Tutorial: Prospecting The Three Rules | YouAccel

Course Content
Course Summary
Section 1: Introduction to the Sales and Negotiation Skills Masterclass
Explainer - 03:23
Introduction - 01:59
Sales Skills Course Overview - 03:20
Sales Skills Activities To Complete - 01:30
Section 2: Prepare The Train Driver - Self Development For The Sales Consultant
The Mind Of A Consultant - 03:11
Mastering Sales Is Mastering Life Skills - 02:50
The Continuous Journey - 02:24
Universal Laws Of Success - 00:58
The Three Pillars Of Success - 00:30
Personal Honesty - 01:25
Diligence - 01:53
Deferred Gratification - 03:50
Suppression Of Principle - 02:43
Emotional Intelligence - 02:13
Core Principles Of Emotional Intelligence - 03:52
The Problem Is Internal - 02:24
The Two Motivational Forces - 04:35
Product Confidence - 02:34
Sales Consultant Activities To Complete - 00:40
Section 3: Pre-suppositional Sales - Pre-Suppositions & Worldviews
The Train Track - Pre-Suppositional Sales Defined - 00:46
What Is A Worldview - 01:57
Why Pre-Suppositions Are Important - 03:24
Two Modes Of Thinking - 01:07
Logical Thinking - 01:58
Emotional Thinking - 03:16
The Dumb Dog - 05:12
How We Create Our Values - 01:13
Examples Of Rational Ideas - 01:25
Examples Of Emotional Beliefs - 01:50
Examples Of Values - 02:20
Rational Or Emotional - 02:35
Finding Someones Presuppositions - 03:17
When The Presuppositions Are Not Clear - 04:43
The Bank Robber Example - 01:18
Why People Buy - 05:12
How We Make Buying Decisions - 03:19
Matching A World View - 04:48
Testing A Worldview - 02:37
Test Your Presuppositions - 03:31
What Is A Buyer Persona - 03:48
Presuppositional Buyer Persona Exercise - 04:27
Creating The Persona - 04:30
Traditional Buyer Personas - 02:51
Combined Buyer Personas - 02:19
Journal Activities To Complete - 00:42
Section 4: The SMART Process - Learn How to Manage Emotions
SMART Copyright - 00:34
The SMART Process - 01:31
Controlling The Room - 01:07
The Core of SMART - 02:30
How Negative Emotion Controls Us - 01:52
How We Take Control - 02:48
The 5 Steps Of SMART - 00:46
Seperate - 00:57
Monitor - 01:07
Assess - 01:52
Replace - 01:40
Trust - 03:29
SMART In Action - 03:01
The SMART Sales Call In Full - 02:56
I Will Never Be Any Good At Sales - 02:25
The Power Of Self Talk - 02:54
Using SMART For Self Development - 00:23
Two Uses Of SMART - 00:23
Short Term Emotional Management - 02:25
Long Term Character Development - 00:29
Experienced Negative Emotional Beliefs - 03:29
Taught Negative Emotional Beliefs - 01:47
Internal Negative Emotional Beliefs - 02:02
Activities To Complete For SMART - 00:32
Section 5: The Coaches - Getting Ready for Passengers
Getting Ready For Your Passengers - 02:13
Know Your Product - 02:18
Product Strengths And Weaknesses - 02:05
Knowing Your Competition - 02:24
Become The Expert - 04:47
Value Propositions - 05:03
Activities To Complete Preparing For Your Passengers - 00:00
Section 6: The Train Route - Planning Your Sales Route
Planning Your Route - 04:10
Building Your CRM Flow - 04:28
Data Analysis - 03:37
Implementing Your Sales Funnel - 04:04
Activities To Complete For Your Route - 00:37
Section 7: Selling Tickets - Understanding How Prospecting Works
Prospecting The Three Rules - 04:35
Qualifying Prospects - 02:30
Identifying The Contacts Role - 01:58
Dealing With The Gatekeeper - 03:21
Dealing With Influencers - 03:39
Dealing With Champions - 03:01
Dealing With Decision Makers - 02:19
Contact Identification Exercise - 01:35
Prospecting Secrets - 06:46
Getting Entrance Into The Castle - 02:42
Activities To Complete For Dealing With Prospecting - 00:32
Section 8: Prospecting by Networking
Prospecting By Networking - 01:47
Classification Of Networks - 06:01
Door To Door Sales - 05:31
Door To Door Conversation Methods - 04:13
Getting The Most Out Of Your Networking - 03:25
The Elevator Pitch - 04:54
Activities To Complete For An Elevator Pitch - 00:59
Section 9: Prospecting by Phone
Finding Prospects By Phone - 03:31
Planning Your Phone Calls - 03:53
Split Testing Your Scripts - 04:44
Dealing With The Gatekeeper Script - 05:35
Dealing With The Influencer Script - 04:36
Dealing With The Champions Script - 04:15
Dealing With Decision Makers Script - 04:05
Other Call Support Material - 06:18
Voicemail Techniques - 08:54
Activities To Complete For Prospecting By Phone - 00:32
Section 10: Online Prospecting
The Power Of Online Prospecting - 02:00
Online Prospecting Tools - 09:28
Email Statistics - 00:58
Understanding Spam - 00:48
Permission Based Email Marketing - 01:56
Places To Get Their Email Addresses From - 01:53
Email Writing Tips - 02:56
AIDA Copywriting - 04:53
A Sample Email Using AIDA - 04:30
Activities Create Your Own Email Using AIDA - 01:11
Section 11: Making Friends - Friendliness & Personality Types
Making Friends - 02:36
Ten Rules Of Friendliness - 06:20
Ten Rules Of Friendliness Continued - 06:42
Recommended Reading - 00:48
Personality Types - 03:49
Meet The Blues - 02:37
Meet The Reds - 02:53
Meet The Greens - 02:46
Meet The Yellows - 02:18
Advanced Profiling - 07:41
Profiling Bob - 04:43
Activities To Complete On Friendliness - 00:29
Section 12: Body Language - How to Read Your Prospect
Reading The Body - 04:19
Social Spaces - 06:24
Distance Can Change - 02:13
Three Classes Of Body Language - 01:16
Aggressive Body Language - 03:05
Defensive Body Language - 03:23
Friendly Body Language - 03:07
Ten Body Language Patterns - 01:08
The Crossing Pattern - 03:20
The Expanding Pattern - 01:44
The Defensive Moving Away Pattern - 01:50
The Moving Towards Pattern - 03:04
The Opening Pattern - 01:10
Preening Pattern - 02:55
Repeating Pattern - 02:18
Shaping Pattern - 01:43
Striking Patterns - 02:58
The Touching Pattern - 04:48
Ten Core Patterns Exercise - 01:17
Personality Type Body Language - 02:41
Micro Expressions - 01:24
Seven Common Micro Expressions - 05:11
Your Body Language The Importance Of Control - 03:21
Tracking Their Body Language - 01:20
What Are They Responding To The Three Factors - 03:00
Moving Them Through The Sale - 01:01
Body Language Flow - 04:31
Dealing With More Than One Person - 00:40
Activities To Complete Body Language - 00:30
Section 13: Listening Station - Questioning & Listening
The Art Of Questioning And Listening - 01:21
How To Show You Are Listening - 02:27
Product Based Sales - 01:34
Needs Based Sales - 02:00
Needs Analysis Funnel - 01:16
The Needs Analysis Stages - 02:45
The Two Types Of Questions - 00:31
Open Questions - 04:00
Closed Questions - 04:21
The Quick Sale Mobile Example - 02:16
The Quick Sale Training Session Example - 02:40
The Quick Sale Exercise - 03:03
The Three Simple Question Technique - 04:10
The Echo Technique - 01:49
The 5 Ws - 03:13
Washing Machine Retail Sale Example - 02:55
The Five Whys - 01:03
The Five Whys - George - 01:20
The Five Whys - Sally - 01:45
The Five Whys - Terry - 01:42
Why You Do Not Own A Yacht - 00:38
Additional Tools - 00:28
Needs Analysis Mind Map - 01:16
Needs Analysis Sheet - 02:56
Questioning And Listening Activities - 00:36
Section 14: Negotiation Station - How to Negotiate Successfully
The Negotiation Station - 02:15
Core Principles Of Negotiation - 00:40
Focusing On Them - 02:08
Everyone Has To Win - 04:04
Matching Values - 02:36
The Path Of Least Resistance - 02:03
Shifting The Weight - 05:53
The Persuasion Secret - 01:19
How To Persuade Someone - 01:29
The Electric Car - 01:49
The Fashionable Trainers - 01:55
Competency Levels - 02:55
Assessing Competency Levels - 04:04
Features Benefits And Values - 01:52
The Christmas Tree Negotiation - 04:04
B2B Value Propositions - 02:57
Deepening The Value - 01:34
Over Decorating The Tree - 03:05
The Big 12 - 00:59
Authority - 04:00
Social Proof - 02:39
Group Identity - 02:07
Deflecting Fault - 02:23
Ask For Advice - 01:56
Compliment Their Negotiations - 01:54
Reciprocity - 02:05
Scarcity - 01:51
Off Set Values - 01:40
Stepped Commitments - 02:23
Fear And Hope - 02:25
Ranked Priorities - 06:33
Negotiating A Price - 00:39
The Market Price - 02:21
The Anchor Price - 02:02
The Walk Away Price - 01:43
The First Offer - 03:14
The Counter Offer - 03:47
Activities To Complete Negotiation Skills - 00:34
Section 15: Objection Handling - How to Handle Objections to the Sale
Handling Objections - 01:34
The Golden Rule To Handling Objections - 01:04
Why Objections Happen - 03:21
Objection Tags - Tagging Objections - 00:54
Objection Types - 02:44
Objection Class - 04:20
Objection Source - 01:30
The Objection Clarification Process - 00:33
The Onion Technique - Peeling Back The Objections - 00:28
Testing The Objection Type - 02:56
Classify The Objection - 00:47
Test The Objection Source - 00:58
Summarise The Objection - 00:53
The Objection In Full - 01:24
Acknowledge The Objection - 02:44
Acknowledgement Examples - 01:19
Emotional Objections - 03:45
Feel Statements - 01:15
Felt Statements - 01:02
Found Statements - 01:03
Feel Felt Found Example - 02:32
Rational Objection Guidelines - 00:25
Responding To Rational Objections - 00:55
Sharing Data And Information - 00:24
Data Sharing Techniques - 03:06
Using The Right Techniques - 01:06
Valid Objections - 01:42
How To Handle Class Objections - 00:29
Authority Objections - 03:04
Types Of Relationship Objections - 00:30
Existing Relationship Objections - 01:03
Third Party Relationship Objections - 01:55
No Relationship Objections - 01:58
Knowledge Objections - 02:16
Convenience Objections - 01:43
Price Objections - 03:22
Objection Handling Sheets - 01:33
Removing The Objection - 02:41
Dealing With Difficult People - 00:39
Dealing With Difficult People - Use SMART - 01:13
Grow Some Thick Skin - 02:42
The Mountaintop Example - 01:50
Finding Common Ground - 03:43
Focus On The Issue - 01:48
A Soft Answer - 02:00
Stress Fractures - 01:36
Be Their Only Friend - 02:00
Types Of Character Traits - 00:34
The Demander - 02:02
The Detractor - 02:05
The Dynamite - 02:12
The Dumper - 02:28
The Drainer - 02:00
The Disappointer - 02:09
The Dictator - 02:09
Handling Objections Before The Meeting - 01:52
Reducing Objections - 02:46
Setting Up An FAQ Page - 01:40
Objection Handling Activities To Complete - 00:34
Section 16: Closing the Sale
Destination Station Closing The Sale - 00:51
Understanding Closes - 04:23
Understanding Buying Signals - 05:35
Closing Questions - 04:25
Activities To Complete Closing The Sale - 00:31
Section 17: Selling Season Tickets
Season Tickets The Biggest Source Of Revenue - 00:55
Understanding Season Tickets - 04:25
First Class Passengers - After Sales Care - 05:12
The Revolution - Practising The Principles - 00:42
Thank You - Get In Touch - 01:16

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