IV. Sales & Negotiation

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Course curriculum

1. Welcome
2. About Module IV.
3. Your Handbook
4. Important Terminology
1. Introduction
2. Meet Your Instructor: Jeffrey Gitomer - The King of Sales
3. Jeffrey Gitomer on Sales
4. Understand Why People Buy
5. Jeffrey Gitomer on Understanding Why People Buy
6. The Sales Equation
7. The 3 Reasons People Buy
8. 7 Reasons To Buy Your Product
9. Quiz - Understand Why people Buy
10. Actionable Advice
11. Quick Feedback
1. Introduction
2. The Trusted Advisor
3. The Traffic Director
4. Jeffrey Gitomer on Becoming a Trusted Advisor
5. Actionable Advice
6. Quick Feedback
1. Introduction
2. How to Build Trust
3. Jeffrey Gitomer on Building Trust
4. Quiz - Building Trust
5. Actionable Advice
6. Quick Feedback
1. Introduction
2. Ask the Right Questions
3. Jeffrey Gitomer on Asking Before You Tell
4. Leverage Emotion-Based Questions
5. Ask Powerful Questions
6. Quiz - Ask Before You Tell
7. Actionable Advice
8. Quick Feedback
1. Introduction
2. Adopting a Positive Attitude
3. Jeffrey Gitomer on Adopting a Positive Attitude
4. Practice a Positive Attitude
5. Quiz - Adopt a Positive Attitude
6. Actionable Advice
7. Quick Feedback
1. Introduction
2. Understand Your Belief System
3. Jeffrey Gitomer on Improving Your Belief System
4. The 5 Elements of Belief
5. Time to Assess Your Beliefs
6. Actionable Advice
7. Quick Feedback
1. Introduction
2. Understand Hesitation
3. Jeffrey Gitomer on Fighting Hesitation
4. Reversing Risk To Fight Hesitation
5. Risk Reversal: The Zappos Example
6. Playing With Urgency
7. Identify Risk Factors for Your Customers
8. Quiz - Fight Hesitation
9. Actionable Advice
10. Quick Feedback
1. Introduction
2. Jeffrey Gitomer on Delivering Value First
3. Deliver Value First
4. Value First: The HubSpot Example
5. Quiz - Deliver Value First
6. Actionable Advice
7. Quick Feedback
1. Introduction
2. The Age-Old Question in Sales
3. Jeffrey Gitomer on Being Assertive & Patient
4. The Call to Action (CTA)
5. Quiz - Being Assertive And Patient
6. Actionable Advice
7. Quick Feedback
1. Introduction
2. A Quick Thought Experiment
3. Jeffrey Gitomer on Building a Personal Brand
4. Redesign Your Personal Brand
5. Actionable Advice
6. Quick Feedback
1. Introduction
2. Social Proof Is Everything
3. Jeffrey Gitomer on Using the Voice of Customers
4. Recording Video Testimonials
5. Actionable Advice
6. Quick Feedback
1. Introduction
2. Why Should I Buy From You?
3. Jeffrey Gitomer on Being Perceived as Different
4. Actionable Advice
5. Quick Feedback
1. Introduction
2. Pitching: Art or Science?
3. Jeffrey Gitomer on Mastering the Pitch
4. 7 Steps to Perfect Your Pitch
5. Audit Your Sales Pitch
6. Actionable Advice
7. Quick Feedback
1. Introduction
2. Selling At All Costs
3. 6 Important Buying Signals
4. Jeffrey Gitomer on Attracting Willing Buyers
5. Principles to Eliminate Cold Outreach
6. Actionable Advice
7. Quick Feedback
1. Introduction
2. Earn Sales Without Asking
3. Jeffrey Gitomer on Earning the Sale
4. Actionable Advice
5. Quick Feedback
1. You Have Completed Module IV.
2. Want to Go Deeper?
3. All Together Now
4. What You Will Learn in Module V.

About this course

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113 lessons
1.5 hours of video content

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IV. Sales & Negotiation

Course curriculum

Introduction

Unit 1. Understand Why People Buy

Unit 2. Become a Trusted Advisor

Unit 3. Building Trust

Unit 4. Ask Before You Tell

Unit 5. Adopt a Positive Attitude

Unit 6. Improve Your Belief System

Unit 7. Fight Hesitation

Unit 8. Deliver Value First

Unit 9. Be Assertive & Patient

Unit 10. Build a Personal Brand

Unit 11. Use the Voice of Customers

Unit 12. Be Perceived as Different

Unit 13. Master the Pitch

Unit 14. Attract Willing Buyers

Unit 15. Earn the Sale

Conclusion

About this course

Discover your potential, starting today