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LEARNING HEIST!

LEARNING HEIST!

Make this better

Your membership:

accelerated learning account managers action active listening adapting after meetings AL alignment AMs asking for referrals awkwardness barriers basics belief beliefs building relationship build profile business challenges clients closingthegap coaching cold call collaborating colleagues communicating communication confidence connections constraints conversations criteria curiosity customer initiated conversations customers decision demo discomfort dormant clients dormant customers drive drivers email emailing emails emotions empathy empathy map engagement events explore fear first module focus following up frameworks framing frankness FREE goals high impact how to hold conversations ideal customers impact important improvement inbound influence intent internal exposure internal sale intro introductions keeping in touch keep in touch KIT knowledge leadership leads learning learning heist learning tips limitations listening logic maintaining relationship maximise value from learning MBA mindset motivation negotiating negotiation networking next steps objections objectives obstacles old clients old customers opportunities options paraphrasing parrot phrasing phone pitch pitching pre-empt presentations presenting previous clients pricing proactive process productivity progressing prospecting pushback questions rapport reaching out reconnecting relationships resistance respect REVOD sales meeting sales people sales teams selfimage smart starthere staying in touch stories story strategic objectives strategy strengths support supporting team tension thinking training trends true value trust understanding unique usp value value proposition values value stories where to start

Course Home

START HERE

The fastest way for you to increase sales enjoyably

How to maximise the value you get from this resource

THE RESISTANCE

Finding the easiest path to exceptional results

The one thing that’ll make the biggest difference

Finding the very next thing to do

Cutting through discomfort

Increasing drive to learn to sell

Building immediate confidence

This belief matters the most

Outsmart the resistance

THE MINDSET

Engineers who sell ethically and effortlessly, think differently

The mindset that accelerates your progress

Want to think like the best?

Why you’ve got what it takes

Get building the most important skill now

How to avoid being ‘salesy’

The mindset that builds trust and respect

THE SALES ENGINEERS MBA

To sell, you must know this stuff

How do your buyers buy?

What sales engineers must know about business

Working around customer barriers and limitations

Set yourself up to win

FINDING OPPORTUNITIES AND LEADS

Spotting and creating opportunities

The 3 main ways to source new leads

Finding the customers who’ll say ‘yes’

Finding the right people who’ll say ‘yes’

Creating an opportunity radar

Reaching out to new people

The best way to engage them

Becoming their ideal ‘white knight’

Cutting the key that opens the door

How to be someone who’s always ‘right’

Crafting your message

When and how to follow up respectfully

Building and maximising value to get a ‘yes’

Building value intro

The 6 drivers of value

The value and question generator: key drivers

The value and question generator: costs, risks and challenges

The value and question generator: customers tackling it internally

The value and question generator: our unique value

The value and question generator: other important drivers of value

PREPARING TO SUCCEED IN CONVERSATIONS

Conversations that create value, and win business

Prepare for a successful sales conversation

The art of introducing yourself

How to be more valuable to customers

Finding the buyer’s map

How to build rapport

Grease the wheels for the customer and remove pushback

How to prevent pushback and objections

How to position things to make sense

How to show that you’re listening and understand

Ordering your questions

The warm up questions

Questions that create action

How to boost your listening

How to find the customer’s biggest motivator

How to test for value

How to purposefully build value for the customer

Communicating options to customers

Presentations (or presenting solutions)

Telling Stories that Sell

The three acts to a good presentation

How to respond to pushback or objections

Getting a ‘yes’

How to engage customers who come to you

Intro to engaging customers who come to you

Summary and tips

A summary of REVOD to help you embed the ideas

Quick pre-sales meeting prep

Things you should and shouldn’t say to customers

Getting the most out of the meeting now that it’s over

Learning and growing from the meeting

Pulling together a plan for next steps

Maximising value for the customer at this stage

AFTER SALES MEETINGS

Bridging the gaps to your ‘yes’ with an intelligent follow up plan

KIT – Keeping in touch

Checking in and maintaining the relationship

Asking for referrals

Reconnecting with old contacts gone cold

STRENGTHENING YOUR POSITION INTERNALLY

The internal sale

Networking internally

Making the internal sale

Working with account managers and sales people

Helping to grow and support the people in your team

THE GLUE TO MAKE IT ALL STICK

How to make this stick

Engineers Can Sell

Current Status

Not Enrolled

Price

Closed

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