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22 Videos (3h 47m)
    • Introduction

      11:16
    • The Five Core Sales Skills

      15:56
    • The Truth About Ethical Sales

      8:30
    • The 3 Part Framework for Sales Logic

      14:55
    • Introduction

      15:11
    • How to Model The Top Sales People in Your Field

      17:20
    • How to Add Objections to Your Sales Framework

      8:44
    • Building Authority During the Sale

      11:45
    • Introduction

      7:18
    • Fallacy vs Heuristic vs Bias

      13:11
    • Understanding How Heuristics Play Into Your Sale

      12:09
    • The Real First Sale -Getting and Keeping Attention

      6:36
    • Introduction

      11:59
    • Modeling Hidden Desires

      5:23
    • Analyzing an Example of Hidden Desires

      4:17
    • Cold and Warm Reading Your Prospect

      9:32
    • A Primer on Body Language

      12:50
    • Qualifying Your Prospects

      4:52
    • How to Predict Objections and Prepare Responses

      6:21
    • Conclusion

      12:37
    • Bonus - Consultative Selling

      13:44
    • Bonus - Free Sales Critique

      2:17

About This Class

What is sales?

What is it? Really?

This is the question that literally took me years to find an answer to.

It shouldn't be that way.

But it is.

Because there are some very big, very wrong beliefs that most people believe about sales that make it almost impossible to really learn.

The first wrong belief is that salespeople are born, not made.

Of course, this is a convenient belief because it takes the responsibility off the people training the skill and puts it on the students.

The truth is sales teachers haven't been able to successfully tease apart the handful of skills required to be successful and to deconstruct each of them into learnable steps.

The second wrong belief is that people buy because of emotion, not logic.

The truth is that they buy because of emotion AND logic. And there is a logic, which most people don't understand, that explains why people feel the emotions they feel. 

It's all logic underneath. It just takes the right framework to see that.

The third wrong belief is that sales is about saying the right things. 

The truth is that the most important step, and the first step, in a sale is learning about the other person, finding out what their problems are, and then matching their problems to your solutions.

So what will you learn in this course?

You'll get a framework for understanding the 5 core skills of sales, and you'll get a framework for managing all the content of your sales communication.

And a not about communication.

Sales is just one branch of a much bigger tree called persuasive communication. Asking for a donation of blood is sales. Convincing your child to believe in themselves is sales. Running for a government office is sales. Going into a company for a job interview is sales.

These are all sales. They are activities that all use the same muscles. Just directed towards a different outcome.

To be a truly influential person, you have to understand that these activities are all really the same thing. 

My goal is that by the end of the course you have that new skill. 

To see the deep patterns that unify all these related skills. Whether you call them selling, teaching, persuading, preaching, fundraising, evangelizing, parenting, etc.

That plus, you will get a unique framework for developing your sales presentation in a visual way with an argument tree.

An org chart combined with a mind map, except for making sales arguments.

This is the next level of sales.

This is the future of sales.

And it's the most important step because it will build TRUE foundation sales skills that will serve you for the rest of your life, not just in sales, but in every situation in your life where you seek to have influence.

Enjoy the course,

Timothy

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Timothy Kenny

Author of "Accelerated Learning for Entrepreneurs"

I am the author of "Accelerated Learning for Entrepreneurs" and I have spoken at Harvard University on accelerated learning.

My interest in the Google suite of cloud applications comes from the amazing ability to work together with other people in realtime and edit the same document together. I started using Google Docs years ago to collaborate on design and business projects and discovered that there were many uses for the Google Drawing app. I later realized that all the same functi...

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Business Sales