Selling a professional service is different from selling a product that you can see, touch, and feel. A service is intangible and therefore takes a different approach to sales.

Learning to sell is also a mindset. This course takes away the focus from "selling your services" to "helping people buy from you" instead. You come away with simple and easy-to-follow processes along with supportive resources, email coaching, and feedback that helps keep you on track.

Module One: You and Selling

The one thing that holds people back from successfully selling their services is their attitude. This module looks at what selling means to you and how the attitude cycle affects your results. We dive deeper into buyer motivation and the circle of trust and how these concepts form the foundation of the buying and selling cycle. These are the key themes that run throughout the training and critical concepts to master. Mastering the concept of buyer motivation will give you insights as to WHY potential customers should buy from you and not your competitors.

 Module Two: The Buying Cycle

Understanding Buyer Behavior and Buyer Motivation. There is a particular process a buyer goes through on their journey to purchase, and that is the buying cycle. This concept sets the scene to put yourself in the buyer's shoes and think like them, not as a seller. This module goes through the Buying Cycle’s six steps and teaches you how potential customers make buying decisions. When you understand why people make the buying decisions they do, it will inform your entire sales and marketing approach leading to more success.

Module Three: Communication - The Foundations for Sales Success

Communication is a powerful tool in helping people buy from you. It really is the secret weapon to closing more sales more often.In this module, you will learn all the basics of effective communication, the cornerstone of everything that drives the buying process and the sales process. Poor communication and failure to establish rapport are major reasons why potential customers don't buy from you. You will learn the essential elements involved in the sales process covering listening skills, questioning techniques, eye patterns, and dives deeper into two-way communication and communication preferences.

Module Four: Advanced Communication

When you learn advanced communication skills, your potential customers won't wait to work with you; they will want to do business with you now. That's because people buy from people, not companies. People don't buy from people they don't trust.  When you tap into advanced communication techniques, it makes building trust and rapport so much easier.  If you can’t establish trust and rapport, your chances of closing a sale will drop to near zero. In this module, you will learn more about personality and social styles and leverage these techniques to establish rapport and manage the entire sales process.

Module Five: The Selling Cycle

The Selling Cycle is where the Buying Cycle and Selling Cycle come together. It's where the magic of matching buying behavior happens.  When you put these two concepts together, you get the Bi-Sell-Cycle™ which is where you begin to master the entire sales process. When you match buying behavior with the buying cycle, you begin to control the buying process, which delivers better results. This is a powerful process; when followed properly, you will dramatically reduce objections and close more sales.

Module Six: Handling Objections

Untrained salespeople will discount their price to get the sale. A trained salesperson will hold their price because they understand the value triangle. People don't buy on price alone; they buy on value. The path of least resistance is to lower your price, which is simply an attack on your bottom line. This module will help you hold your price and offer value instead. At the end of this module, you will come away with an elevator speech and your unique selling proposition to elevate you as the preferred service provider in your industry.

Module Seven: The Value Proposition

What makes the difference between choosing one service provider over another. It's usually the one the buyer trusts the most and the one who provides the most value. A Value Proposition is the WOW factor that makes potential clients want to do business with you and not your competition. In this module, you will learn what a value proposition is, how to create your own powerful and compelling value proposition, and develop an elevator pitch to answer the question. "What do you do?" opens up the conversation for potential clients to want to know more.

Module Eight: Networking

Networking is the art of connecting with others. It's also the cheapest way of bringing new leads to the top of the sales funnel. In this module, we cover the difference between sales and marketing. You will be introduced to the concept of the sales funnel. Keeping the top of your sales funnel is critical to success as you will lose customers due to natural attrition. Networking, when done well, is a long-term strategy that will grow your business organically.

Module Nine: Meeting the Client

Landing the client as a paying customer and getting results happens during this critical phase of the entire sales and marketing process. How you handle the initial meeting will make or break the sale. This module provides you with a tested model for introducing yourself, establishing rapport and credibility. It provides you with a process to follow that keeps you moving forward in the buying and selling cycle. When you follow this process, you will find that you get better results. The goal is to either close the sale, come away with an opportunity to present a proposal and an appointment to meet again to further the relationship.

Module Ten: Writing Winning Proposals

In many cases, potential clients need you to submit a quote, a proposal, or something else again. What's critically important is understanding that sometimes a proposal needs to be sent to other decision-makers. How you structure your proposals can make or break your success without other decision-makers going straight to the pricing page. Not only do you learn how to write winning proposals, but you also come away with tips on how to present proposals with impact.

Module Eleven: Prospecting

If you can't get prospects to the top of your sales funnel, you have a marketing problem. If you can't convert prospects into paying customers, you have a sales problem. This module focuses on some basic prospecting techniques to drive leads to the top of your sales funnel. You can waste a lot of time, effort, and money on marketing that doesn't work. The most important thing here is to attract qualified leads who are in the market to buy now or in the near future. 

Module Twelve: Handling Incoming Inquiries

Inbound marketing is what happens when prospective clients have done their research and contact you looking for more information. They are known as 'hot leads" and are usually in the market to buy now. How you handle these incoming inquiries can make or break your way to a successful sale. This module covers how to handle phone calls, emails, and other incoming inquiries with greater levels of success.