When you first introduce yourself to a sales suspect, you focus on yourself and the organization you represent. That’s a necessary first step. But suspects don’t really care about you. They care about what you can do for them. Build Benefits Your Buyers Buy teaches you how to identify your true benefits in the eyes of your prospect, and set yourself up for success in every step of the sales process.

Duration: Approximately 20 min

Objectives
After you complete this course, you will be able to:
• Avoid the biggest mistake salespeople make when pitching their product
• Differentiate between features, advantages, and benefits
• Refine your personalized Benefits Play to intensify prospect interest
• Deliver your Benefits Play with confidence
• Explain the importance of focusing on benefits

In Case Open you staked your claim. You occupied a unique space in your buyer’s mind. When your close is delayed, the value of your claim is vulnerable to erosion. You may even face an outright attack from a competitor. Don’t lose the sale just because it didn’t close on the first try! Close Difficult Deals will show you how to protect your claim until you can bring the sale to a successful close.

Duration: Approximately 15 min

Objectives
After you complete this course, you will be able to:
• Name the plays in the Adapted Solution routine
• Describe appropriate situations for using the Adapted Solution routine
• Name the plays in the Closing Interaction routine
• Describe appropriate situations for using the Closing Interaction routine
• Construct a Give-Get Play for a current or potential prospect

Why would a buyer raise a sudden obstacle in the middle of a seemingly smooth sales process? It’s likely a sign of a hidden objection. Don’t get mad; get to the root of the problem! Use the Overcoming Objections plays to Identify True Buyer Objections, then eliminate that barrier or negotiate a work-around.

Duration: Approximately 15 min

Objectives
After you complete this course, you will be able to:
• Name the purpose and plays of the Overcoming Objections routine
• Identify and diagnose red flags that indicate an objection is present
• Use active listening and open-ended questions to truly understand the nature and extent of an objection
• Evaluate an objection to properly solve it
• Prepare an Overcoming Objections Play for a current or potential prospect

Most organizations don’t have enough leads or a steady flow of new suspects and prospects. Kickstart Your Pipeline focuses on fulfilling promises, collecting proofs, and harvesting referrals to help strengthen your relationship with customers. Once a sale is complete, don’t abandon the relationship, as many salespeople do—strengthen it, and harvest referrals! Fulfillment & Follow Up helps you do that.

Duration: Approximately 20 min

Objectives
After you complete this course, you will be able to:
• Explain why fulfillment and follow up can be the beginning of the sales process
• Name the purpose and plays of the Fulfillment & Follow Up routine
• Collect compelling and powerful testimonials from your customers
• Construct personalize Fulfillment & Follow Up plays

This course will introduce you to the sales system, and help you up your sales game. This sales system is based on the science of human performance, and provides an accurate roadmap to success in sales. The system can be taught and learned. It’s not innate in anyone, but something that can be learned by everyone – including you.

Duration: Approximately 15 min

Objectives
After you complete this course, you will be able to:
•Summarize what integrity, sales, and system mean when it comes to sales performance
•Name the six routines of the sales process
•Describe the flexibility build into the sales process

Now that you’ve uncovered the main objection, the only way to overcome it is to solve or minimize it in the mind of your buyer. Show them that the value of acting is far greater than their fear of moving forward, or pain of sticking with the status quo. Manage Objections Gracefully will help you distinguish between simple and complex objections, so you can resolve your prospect’s concerns with respect and empathy.

Duration: Approximately 15 min

Objectives
After you complete this course, you will be able to:
• Name the purpose and plays of the Manage Objections Gracefully routine
• Distinguish between simple and complex objections
• Resolve a prospect’s objections with respect and empathy
• Identify when and how to minimize an objection
• Prepare a Resolve Play for a common objection

A salesperson who claims to only speak with pre-qualified prospects might as well paste a giant piece of duct tape over their mouth! Engaging suspects is the only way to determine if they are qualified. The Case Open routine you will learn in Pitch Like a Pro provides a roadmap for engagement to turn suspects into prospects, qualify a suspect for interest, and set an appointment for the next event.

Duration: Approximately 20 min

Objectives
After you complete this course, you will be able to:
• Name the purpose and plays of the case open routine
• Write personalized case open plays
• Deliver case open plays with confidence

Schedule the Next Event will unlock a vital sales behavior that can immediately double your productivity. With the Schedule Next Event play, show your prospect your commitment to giving them a winning solution. This play will help you boost urgency and excitement in the sales process, and increase your odds for success!

Duration: Approximately 10 min

Objectives
After you complete this course, you will be able to:
• Define the purpose of the Scheduled Next Event (SNE) play
• Describe the essential components of an effective SNE play
• Explain the need to establish a mutually-understood purpose
• Writer a personalized SNE play

Have you ever gone into a Solution Presentation convinced it was a “done deal,” only to face an unexpected hurdle? Solidify Commitment will show you how to use the Call to Action Close play to shift the action from you to the buyer, capturing the biggest commitment possible right now and keeping momentum moving forward.

Duration: Approximately 15 min

Objectives
After you complete this course, you will be able to:
• Name the purpose and plays of the Call to Action Close Play
• Prime a prospect to say yes to a close request in a way that is authentic and not pushy
• Prepare a Call to Action Close play for a current or potential prospect

Have you ever gone into a Solution Presentation convinced it was a “done deal,” only to face an unexpected hurdle? Solidify Commitment will show you how to use the Call to Action Close play to shift the action from you to the buyer, capturing the biggest commitment possible right now and keeping momentum moving forward.

Duration: Approximately 15 min

Objectives
After you complete this course, you will be able to:
• Name the purpose and plays of the Call to Action Close Play
• Prime a prospect to say yes to a close request in a way that is authentic and not pushy
• Prepare a Call to Action Close play for a current or potential prospect

Most sales people feel pressured to skip Needs Audit; they want to go straight to Solution Presentation and hope they get it right. This decreases the odds of success. Uncover Needs and Goals Together will show you how to start with a hypothesis, then ask probing questions to uncover the reality of the prospect’s status quo in order to set you up to make the most compelling offer you can.

Duration: Approximately 10 min

Objectives
After you complete this course, you will be able to:
• Name the purpose and plays of the Needs Audit routine
• Order the Need Audit queries
• Ask probing discovery questions
• Prepare a customized Needs Audit Play for a current or potential prospect
• Build a hypothesis about a prospect's needs and likely solution