Course description
Baseline Selling - Live Virtual or Onsite
Based on Dave Kurlan’s best selling book, Baseline Selling, we bring the art of consultative selling to life with this live interactive 12-week online training program. Hosted by Dave Kurlan and Chris Mott, this weekly training delivers all you need to have better conversations, reach real decision makers, differentiate yourself from the competition, nail down more quality appointments, thoroughly qualify your prospects, close more business, squash any and all objections, and so much more.
Whether you are new to sales or a seasoned veteran looking to bring your selling skills to a new level, the Baseline Selling live online training program will prove to be one of the smartest decisions you can make for your sales career. Dave and Chris go wide and deep into the consultative sales methodology by using live examples of real life challenges, live role playing and chat, meaningful PowerPoint and video clips that help drive points home, offline assignments and lessons learned to help you retain all that this world-class training program has to offer.
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Upcoming start dates
Who should attend?
- VAR’s
- Outside/Inside Salespeople
- Entrepreneurs
- Major Account Salespeople
- Distributor/Dealers Salespeople
- Independent Reps
- National Account Salespeople
Training content
- Introduction to the Selling Process
- Creating Positioning Statements – The First 30 Seconds
- First Base – Selling the First Appointment
- Second Base Part 1 – Consultative Selling, Uncovering Compelling Reasons to Buy
- Second Base Part 2 – Differentiating Yourself and Quantifying the Opportunity: Posturing, Positioning and SOB Quality
- Third Base – Qualified Opportunity: Decision Making, Commitment, Timeline and Money
- Running Home – Compelling Presentations and Proposals
- Scoring – Closing the Deal
- Uncovering a Prospect’s Buying Strategies
- Overcoming Objections
- Eliminating Success Barriers – Overcome Weaknesses
- Strategic Account Management – Keep and Grow Existing Customers
Course delivery details
This course is delivered live over a period of six months to a year. The course consists of anywhere from twelve to sixteen one-hour live, interactive training sessions over Zoom, with rich multi-media, supported by approximately 20 supplemental videos, handouts and slide decks.
Most sessions include some role-playing and discussion.
Why choose DKA?
200 industries
More than 10,000 salespeople trained
27% average increase in revenue
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...