Course Curriculum

10 Chapters · 70 Lessons

  1. 1

    Soft Skills Training

    1. (Included in full purchase)

      Intro

    2. (Included in full purchase)

      Resilience

    3. (Included in full purchase)

      Curiosity

    4. (Included in full purchase)

      Empathy

    5. (Included in full purchase)

      Communication

    6. (Included in full purchase)

      Test - Soft Skill Training

  2. 2

    Consultative Sales

    1. (Included in full purchase)

      Intro

    2. (Included in full purchase)

      Essential Skills

    3. (Included in full purchase)

      Alignment with Azion's Sales Cycle

    4. (Included in full purchase)

      Advanced Consultative Selling Techniques

    5. (Included in full purchase)

      Understanding Industry-specific Scenarios

    6. (Included in full purchase)

      Final

    7. (Included in full purchase)

      Test - Consultative Sales

  3. 3

    Pre meeting study

    1. (Included in full purchase)

      Intro

    2. (Included in full purchase)

      Personalization and Value Proposition

    3. (Included in full purchase)

      Methodologies

    4. (Included in full purchase)

      Use Cases and Anticipated Objections

    5. (Included in full purchase)

      Tools and Checklist: The Perfect Execution

    6. (Included in full purchase)

      Test - Pre Meeting

  4. 4

    Discovery Tecniques

    1. (Included in full purchase)

      Discovery Techniques Part 1

    2. (Included in full purchase)

      Discovery Techniques Part 2

    3. (Included in full purchase)

      Discovery Techniques Test

  5. 5

    Asking Killing Sales Questions

    1. (Included in full purchase)

      Intro

    2. (Included in full purchase)

      Question Structure: Opening and Guiding Conversations

    3. (Included in full purchase)

      Types of Questions and Their Objectives

    4. (Included in full purchase)

      Building Rapport Through Questions

    5. (Included in full purchase)

      The Power of Implications

    6. (Included in full purchase)

      Techniques for Challenging the Status Quo

    7. (Included in full purchase)

      Questions that qualify decision makers and teams

    8. (Included in full purchase)

      Questions for Building Proposals

    9. (Included in full purchase)

      How to adapt questions to the customer profile

    10. (Included in full purchase)

      The role of silence after a question

    11. (Included in full purchase)

      Questions in the post-prospecting stage

    12. (Included in full purchase)

      Post-sales questions: Ensuring Retention and Upsell

    13. (Included in full purchase)

      Recapping the main question types and strategies

    14. (Included in full purchase)

      Test - Asking Killing Sales Questions

  6. 6

    The Power of Storytelling

    1. (Included in full purchase)

      Intro

    2. (Included in full purchase)

      Story Structures that Convert

    3. (Included in full purchase)

      Types of Stories in Sales

    4. (Included in full purchase)

      Combining Data and Emotions

    5. (Included in full purchase)

      Persuasive Narration Language and Techniques

    6. (Included in full purchase)

      Creating Urgency and Amplifying Pain

    7. (Included in full purchase)

      Personalized Storytelling for Personas

    8. (Included in full purchase)

      Structuring Memorable Stories

    9. (Included in full purchase)

      Conclusion and Connection to Practice

    10. (Included in full purchase)

      Test - Storytelling

  7. 7

    Selling Against Objections

    1. (Included in full purchase)

      Intro

    2. (Included in full purchase)

      The power of confidence in sales

    3. (Included in full purchase)

      Sales Objections - Veiled vs Real

    4. (Included in full purchase)

      Buyer 2.0

    5. (Included in full purchase)

      Emotions and Decision Making

    6. (Included in full purchase)

      Reverting Objections

    7. (Included in full purchase)

      Psychological Triggers

    8. (Included in full purchase)

      Techniques for handling objections

    9. (Included in full purchase)

      Test - Selling Against Objections

  8. 8

    MEDDPICC - Training

    1. (Included in full purchase)

      Intro

    2. (Included in full purchase)

      Metrics

    3. (Included in full purchase)

      Economic Buyer

    4. (Included in full purchase)

      Decision Criteria

    5. (Included in full purchase)

      Decision Process

    6. (Included in full purchase)

      Paper Process

    7. (Included in full purchase)

      Implicate the pain

    8. (Included in full purchase)

      Champion

    9. (Included in full purchase)

      Competition

    10. (Included in full purchase)

      MEDDPIC - SCORECARD

    11. (Included in full purchase)

      MEDDPICC ASSESSMENT

  9. 9

    Follow Ups

    1. (Included in full purchase)

      Follow Up after meeting actions - Part 1

    2. (Included in full purchase)

      Follow Up after meeting actions - Part 2

  10. 10

    Command of the Message

    1. (Included in full purchase)

      Command of the message

    2. (Included in full purchase)

      Command of Message (Test)

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