How to understand your client's needs - Part 3 : the questioning

8 Weeks Online Sales Course - The Roadmap to Effective Sales Conversation

WELCOME !

INTRODUCTION

What does a discovery call or a sales enrollment conversation mean? (17:51)
Where are you at in your journey as a salesperson? (19:58)
What makes a coach or a consultant great at a sales enrollment conversation? (8:04)
Overview of the Sales Conversation Roadmap I will be teaching you (8:14)

MODULE 1: PREPARE - HOW TO PREPARE AND PLAN STRATEGICALLY BEFORE YOUR MEETING

What are the key components of a strategic preparation? (8:28)
How to be prepared intellectually (23:40)
How to prepare your material resources (6:09)
How to prepare yourself physically and energetically (16:30)
How to prepare yourself emotionally & spiritually (21:40)

MODULE 2: CONNECT - HOW TO ESTABLISH FIRST CONTACT WITH YOUR CLIENT AND START BUILDING RAPPORT

Main components of connecting and building rapport (7:27)
How to master your body language in sales (26:13)
How to master your tone of voice in sales (15:17)
How to make a great first impression! (8:06)
How to use Matching - Mirroring technique to establish rapport (9:56)
How to open efficiently the conversation with your prospect (8:02)

MODULE 3: SET INTENTION - HOW TO SET THE CONTAINER FOR YOUR MEETING

What is "setting the container" for your meeting and why does it matter? (7:30)
How to set and express the intention of your sales call (11:24)
How to establish the agenda of your sales call (7:21)
How to recognise the ideal tone to run a successful meeting (7:14)
About the importance of clarifying mutual expectations! (8:13)

MODULE 4: ASK - HOW TO DIAGNOSE THE SALE, GATHER INTELLIGENCE AND DISCOVER CLIENT'S NEEDS

Why does "diagnosing the sale" matter? (13:05)
How to understand your buyer's personality type (31:02)
How to understand your client's needs - Introduction (12:35)
How to understand your client's needs - Part 1 : pain points - gains - gap (4:04)
How to understand your client's needs - Part 2 : active listening (9:47)
How to understand your client's needs - Part 3 : the questioning funnel (21:53)
How to understand your client's needs - Part 4 : reflecting skills (12:52)
How to recognise qualified "closable" buyers (15:37)

MODULE 5: PRESENT - HOW TO INTRODUCE YOUR OFFER'S FEATURES AND BENEFITS BASED UPON YOUR CLIENT'S NEEDS

Introduction: it's all about uncovering value! (7:49)
Get clear on the difference between features and benefits! (12:53)
The 4 main steps to introduce powerfully your offer (5:51)
How to use evidence and social proof to spark curiosity (12:25)
Storytelling: how to share compelling stories during your pitch (12:58)

MODULE 6: ADDRESS - HOW TO ADDRESS CLIENT'S OBJECTIONS AND MOVE CLOSER TO THE SALE

Live Session Replay - Objection Handling (money objection tips 40:39) (61:02)
Downloadable BONUS Content : What is an objection?
Downloadable BONUS Content : 5 key steps to deal with your emotions/fears during an objection

MODULE 7: CLOSE - HOW TO EFFECTIVELY CLOSE THE SALE

SPECIAL BONUS - SALES TIPS LIVE TRAINING REPLAYS

Live Session Replay #1 - How to build trust during your sales conversation (53:26)
Live Session Replay #2 (audio) - How to set boundaries with your client during a sales call
Live Session Replay #3 (audio) - Get clear on the difference between features and benefits!
Live Session Replay #4 - How to understand your buyer's personality type (73:59)
Live Session Replay #5 - Ten creative sales tips : effective ways to get closer to making a deal! (51:45)
Live Session Replay #6 - How to master the art of selling (39:27)

CONCLUSION - KEY COURSE TAKE AWAYS

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