Course description
Baseline Selling Advanced Sales Skills Course (Self-Directed)
The second Baseline Selling course has sales skills for the salesperson that has already completed Baseline Selling.
This unique course provides access to the most useful and powerful role-plays, recorded live, that masterfully demonstrate exactly how the most difficult selling conversations should sound. These are not scripted role-plays! Each of the approximately two-dozen role plays was spontaneous, most with salespeople playing the part of prospect and pushing back the way only a prospect can.
Those role-plays between two salespeople are moderated and coaching is provided in real-time.
You will not find sales training like this anywhere else on the planet!
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Upcoming start dates
Who should attend?
This course is suitable for the following roles:
Business Development Rep
Sales Development Rep
Account Executive
Account Manager
Territory Manager
Field Sales Manager
Regional Sales Manager
Major Account Sales
National Account Sales
Key Account Sales
Training content
Welcome to the course!
- A message from Dave Kurlan - author of Baseline Selling
- How to use this course
- Before we begin.
Scheduling Meetings by Phone
- Where are We?
- Cold Call with Perfect Introduction, Positioning Statement, and Discussion
- About the Next Video
- Introductory Video to Scheduling More Meetings by Phone
- How to Improve Your First Calls to Schedule New Meetings
- About the Next Video
- Tweaking the First Call
- Handling Put-Offs
- Setting Expectations for the 1st Call or Meeting
- How to More Effectively Handle the Prospect Initiated Request for Pricing
- 1st Base Quiz
Getting to 2nd Base
- Where are We?
- About the Videos in this Chapter
- Uncovering a Compelling Reason to Buy
- Request for RFQ - Improving Your Listening and Questioning Skills
- "Just Seeing What Else is Available"
- Taking Advantage of SOB Moments
- Using the Correct Words to Create Urgency
- Monetizing the Problem
- Achieving Three 2nd Base Milestones Simultaneously
- Key Questions about Timeline to Shorten Your Sales Cycle
- 2nd Base Quiz
Getting to 3rd Base
- Where are We?
- Will the Prospect Pay More?
- Getting Them to Pay More When They Only Care about Price
- Getting to the Decision Maker When You Can't
- What to Say When They Just Want a Quote or Proposal
- How to Avoid Happy Ears on Budget and Interest
- 3rd Base Quiz
Closing
- Where are We?
- Getting the Parameters Correct
- What to Do When You Get Sent Down, Built Consensus, and Then Can't Close the Decision Maker
Other Advanced Sales Training Lessons
- How to Get Influencers to Influence When They Appear to be Ambivalent
- Prospect Went Silent After Learning about Problems During the First Meeting
- Authenticity and Selling Value
- How to Get a Prospect Who Won't Share to Share
- How to Build ROI
- Prospect Wants to Wait - Not Ready Yet
- Unable to Get a Decision Despite the Urgency
Course delivery details
This course is self-directed so you can move as quickly or as slowly as you are comfortable. There are thirty (with more being added) recorded live role-plays covering just about every selling scenario you can imagine, from all stages of the sales process. These role-plays run from as little as five minutes to as much as thirty minutes with the average role-play lasting for around fifteen minutes.
Why choose DKA?
200 industries
More than 10,000 salespeople trained
27% average increase in revenue
Reviews
Average rating 5
I would like to thank you for all of your help. I have been in sales most of my life and your program has taught me some new tricks/tactics and they are becoming second nature f...
It was great to have this training and I look forward to implementing these techniques and building on these in a few weeks.
Contact this provider
Kurlan & Associates
Kurlan & Associates helps companies grow revenue and profit with practical, memorable, enjoyable, unique, scalable, sales, sales management and sales leadership training programs and consulting. Kurlan works with companies of all sizes, in more than 200 industries, and all B2B...
Looking forward to the next class,