighten the prospect about what your product or service does? Is it to explain the features and benefits? Is it to show him how good it is? While the presentation involves these things, they are not its primary purpose.

In this lecture you will learn the real purpose of the presentation. Just knowing its true purpose and how to precisely achieve it will boost your sales.

Text
7 pages

Please read Chapter 7 from the text section before continuing with the quiz.

Quiz
7 questions

Exercises
01:12
About the Instructor
- Mike Kaplan
4.7 Average rating
22 Reviews
273 Students
2 Courses
Best Selling Author, CEO Master Closers, Inc.

Mike Kaplan is a best selling author and successful entrepreneur. He has built 3 multimillion dollar sales companies with his proprietary sales training system as well as having trained thousands of salespeople. His on-line course, Secrets of a Master Closer is being used by individuals and entire sales teams to make professional closers.