Take Action Sales Fundamentals


Course Outline

16 Modules broken into 67 video segments each 4-10 minutes long (like spending a whole day in a workshop)

  • 1

    Module 1 - Introduction

  • 2

    Module 2 - Setting the Foundation

    Segment 1 – What is Selling
    Segment 2 – #1 Reason
    Segment 3 – Back to Basics
    Segment 4 – Just One More
    Segment 5 – Plan and Execute
    Segment 6 – Best or Worst Paid
    Segment 7 – 3 Ideas

  • 3

    Module 3 - Introduce the Process

  • 4

    Module 4 - Death of a Sales Person

    Segment 1 – Setting the Stage
    Segment 2 – Leads
    Segment 3 – The Prospecting Continuum
    Segment 4 – Prospecting Tips and Techniques
    Segment 5 – Getting the Meeting
    Segment 6 – Follow Up and Follow Through

  • 5

    Module 5 - When Opportunity Knocks

    Segment 1 – What is an Opportunity?
    Segment 2 – What is a Qualified Opporunity?

  • 6

    Module 6 - Build and Present a Solution

    Segment 1 – The Inside Sale
    Segment 2 – Understand the Complexities
    Segment 3 – Building Quotes, Proposals or Solutions and Getting Approvals
    Segment 4 – Presenting to the Customer
    Segment 5 – The Importance of the ‘Leave Behind’

  • 7

    Module 7 - Getting the Order

    Segment 1 – Dealing with Questions and Objections
    Segment 2 – Managing the Follow Ups
    Segment 3 – Ask for the Order!

  • 8

    Module 8 - Woo Hoo We Got the Order

    Segment 1 – They May Still Want to Negotiate
    Segment 2 – Getting the Signed Order or Contract
    Segment 3 – Fulfill and Deliver
    Segment 4 – Why You Have to Stay Close to the Customer

  • 9

    Module 9 - Account Review

    Segment 1 – The Value of the Satisfaction Review
    Segment 2 – Getting the Sign Off
    Segment 3 – Restart the Process

  • 10

    Module 10 - Preparation and Planning

    Segment 1 – Why Plan?
    Segment 2 – What to Plan?
    Segment 3 – How to Plan?
    Segment 4 – Fundamentals of a Well Written Business Plan
    Segment 5 – Plan Meticulously, Execute Flawlessly

  • 11

    Module 11 - Power Prospecting

    Segment 1 – Develop your Ideal Customer Profile
    Segment 2 – Own the Vertical
    Segment 3 – Research
    Segment 4 – Get the Meeting

  • 12

    Module 12 - Have Great Meetings

    Segment 1 – What is a Meeting?
    Segment 2 – Be Organized
    Segment 3 – Conduct a Great Meeting
    Segment 4 – Make Great Presentations
    Segment 5 – Managing the Follow Ups

  • 13

    Module 13 - Closing

    Segment 1 – Always Be Closing
    Segment 2 – Test Closes
    Segment 3 – Close the Right Person
    Segment 4 – Gym Bag Technique
    Segment 5 – Turn Lemons into Lemonade

  • 14

    Module 14 - Have Fun with Rejection

    Segment 1 – Art or Skill?
    Segment 2 – Great Techniques
    Segment 3 – Learn from Every Loss

  • 15

    Module 15 - The Harder You Work

    Segment 1 – Dealing with Adversity
    Segment 2 – Learn from Other People’s Mistakes
    Segment 3 – Know your Numbers
    Segment 4 – Plan and Hope but Prepare
    Segment 5 – Work to Avoid Surprises
    Segment 6 – Manage Expectations
    Segment 7 – Keep your Eyes on the Prize
    Segment 8 – Emotion and Motion Go Together
    Segment 9 – Suck it Up!

  • 16

    Module 16 - Pulling it all Together

    Segment 1 – Apply what you have Learned
    Segment 2 – Reinforce this Training
    Segment 3 – Working with your Manager
    Segment 4 – Achieve your Why!