Understanding Your Prospect's Buyer's Journey

TSE 150 - Sales Foundation

Getting Started

Prospecting Like an Evangelist: Module 1 "Preparing to Prospect"

Who Is Your Ideal Customer? (16:10)
Finding Your Ideal Customer (3:34)
Best Prospecting Methods (4:57)
The Dream 100 Strategy (12:23)
What Key Performance Indicators Should I Track? (4:46)
Tasks Recap (1:46)

Prospecting Like an Evangelist: Module 2 "How To Do Cold Outreach"

What Do I Say When Reaching Out To Prospects? (8:19)
How Do I Create An Irresistible Value Message/Blindside Challenge? (14:35)
Creating And Following A Prospecting Flow Process (13:21)
Effective Daily, Weekly & Quarterly Planning (10:05)
Tasks Recap (1:48)

Prospecting Like an Evangelist: Module 3 "Phone Prospecting"

Understanding Your Buyer’s Buying Journey And Your Sales Process (8:49)
Do I Need A Script When Prospecting? (6:12)
Meeting Agendas (5:00)
Pre-Call Research - "What Should I Know Before Calling?" (7:18)
How Do I Open The Conversation? (6:24)
Qualifying During Your Initial Call (3:23)
Have A Clear Outcome and Next Step (3:23)
What Do I Say On A Voicemail? (5:38)
How Do I Work With The Gatekeeper? (5:47)
Tasks Recap (2:28)

Prospecting Like an Evangelist: Module 4 "Email Prospecting"

Email Subject Line (12:05)
How Do I Craft A Powerful Cold Outreach Email? (15:21)
Closing Your Email (2:34)
Video Emails: When Do I Use Them And How? (6:18)
Video Email Software Recommendation (7:13)
Emails In Your Flow Process (9:42)
Email Notification and Scheduling (9:38)
Tasks Recap (2:57)

Creating Irresistible Value: Module 5 "Things To Know Before You Meeting"

Understanding Your Prospect's Buyer's Journey (15:22)
Knowing Why People Buy (6:24)
Applying Empathy (14:23)
Building Rapport (11:17)
Set Clear Rules Before You Play (6:02)
Tasks Recap (1:39)

Creating Irresistible Value: Module 6 "Discovery Meetings"

Creating Effective Business Cases (12:38)
Paint A Picture For The Buyer (6:06)
What Should A Great Discovery Call Sound Like? (2:57)
Knowing The Common Objections Your Clients Typically Ask At Each Stage Of The Process (4:47)
The Status Quo - The Secret Deal Killer! (3:52)
Task Recap (1:47)

Creating Irresistible Value: Module 7 "Know Who To Ask"

Key Stakeholders (12:43)
Developing An Understanding Of The True Challenge (3:00)
The Socratic Method (5:40)
Five Why Question Example (3:27)
Effective Questions To Ask (8:10)
Task Recap (1:43)

Creating Irresistible Value: Module 8 "Difficult Conversations"

Asking Tough Questions (18:03)
Knowing WHAT to listen For And WHY (4:45)
Effective Storytelling Strategies (5:58)
Understanding Emotions And How To Use Them In Your Favor (4:13)
Identifying Red Flags (4:52)
Task Recap (2:48)

The Conversion Phase: Module 9 "Prepare For The Close"

Don't Make Closing An Event (9:53)
Know The Decision Process Inside And Out (7:36)
Having Confidence In Your Offering (6:51)
Prepare A Plan With Your Buyer (8:20)
Reestablishing The Need For Change (4:58)
Task Recap (2:39)

The Conversion Phase: Module 10 "Demo and Proposal"

What Should My Demo Look Like? (12:31)
Top Demo Pro Tip (4:06)
Get Them To Commit Little By Little (7:06)
What Is A Proposal Review And How To Do It? (4:58)
Using PandaDoc To Get Proposals Moving Quicker (6:23)
How To Talk About Money With Ease (7:57)
Task Recap (1:54)

The Conversion Phase: Module 11 "Final Talks"

Closing On Emotions (6:53)
The Key To Effective Negotiation (6:36)
Assure the Sales (5:36)
I Have A Feeling This Won't Move Forward (5:25)
Task Recap (2:28)

The Conversion Phase: Module 12 "Post Sale"

What To Do After You Get The Sale (7:51)
Sending Thank You Cards (4:51)
Asking For Referrals (17:28)
Task Recap (2:29)
Final Quiz

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