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.
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Instructed by - Mike Kaplan Business / Sales
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  • Lectures 21
  • Length 2.5 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 10/2013 English

Course 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!

What are the requirements?

  • No course requirements. All materials included.

What am I going to get from this course?

  • 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

What is the target audience?

  • New or veteran salespeople, sales managers, sales directors, VP Sales, and business owners.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Chapter 1 - What is Selling?
Opening Statement
Preview
01:29
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.

9 pages

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.

6 questions

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


Exercises
Preview
Article
Section 2: Chapter 2 - Three Types of Salespeople
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.

6 pages

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.

3 questions

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

Section 3: Chapter 3 - The Introduction
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.

16 pages

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.

6 questions

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

Exercises
Article
Section 4: Chapter 4 - Qualify
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.

5 pages

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.

8 questions

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

Exercises
Article
Section 5: Chapter 5 - Find the Problems
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.

7 pages

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.

3 questions

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

Exercises
Article
Section 6: Chapter 6 - Set-up the Presentation
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).

4 pages

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).

2 questions

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

Exercises
Article
Section 7: Chapter 7 - The Presentation
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.

7 pages

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.

7 questions

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

Exercises
Article

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Instructor Biography

- Mike Kaplan, 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.

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