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DEMAND Selling System (01-DEM)

Sales Training


Description

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Content
  • Getting Started
  • How to Use this Course
  • Help / Support
  • 1. Why Use a System?
  • What is a System? How is it different from a process?
  • Systems v Processes v Philosophy
  • Why Use a System Q&A?
  • Week 1 Recommended Reading
  • Why Use a System Exam
  • Section 1 Survey
  • 2. The DEMAND System
  • DEMAND Sales System
  • Every Step Builds on Previous - Don't Rush
  • DEMAND in Action
  • DEMAND System Q&A?
  • Week 2 Rec. Reading
  • DEMAND System Exam
  • Section 2 Survey
  • 3: Discover Problems
  • Questions are the Key
  • Dig for Pain!
  • Display Insight to Demonstrate Authority
  • Templates are Your Friend
  • Discover Problems Q&A?
  • Exam 3
  • Section 3 Survey
  • Week 3 Rec. Reading
  • 4: Establish Consequences
  • It's Not About You
  • Have to face your #1 Competitor
  • What Happens if You Do Nothing?
  • Slideshare 4
  • Discussion Q&A 4
  • Exam 4
  • Survey 4
  • Rec. Reading 4
  • 5: Model Success
  • Paint the Picture of Success
  • Testimonials / Case Studies
  • Mutual Fit or Fail
  • Slideshare 5
  • Discussion Q&A 5
  • Exam 5
  • Survey 5
  • Rec. Reading 5
  • 6: Ask for Yes or No
  • Don't Be a Wimp
  • How to Get the Truth
  • Assign a Deadline
  • NEVER Send Proposals
  • Discussion Q&A 6
  • Exam 6
  • Survey 6
  • Rec. Reading 6
  • 7: Negotiate with Confidence
  • It's Never the Price
  • Focus on Value
  • Don't Give Without Getting
  • Standardize Discounts for Constraint
  • Discussion Q&A 7
  • Exam 7
  • Survey 7
  • Rec. Reading 7
  • 8: Develop Referrals
  • The Best Time to Ask
  • Make it Easy on Them
  • Automate Followup
  • Discussion Q&A 8
  • Exam 8
  • Survey 8
  • Rec. Reading 8
  • 9: Map DEMAND to Your Sales Process
  • Define Your Sales Process
  • Coordinate DEMAND Principles to Sales Steps
  • 1-call or multi-call?
  • Discussion Q&A 9
  • Exam 9
  • Survey 9
  • Rec. Reading 9
  • 10: Tying it All Together
  • Discovery Questions
  • 3rd Party Stories
  • Case Study Review
  • Role Playing FTW
  • Fixed Discounts
  • Referral Template / Process
  • Discussion Q&A 10
  • Final Exam
  • Final Survey
Completion rules
  • All units must be completed