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Sales Skills Mastery 1: Sales Training For Beginners

Selling Techniques and Sales Strategy that Every Salesperson Ought to Know - Sales Training For the Modern World
Instructor:
Ken Wells
5,709 students enrolled
English [Auto]
CREATE Optimal Mindset For Sales Success so that you stop making unconscious mistakes and more naturally do things that lead to more sales
UNCOVER What Your Prospects Actually WANT to Buy so that selling becomes easier and more enjoyable
DISCOVER Your Ideal and Most Profitable next Clients so that you waste less time pitching the wrong people
SELL the way your prospects naturally buy so that you encounter less resistance and close more sales
ESTABLISH a Rock Solid Sales Process so you can consistently make sales and always know what to do next
DETERMINE which metrics to pay attention to so you know how to create maximum improvement with the least amount of effort
USE peak performance secrets so that you can exponentially grow your sales skills and income
UNDERSTAND your prospect's true mind so that you can deliver a razor sharp sales message and avoid turning your prospect off

In this course you will learn how to sell more with less effort.  Period.

You’ll discover a proven step by step system that elite salespeople use for identifying, engaging and closing high probability prospects so that you can make more money, waste less time with the wrong people and enjoy selling more.

Master real selling skills quickly, without being a “salesy”, with this unique sales training program for beginners…even if you’re shy or introverted…

What will I be able to DO after I enroll?

  • CREATE optimal mindset for sales success so that you stop unconsciously making mistakes and more naturally do things that lead to more sales

  • UNCOVER what your prospects actually WANT to buy so that selling becomes easier and more enjoyable

  • DISCOVER your deal and most profitable next clients so that you waste less time pitching the wrong people

  • SELL the way your prospects naturally buy so that you encounter less resistance and close more sales

  • ESTABLISH a Rock Solid Sales Process so you can consistently make sales and always know what to do next

  • DETERMINE which metrics to pay attention to so you know how to create maximum improvement with the least amount of effort

  • UNDERSTAND your prospect’s true mind so that you can deliver a razor sharp sales message and avoid turning your prospect off

  • USE peak performance secrets so that you can exponentially grow your sales skills and income

Learn the secret the top %1 of salespeople know about selling…

I created this course because after 13 years of professional selling, many patterns became clear that weren’t so obvious starting out.

After the first couple years of my sales career I got sick of the grind…the unreturned phone calls, feeling burnout…worrying about if a large sale would close or not…and I completely changed my approach.

I learned how to maintain a really high closing percentage…work less, earn more and enjoy the process a lot more.  

My entire mindset changed.

Unfortunately, many of the sales training books and programs available are written based on how the world was in the 70’s and 80’s..when prospect’s attention spans were longer and their buying defenses we’re lower…that’s all changed now and a fresh approach is necessary.

What makes this course different is that I teach what actually works for today’s prospects.  What works now.

…and I’ve actually used what I teach to always be at the very top or in the top %1 for every company I worked for.  This includes Fortune 500 companies as well as some of the fastest growing companies on the planet.

…so this isn’t some “sales theory”.

What you will learn will not only help you make more money but will pull back the curtain so that you understand what selling really is.

This will help you make more sales with less effort, but, if own or ever decide to start your own business, you can use what you learn here to quickly grow that business.

Here’s just some of what’s inside:

  • The Proven 6-Step Sales Success System
  • The Master Objection Response Formula
  • The #1 Ingredient That Will Determine Your Sales Success
  • How to Easily Deal with Upfront Objections
  • The 7 Metrics Every Salesperson Ought to Track
  • How to Cold Call Like a Pro
  • Powerful Ways to Get Past The Gatekeeper
  • The Art of Correctly Qualifying and Developing a Sales Opportunity
  • How to Determine Your Ideal and Most Profitable Next Clients
  • The Key to Finding the Root of their Pain
  • The #1 Way to Set up the Presentation
  • The Real Point of the Presentation…many Salespeople Get This Wrong
  • How to Sell The Way Your Prospects Buy
  • How to Close the Sale Like a Boss
  • Do You Know Why You Lose Sales to Your Competitors?
  • Make More Sales and Save Time by Presenting This Way
  • The BIG Problem Faced by Salespeople…and What to Do to Overcome It
  • The Secret Sauce That Makes Selling Easier
  • The Real Reason Your Customers Don’t Buy from You
  • How to Properly Use the Most Powerful Tool in Sales
  • How to Establish Credibility Like a Doctor
  • 1 Surprising Trick the Experts Use to Gain Their Prospect’s Trust
  • How to Quickly and Easily Develop Your Prospect’s Need for Your Product

In short you will learn specifically why, what, when, where and exactly how to sell more, sell faster, avoid unnecessary stress and learn to love what you do.

So, go ahead click the green enroll now button on the right hand side, so you can blast past your competitors, leaving them scratching their heads as you steal their clients from underneath them.

What have you got to lose?  

If you do nothing, nothing will change.

If you don’t love the course..if it doesn’t deliver on every promise, you can always get 100% of your money back, so there’s no reason not to enroll.

Once you enroll you’re given step by step instructions and easy to follow exercises.

Best of all, you’ll have my help should you have questions or need help applying the techniques in a specific situation.

1
START HERE
2
Introduction

In this video, we lay out the entire program, why you should invest your time to learn it and answer the question "Why Ken as the instructor?".

3
How to Get the Most Benefit from This Course

In this video, you're given specific, actionable suggestions for getting the most benefit from this course.

Section 1

1
What is Selling EXACTLY?

In this lecture, you'll learn:

  • The surprising truth about selling
  • How the selling game has changed
  • How you need to present your message to be competitive in today's selling environment
  • How to be a great salesperson even if you're highly analytical
2
Dissolving The 6 Most Common Myths About Being a Great Salesperson

In this lecture, you will learn about the 6 most common myths that hold salespeople back from achieving greatness, so that you can avoid the common traps beginners fall into.

Downloadable: Slidedeck

3
The #1 Reason Beginning Salespeople Fail

In this lecture, you will learn about the #1 obstacle standing in the way of you making boatloads of money as a salesperson.  When you truly understand and overcome this, you'll be light-years beyond your competition.

This really is one of the fastest ways to improve your sales results.

4
The Foundation of All Sales Success

In this lecture, you will learn about the #1 ingredient to a successful sales call and career.

You will also learn:

  • The correct attitude to adopt when selling...this makes selling so much easier and fun

  • An easy technique that will allow you to speak more powerfully while also melting your prospects resistance

  • How to avoid the "Salesperson Program" so that you can connect with your prospect, develop trust and make the sale

5
Action Items

In this lecture, you're given specific action items, so that you can practice what you are learning.

Be sure to check out the resource section for a downloadable set of notes and the slide deck.

6
Quiz

Section 2

1
What Every Salesperson Ought to Know About Selling

In this lecture, you're going to learn some fundamental truths about selling that even many veterans fail to recognize.

You're also going to start the process of understanding what it is that you're ACTUALLY selling so that you can communicate in way that has the deepest impact with your potential customers.

2
How to Find What Your Prospects Actually Want to Buy

In this lecture, you're going to learn a simple process for uncovering what your product/service actually does and how to match that with what's most important to your prospects.

Many people are surprised with what they uncover after doing this fast exercise.

3
How to Sell the Way Your Prospects Buy

In this lecture, you're going to learn the difference between how amateurs, average and professional salespeople, describe the value of their product/service.

You're also going to go through a brief exercise that will help you to start understanding your potential customers, on a deeper level.

And you will learn how to add power and potency to your message so that your prospects are influenced to take action on your suggestions.


4
Action Items

In this lecture, you're given specific action items, so that you can practice what you are learning.

Be sure to check out the resource section for a downloadable set of notes and the slide deck.

5
Quiz

Section 3

1
Less is More in Professional Selling

In this lecture, you're going to learn about the core philosophy that Elite Salespeople have and how to adopt this same mindset in your own sales calls.

We are going to abandon the old adage "sales is a numbers game" and instead, adopt a more elegant approach so that you can make more sales in less time.

2
How to Determine Your Ideal and Most Profitable Next Clients

In this lecture, you'll discover:

  • The 2 questions to ask yourself to determine your ideal and potential customers

  • The best (and most profitable) place to look for new business

  • How to determine the common threads that tie all your best prospects together - this is key for saving you time and developing a mega profitable lead list

  • A key secret to gaining trust and authority with your customers and how to develop more repeat business, referrals, and lower price sensitivity

  • What your customers REALLY want

Downloadable: Lecture Notes and Slidedeck

3
The Transformative Customer Journey

One of the biggest complaints people have of salespeople is:  "They don't understand me" (B2C) or "They don't understand my business" (B2B).

In this lecture, you will learn about "The Transformative Customer Journey" and how to use it to communicate in a way that demonstrates to your prospect that you truly understand where they are coming from.  

This is going to set you apart from all the other salespeople calling on them and help you build rapport faster and communicate the value of your product/service in a way that is unique, intelligent, and deeply resonates with your potential customers.

I will walk you through an example of this in action and be sure to check out the resource section to download the worksheets and complete them for your own prospects and products/services.

4
How to Develop a Strong List of Potential Customers

In this lecture, you're going to be developing a strong "lead" or potential customer list.

I'm going to show you the best place to start, some important factors to consider as well as where to look to find your potential customers.

5
Do You Know Why You Lose Sales to Your Competitors?

In this lecture, you're going to learn who your TRUE competitors are as well as where your product or service really exists in the marketplace.

This is vital in order to make sure you are targeting the right prospects as well as when it comes to selling against your competition.

6
The Real Reason Your Prospects Don't Buy from You

In this lecture, you're walked through a powerful exercise to determine the reasons (ie potential objections) your prospects won't buy from you.

You'll also discover the REAL reason your prospects don't buy as well as the 5 most common objections and the good news about overcoming objections.


7
Action Items

In this lecture, you're given specific action items, so that you can practice what you are learning.

Be sure to check out the resource section for a downloadable set of notes and the slide deck.

8
Quiz

Section 4 - Open

1
6-Step Sales Success System

In this lecture, you're introduced to the 6 step sales success system, which is the backbone of this entire course.

2
Opening The Sales Conversation

In this lecture, you're going to learn the key principles to crafting a powerful opening that engages your prospect and earns you the right to proceed forward in the sales process.

3
Sharpening Your Opening

In this lecture, you'll walk through a quick exercise that will help sharpen up your opening, so that you can capture your prospect's attention and pique their interest.

4
The Importance of Prospecting

In this lecture, you're going to learn why prospecting is such an important skill to learn.

5
Identify and Get to the Decision Maker

In this lecture, you will learn how to overcome the fear of rejection while cold calling as well as some simple cold calling strategies that will increase your cold calling success rate.

6
Powerful and Easy to Use Methods to Get Past The Gatekeeper

In this lecture, you're going to learn about the primary roadblock to getting to the decision maker, the GATEKEEPER.

I'm going to show you a few powerful techniques for getting past the gatekeeper in a way that both save you time and makes your life easier.

You will learn a couple effective voicemail techniques for getting your calls returned.

There is word-for-word scripts and lecture notes in resource section.

DOWNLOADABLE: Word-for-word Scripts and Lecture Notes

7
3 Razor Sharp Openings You Can Steal

In this lecture, you will learn 3 solid openings you can use to capture your prospect's attention and pique their interest.

You'll hear specific examples from several industries as well as tips on how to correctly deliver the openings for maximum effect.

DOWNLOADABLE: Word-for-word scripts, lecture notes, and slide deck

8
How to Easily Deal with Upfront Objections

In this lecture, you will learn how to easily breeze past some of the most common upfront objections, so you can continue moving forward in the sales process.

DOWNLOADABLE: Word-for-Word Scripts, Lecture Notes and Slide Deck

9
Closing Thoughts

In this lecture, we'll discuss some closing thoughts that will help you better understand and implement everything you've learned in this section.

DOWNLOADABLE:  Lecture Notes and Slide Deck

10
Action Items

In this lecture, you're given specific action items, so that you can practice what you've learned in this section.

Be sure to check out the resource section for a downloadable set of notes and the slide deck.

11
Quiz

Section 5 - Discovery

1
The Art of Qualifying and Developing a Sales Opportunity

In this lecture, you'll get a full introduction to this all important section as well as the purpose of this step.

DOWNLOADABLE: Follow Along Guide + Lesson Notes

2
The BIG Problem Faced by Salespeople...and What to Do to Overcome It

In this lecture, you're going to discover one of the major hurdles to being an effective salesperson and what you can do to overcome it.

In sales we face a catch 22 that makes our job much more difficult.  By understanding and applying what you learn in this lesson, you'll be able to quickly differentiate yourself from your competition and more easily move your prospect forward in the sales process.

DOWNLOADABLE: Lecture Notes

3
The Secret Sauce That Makes Selling Easier

In this lecture, you're going to learn how to use "Value Snapshots" to overcome another one of the biggest problems we face as salespeople.

As you use the techniques you'll learn in this lesson, you'll find that piquing your prospect's curiosity and inspiring them to WANT to engage further in the sales process becomes quick and easy.

DOWNLOADABLE: Lesson Notes with Word for Word Selling Scripts

4
How to Establish Credibility Like a Doctor

In this lecture, you're going to learn how to quickly dissolve the credibility problem that we face with new prospects, by using a special series of questions, designed to begin establishing quickly.

As you use this simple technique, you'll find that things flow more smoothly with your prospect as they begin to further engage in the sales process with you.

DOWNLOADABLE: Lesson Notes with Word for Word Selling Scripts

5
Crafting Your Series of High Quality Credibility Enhancer Questions

In this lecture, you'll learn 6 key tips for crafting your own potent set of Credibility Enhancer Questions, so that, your prospects will feel more comfortable opening up to you.

6
1 Surprising Trick the Experts Use to Gain Their Prospect's Trust

In this lecture, you'll learn a super simple trick to quickly gain your prospect's trust and take control of your sales calls.

7
How to Quickly and Easily Develop Your Prospect's Need for Your Product

In this lecture, you're going to learn another powerful set of questions that will help you open the door to the heart of the sale.

You're going to learn how to position your offer for maximum value while simultaneously laying the foundation for a more in-depth discussion about your prospect's pain.

You're given 9 easy questions to ask to uncover your prospect's needs, as well as, a proven method for dealing with prospects who are resistant.

DOWNLOADABLE: Lesson Notes with Word for Word Selling Scripts

8
The Key to Finding the Root of their Pain

In this lesson, you're introduced to one of the most powerful tools in all of selling.  When you use what you learn in this lecture, you'll be able to quickly find what really would motivate your prospects to take action and buy what you are selling.

9
How to Use the Most Powerful Tool in Sales

In this lecture, you'll hear an example of how to use "consequence questions with your prospects, so you can understand the nuisances of using this powerful technique correctly.

You're given specific tactics to find your prospect's HOT PAIN POINTS so that you can tap into the emotions that will ultimately drive the sale and increase your prospect's urgency to buy.

You're given specific, word for word scripts, along with the exact principles to make everything work for you.

DOWNLOADABLE: Lesson Notes with Word for Word Selling Scripts and Follow Along Guide.

10
Exercise: Know Your Prospect Better Than They Know Themselves

In this lecture, you're given an exercise which will help you to really understand your prospect and give you massive confidence in your sales calls.

You'll be able to anticipate your prospect's potential needs and pain which will give you far greater control and power in the sales process.

DOWNLOADABLE: Lesson Notes

11
What Else Do You Need to Know to Qualify the Opportunity?

In this lecture, we cover the additional things you need to find out from your prospect, before moving onto the present step.

This is going to allow you to save time and ensure that you are only spending your time with high probability prospects that you have a real chance of closing.

DOWNLOADABLE: Lesson Notes with Word for Word Selling Scripts

12
Closing Thoughts

In this lecture, we'll cover some closing ideas that will really help you to put the power techniques, in this section, to work for you.

These are some of the key connecting principles that will really help hone your discovery skills.

13
Action Items

In this lecture, you're given the action items that will help you to apply what you are learning in this section.

DOWNLOADABLE: Follow Along Guide

14
Quiz

Section 6 - Present

1
The #1 Way to Set up the Presentation

In this lecture, you'll learn a powerful way to set up your presentation, so that your prospect's WANT to hear your solution.

DOWNLOADABLE: Lesson Notes and Follow Along Guide

2
The Real Point of the Presentation...many Salespeople Get This Wrong

In this video, you're going to learn the primary purpose of the presentation, and it's not what most salespeople think.  You'll learn how to avoid blowing perfectly good closing opportunities, so you can instead take advantage of those chances.

3
Make More Sales and Save Time by Presenting This Way

In this lecture, you're going to learn how to present your product or service in a way that becomes almost irresistible to your prospect.  It will save you time and dramatically increase your closing percentage.

You will also learn how to incrementally build your prospect's commitment and desire for your offer.

4
How to Maintain Control of the Sale with This Simple Tool

In this lecture, you're going to learn how to maintain control of the sales process, when your prospect tries to take things off track.

5
Action Items

In this lecture, we'll go over the action items for this section, so you can apply what you've been learning.

DOWNLOADABLE: Lesson Notes

6
Quiz

Section 7 - Close

1
The Art of Creating an Opening for the Close

In this lecture, you're going to learn about your prospect's "tipping point" and about the subtle signals that you need to pay attention to so that you know exactly when to close the sale.  Miss these and you'll often blow the sale.

DOWNLOADABLE: Follow Along Guide

2
Learning to Recognize Buying Signals

In this lecture, you're going to learn how to spot your prospect's buying signal and begin to develop your "Closer's Sixth Sense", so that you can know the precise time to close.  Many salespeople think they understand how to read buying signals, but, they often miss the more subtle cues their prospect is giving off.  We're going to fix that.

3
How to Close the Sale Like a Boss

In this lecture, you're going to learn the secrets insiders know about closing deals.  You're going to learn how to close like a boss. Period.  

You'll learn some specific closing techniques and how to apply each technique to the different prospect types you'll encounter so that you can dramatically increase your closing percentage.

You'll also learn a simple technique to properly set up the close and how to get rid of closing anxiety.

DOWNLOADABLE: Lesson Notes with Word-for-Word Selling Scripts

4
Action Items

In this lecture, we'll go over the action items for this section, so you can apply what you've been learning.

5
Quiz

Section 8 - Overcome Resistance

1
The #1 Reason Salespeople Fail in the Close

In this lecture, you're going to learn how to overcome your closing anxiety and how to develop the correct attitude to have while closing.

2
The Absolute Best Time to Overcome Objections

In this lecture, you're not only going to learn the best time to overcome objections but, you'll also learn how to prevent many objections from ever surfacing in the first place.

3
Here's What Smart Salespeople Do When They Want to Overcome Resistance and Close

In this lecture, you'll learn about the various types of objections you're likely to encounter as well as the main reasons why your prospects hesitate and resist.

You'll also learn the surprising truth about objections and begin crafting your own high-quality list of objection responses, customized specifically for your product/service and industry.

4
The Master Objection Response Formula

After this lecture, you'll be able to use "The Master Objection Response Formula" to blow past any last-minute resistance and close the sale.  This formula is simple, easy to use, and extremely effective.  It's the only objection response system you'll need to make lots of sales.

DOWNLOADABLE: Lesson Notes with Word-for-Word Selling Scripts

5
How to Overcome the 5 Most Common Objections Without Memorizing a Script

In this lecture, you're going to learn how to overcome the 5 most common objections, without having to memorize scripts.  Most of the objections you'll hear really boil down to these 5, so, when you understand how to handle these you are well on your way to becoming a closing machine.

DOWNLOADABLE: Lesson Notes

6
Action Items

In this lecture, we'll go over the action items for this section, so you can apply what you've been learning.

DOWNLOADABLE: Lesson Notes

7
Quiz

Section 9 - Follow Up

1
A Proven Strategy for Getting More Sales: FOLLOW UP!

In this lecture, you're going to learn specifically who you need to be following up with.  Get this wrong and you'll wind up wasting your time, chasing people who will never buy.

DOWNLOADABLE: Lesson Notes and Lesson Resources (with links to CRMs)

2
The 7 Metrics Every Salesperson Ought to Track

In this lecture, you're going to learn about the 7 most important metrics that you should be tracking, so that you can accurately judge your effectiveness as a salesperson.  These numbers are going to tell you where you need to improve and will give you a clear indication of what you need to focus on, to increase your income.

DOWNLOADABLE:  Lesson Notes

3
Quiz

Section 10 - Conclusion

1
Here's the Truth About Becoming a Great Salesperson

In this lecture, you're going to learn the real truth about what it takes to become great in sales, along with, some specific suggestions that can help you make this happen as quickly as possible.

2
Putting Everything Together

In this video, you're given a clear game plan for continuing to refine your sales skills as well as how to continue to get the most benefit from this course.

3
Conclusion

In this video, we wrap everything up and you're given specific suggestions for moving forward.

NOTE: academyselfmastery.com is discontinued. 

To learn more about how we can help your business generate a steady stream of quality leads as well as build a predictable client acquisition engine, visit https://b2bsaleskey.com and book a call to speak with one of our Growth Advisors

Bonus Section

1
How to Fast-Track Your Sales Prospecting Efforts

This applies to anyone who does cold prospecting, which is cold emails to generate appointments...cold calls, etc.

In this video, I’m going to show you how to sell more in less time with less effort than almost all your peers and competitors.

You’re also going to avoid one of the biggest mistakes that people make when prospecting..and you're going to learn how to go from making tons of calls or sending a bunch of cold emails, and basically grinding it out to getting a much better ROI for your prospecting efforts…

When you follow the 3 steps I’m about to share with you, it’s like the difference between trying to dig a hole with a small dull spoon vs a large sharp shovel...so let’s dig in :-)


2
“I’m anxious asking for higher fees”

Recently, I asked some members of our community: “What’s the #1 thing holding you back from moving forward in business?”

One of the comments that came back was:

“I’m afraid or anxious asking for higher fees”.

This actually comes up a lot.  Whether it was salespeople I managed in the past or coaching clients that are selling their own products and services.

It’s one of those fundamental stumbling blocks that will undermine all your efforts to sell your product and/or grow your business.

So, in this video, I’m going to show you how to overcome this insidious fear and help you go from feeling uncertain, anxious, or afraid to ask for larger sums of money to feeling completely confident..

..provided you’re willing to follow some simple suggestions.

Because trying to run a business or sell with this type of fear is like trying to run a race with one foot tied behind your back…

...not going to work out well.

This needs to be addressed, and, you need to feel 100% confident asking for a fair price for what you offer...even if you think it’s expensive.

3
How to Have Rock Solid Confidence While Selling

One of the most common problems faced by leaders, salespeople, and business owners is:

Feeling uncomfortable selling

This comes up over and over again in different forms:  

“I don’t want to feel salesy”

“How do I not feel like a used car salesman when selling”

“How do you sell without the ick?”

The problem is these types of feelings will hold you back from achieving your goals because as a business, you must make money.  

...and to make money you must sell your product or service.

This also applies to selling your ideas as a leader...

The good news is, all this is based on some fundamentally flawed ideas and are easily correctable:

I share how in this video.

In it, I’ll walk you through 2 simple exercises that take only a few minutes and can completely remove the negative stigma associated with selling and give you complete confidence when it’s time to handle business or present your ideas.

Check it out and let me know what you think…

4
How to Deal with Rejection in Sales

One of the toughest parts of selling is dealing with rejection.

It’s strange how much it can affect you.  

Whether someone emails you about a proposal you sent over or they tell you NO right to your face.

Rejection is obviously a part of life in general but it’s a more constant companion to those of us in sales or who own businesses where we are the ones who actively reach out and prospect for new clients.

It can hurt...and the reason it’s worth talking about is that rejection can cost you hours (and I’ve even heard of days) of productivity.

Sometimes it can sting a little too much and suddenly you don’t want to make that next call or create that next video or whatever else you had planned for that day.

So, in this video, I want to show you how you can stack the odds in your favor, so that rejection rolls off you, like water off a duck's back…

When you apply what I’m about to teach you, you’ll go from letting a single rejection ruin your whole day to moving on quickly and getting focused on the next opportunity.

Instead of crossing your fingers that a deal will go through, you’ll have an indifferent attitude.  Emotional Teflon.

Sound good?

5
How to Instantly Improve Rapport with This Simple Hack

In this video, I’m going to show you one of the easiest and fastest ways to improve your rapport building skills AND help you avoid doing 1 specific thing that will break rapport.

You can view and review the lecture materials indefinitely, like an on-demand channel.
Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don't have an internet connection, some instructors also let their students download course lectures. That's up to the instructor though, so make sure you get on their good side!
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