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Basic Selling Skills
Basic Selling Skills
Cost saving bundle of individual basic selling skills courses
Strategic Sales Plan*
Why Sales Fail and How Wins are Won
Profile and Qualify the Prospect*
Discover the Key Characteristics of Your Easiest to Sell Prospects
Trust & Rapport Building
Five Methods to Rapidly Build Trust and Rapport
Competitor Analysis
Find Your Unique Selling Points, Know What Objections to Expect, and How to Neutralize Them
Features - Advantages - Benefits*
The Persuasive Language of Selling
FAB-TEA Value Selling Formula
Prevent price pressure, create attitudes, and create a sense of urgency
Telephone Cold Call with Voice Mail Strategy*
Prevent Initial Contact Objections and Get More Call-backs
Email Prospecting*
This is a “Low-Cost” to “No-Cost” Method of Keeping Your Sales Prospect Pipeline Full 
Objection Free Selling*
How to Prevent, Preempt, and Respond to Every Sales Objection You Get

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* ebook is bestseller

Sales Prospecting
The Hunt: Prospecting for New Business
Compilation of individual Prospecting Methods - Bundle
Profile and Qualify the Prospect*
Discover the Key Characteristics of Your Easiest to Sell Prospects
Telephone Cold Call with Voice Mail Strategy*
Prevent Initial Contact Objections and Get More Call-backs
Email Prospecting*
This is a “Low-Cost” to “No-Cost” Method of Keeping Your Sales Prospect Pipeline Full 
Networking Contact Strategy*
Get Noticed in the Right Groups in the Right Way
Asking for Referrals
Easier to see, quicker to buy, get referrals now

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* ebook is bestseller

Basic Selling Skills - Bundle

Basic Selling Skills iconEssential basic selling skills that make logical sense and are used with diagnostic precision to consistently produce exceptional results.

This course bundle consists of nine individual courses that all use the same language, blend seamlessly, and utilize common knowledge, skills, and strategy structures to produce results that are immediate, observable, measurable, and sustainable.

Courses in the bundle:

  1. Strategic Sales Plan: Why Sales Fail and How Wins are Won
  2. Profile and Qualify Sales Prospects
  3. Trust and Rapport Building
  4. Competitor Analysis
  5. Features, Advantages, and Benefits (FAB)
  6. FAB-TEA Value Selling Model
  7. Telephone Cold Calling with Voicemail Strategies
  8. Email Prospecting
  9. Objection Free Selling: Prevent, Preempt, and Respond to Every Sales Objection You Get.

Each course includes downloadable job aids and other learning tools.

Click on this link or the logo to the right to preview and buy the course bundle on Open Sesame ($90.00).

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Strategic Sales Plan logoStrategic Sales Plan - with Sales Process Diagnostic Checklist

Why sales fail and how wins are won.

If you sell solutions to your customers' problems in highly competitive markets, then this Strategic Sales Plan is for you.

The Strategic Sales Plan identifies and defines the 8 phases, 44 diagnostic sales process steps, and 201 action items listed to complete each one. This course helps you identify and learn "what" needs to be done. Next, take the other courses that will teach "how" to do the steps you need to learn.

In this course you will:

  1. Validate the steps you need to do for what you sell by identifying the consequences of not doing each of them. Cross off, add, or modify steps.
  2. Analyze your wins and losses using the diagnostic level steps in your sales process to find the patterns of steps missed that caused your sales to fail and the patterns of steps that were done that caused your sales to be won.
  3. Learn the skills you need, to do the steps that are difficult for you.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($15.00).

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Profile and Qualify Sales Prospects logoProfile and Qualify Sales Prospects

An amazing number of sales are lost because the prospect was not qualified but most of the sales process was completed before this was discovered. That is a lot of time, energy, and effort to produce zero results.

Your end goal is to know how many truly qualified prospects it will take to make a targeted number of sales in a pre-defined amount of time.

The purpose of this course is to show you how to quickly qualify sales prospects and identify the key buyer Influencers in the business-to-business (B2B) marketplace.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($15.00).

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Trust Rapport LogoTrust & Rapport Building

Customers will seek to do business with people and companies where they perceive a trusting relationship can be created.

No rapport, no trust, no business.

Gain experience with five different methods to establish trust and rapport.

Select this link or the logo to the right to preview and buy this course from OpenSesame.com ($15.00).

CompetitorAnalysisLogoCompetitor Analysis

Focus your sales conversation in areas where you are strong, the competitor is weak and the customer has needs.

The competitor analysis structure allows you to quickly identify areas where the current suppliers cannot meet the customer’s needs where only you can. It also pre-alerts you to the objections you’ll get (spoken or not) when up against specific competitors. When you know the objections, you can prepare to handle them.

Competitor Analysis: Find Your Unique Selling Points, Know What Objections to Expect, and How to Neutralize Them

Click on this link or the logo to the right to preview and buy this course on Open Sesame ($15.00).

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FAB LOGOFeatures - Advantages - Benefits

To be functionally useful in the sales process your product, service, and company knowledge, especially your Unique Selling Points, must be converted into the persuasive language of sales: Features, Advantages, and Benefits (FAB) and written in a way so they clearly can meet the customers' functions, business, and human needs.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Click on this link or the logo to the right to preview and buy this course on Open Sesame ($15.00).

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FAB-TEA LOGOFAB-TEA Value Selling Model

Prevent price pressure, create attitudes, and create a sense of urgency.

This easy to learn and use FAB / TEA Value Selling Model* for call centers has two parts.

The first part educates the prospective customer about your Unique Selling Point’s Feature (capability) and how it will meet their functional needs.

The second part guides them to identify and tell you about the Benefits they want that only you can provide to meet their business and human needs.

* Includes a brief review of the the Features - Advantages - Benefits course.

FAB-TEA is the value selling model taught in the Amazon Top 100 Bestselling book, Objection Free Selling eBook and paperback.

Click on this link or the logo to the right to preview and buy this course on Open Sesame ($15.00).

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Telephone Cold Calling with Voicemail Strategies logoTelephone Cold Calling with Voicemail Strategies

Learn to PREVENT initial contact objections such as, "not interested," "just send me your literature," and "already have someone" with a unique script structure, as well as, quickly turn screeners into coaches.

Increase the number of times people return your calls after leaving a high-impact voicemail commercial, complete with a compelling reason to call you back.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Click on this link or the logo to the right to preview and buy this course on Open Sesame ($15.00).

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Email Prospecting LogoEmail Prospecting

This course combines three highly effective email prospecting methods into one seamless and powerful system that consistently gets results.

1. Passive Email Contact Series
2. Interest Email Contact Series
3. Keep in Touch Contact Series

With this system you will:

Select the right decision-makers to contact.

Recognize the 10 critical Buyer Beliefs to establish with your contact methods, that when missing, cause objections.

Learn the structures, timing, and sequences for the Passive Email Series, the Interest Email Series, and the Keep in Touch Email Series.

Use the email prospecting system to build relationships with difficult to reach decision-makers.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Click on this link or the logo to the right to preview and buy this course on Open Sesame ($15.00).

Objection Free SellingObjection Free Selling

How to PREVENT, PREEMPT, and RESPOND to Every Sales Objection You Get

The course is based on the Amazon Top 100 Best Selling book, Objection Free Selling (sold separately by bookstores and online retailers).

  • Know which objections you will get based who and what you’re competing against
  • Learn the skills common to:
    • PREVENTING all objections
    • PREEMPTING all objections
    • RESPONDING to all objections
    • NEGOTIATING TRADEOFFS for all unanswerable objections
  • Learn the specific strategies for each of the categories of objections.
  • Get the opportunity to develop objection prevent, preempt, and response strategies for the objections you get.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($15.00).

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Sales Prospecting

The Hunt logoThe Hunt: Prospecting for New Business

Combines the following courses into a cost savings bundle.

  1. Profile and Qualify Sales Prospects
  2. Email Prospecting
  3. Telephone Cold Calling with Voicemail Strategies
  4. Networking for Sales
  5. Asking for Referrals

Note that the first three courses are also included in the Basic Selling Skills Bundle above.

Select this link or the logo to the right to preview and buy the course bundle on OpenSesame.com ($30.00).

Profile and Qualify logoProfile and Qualify Prospects

An amazing number of sales are lost because the prospect was not qualified but most of the sales process was completed before this was discovered. That is a lot of time, energy, and effort to produce zero results.

Your end goal is to know how many truly qualified prospects it will take to make a targeted number of sales in a pre-defined amount of time.

The purpose of this course is to show you how to quickly qualify sales prospects and identify the key buyer Influencers in the business-to-business (B2B) marketplace.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($15.00).

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Email Prospecting LogoEmail Prospecting

This course combines three highly effective email prospecting methods into one seamless and powerful system that consistently gets results.

1. Passive Email Contact Series
2. Interest Email Contact Series
3. Keep in Touch Contact Series

With this system you will:

Select the right decision-makers to contact

Recognize the 10 critical Buyer Beliefs to establish with your contact methods, that when missing, cause objections

Learn the structures, timing, and sequences for the Passive Email Series, the Interest Email Series, and the Keep in Touch Email Series

Use the email prospecting system to build relationships with difficult to reach decision-makers.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($15.00).

Telephone Cold Calling with Voicemail Strategies logoTelephone Cold Calling with Voicemail Strategies

Learn to PREVENT initial contact objections such as, "not interested," "just send me your literature," and "already have someone" with a unique script structure, as well as, quickly turn screeners into coaches.

Increase the number of times people return your calls after leaving a high-impact voicemail commercial, complete with a compelling reason to call you back.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Click on this link or the logo to the right to preview and buy this course on Open Sesame ($15.00).

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Networking for Sales logoNetworking for Sales

The course is based on the Amazon Top 100 Best Selling book, Networking for Sales (sold separately by bookstores and online retailers)

The purpose of this course is to help you improve your networking skills so that you have better access to both decision makers and referrals, have a platform to demonstrate your competency, and to improve your professional knowledge..

Increase number and quality of pre-qualified prospects to increase the probability of generating sales. Learn to develop and use a powerful "elevator speech" during your networking efforts. Select the right committees in the right organizations to leverage your networking efforts.

This course is also a part of the The Hunt: Prospecting for New Business bundle. 

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($15.00).

Asking for Referrals logoAsking for Referrals

The purpose of this course is to learn about the process of asking for referrals. When done right, the advantages of referred leads are:

  • Significantly easier to contact and get in to see
  • Take 30% fewer contacts to close a sale
  • 60% to 80% more likely to buy
  • Buy on average 23% more
  • Four times more likely to give additional referrals

After completing this course, you will be able to:

  • Ask a referred customer for referrals
  • Ask a non-referred customer for referrals
  • Write a brief thank you letter to customers that have given you referrals

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($15.00).

Reseller Strategy

Reseller StrategyReseller Strategy logo

The course (not included in the selling skills bundle above) is based on the Amazon Top 100 Best Selling book, Reseller Strategy (sold separately by bookstores and online retailers)

Have you ever wondered why some resellers are quick to focus their selling efforts on your behalf, while others just don't seem to get around to pulling your products out of the bag?

Tried motivational promotions and awards with minimal results? Get excuses about performance or price as the reason for weak sales? Have trouble communicating with them?

This course is designed to help you help your resellers want to pull your product or service out of the bag first.

Based on the Amazon Top 100 Bestselling eBook with the same title.

Select this link or the logo to the right to preview and buy this course on OpenSesame.com ($15.00).

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