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6X Convert More Prospects to Customers
Introduction
Introduction (6:36)
Sales Professionals Behaving Badly (4:31)
Question? (1:44)
Blind Man (6:50)
Language of Decision
The Buying Brain (3:42)
SUCCESS, S (3:12)
SUCCESS, U (2:32)
SUCCESS, C (1:45)
SUCCESS, C (5:26)
SUCCESS, E (2:43)
SUCCESS, S (2:14)
SUCCESS, S (1:34)
Story of 2 Circles (4:27)
Sales Conversation Roadmap
Sales Conversation Roadmap (1:31)
Challenges (2:08)
Sales Conversation Roadmap - Impact (4:06)
Sales Conversation Roadmap - Value Positions (1:40)
Sales Conversation Roadmap - Proof (0:47)
Sales Conversation Roadmap - Example (3:38)
Sales Conversation Roadmap - Final Thoughts (4:00)
Objections
Reframe Objections - Reframe Principle (5:54)
Reframe Objections - Example (4:14)
Reframe Objections - Reframe Steps (6:49)
Story
The Power of Story (3:38)
Personal Stories (1:52)
Personal Story - Identify Your Story (6:26)
Hooks
Hooks - Your Phrasing (4:37)
Hooks - Number Story (2:49)
Hooks - Prop (4:40)
Second Sales Conversation
2nd Conversation - Goal (2:09)
2nd Conversation - Commercial (2:53)
2nd Conversation - Professional (2:40)
2nd Conversation - Software (3:26)
Sales Conversation Roadmap - Value Positions
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