Let’s get beyond the weather and avoid customers’ automatic distrust by building fast and authentic rapport. We’ll teach five proven methods to build faster and stronger connections, increase likability through commonality, and move up the trust scale.

If you’re giving the same demo to every prospect, you could have a problem. Do you know what to do with your mouse? When and how often to ask questions? What and how to customize? If you haven’t received demo training, then take this course to improve the customer experience and your closing percentages.

Wouldn’t it be great if customers left our sales calls excited? Like edge-of-the-seat, can’t WAIT for the next meeting excited? If you find yourself sounding robotic, start here. We’ll go beyond rapport to build customer engagement throughout the call as we rate call recordings on the “Engage-O-Meter”. We’ll teach you to recognize and boost customer engagement – guaranteeing better follow-up calls and closes.

Not your 101-level listening course, we teach how listening helps sales, how to find our own personal barriers, and strategies to implement, plus a listening framework and fast techniques to improve. This course will help you get more conversational and connected with customers, weave in empathy where appropriate, and leverage expert listening skills for expert sales skills.

Every single sales call can and should be closed – for a customer commitment! When we get customers saying ‘yes’ to next steps, action items, even just the next meeting, it speeds the sales cycle and increases customer mindshare. This course will get you in the habit of asking for the close – whatever level it is!

Shifting sales priorities to account-based management? Inbound to outbound? Hard close to value selling? This course will get you in the right mindset for your role and crystal clear on goals, expectations, and the customer interactions you’ll need to win as a true business consultant.

If what to ask is the science, how to ask is the art, and junior reps or those transitioning to virtual can come off like survey administrators. Even worse? Robots. We go well beyond open and closed questions into techniques to turn scripts into conversations, follow-up questioning, empathetic questioning, strategic questioning, and more.

Sales presentations feeling a little flat? Struggling with a virtual setting? We’ll break down the worst meeting mistakes by playing bad meeting BINGO and then work together to improve our agendas, introductions, meeting control, virtual setups, and more.

Storytelling is sales gold. We’ll cover why, how, and what stories to have ready. New Reps? No problem, we’ll teach creative ways to source stories and make them our own. By the end of the course, you’ll be armed with at least 3 robust (and true!) stories to help engage customers and get them listening to your message through stories.

Great discovery yields more than basic gaps and rapport. It tells us client priorities, personal motivations, and even the cost of doing nothing. This is discovery 301 where we craft advanced questions that give sellers a roadmap to the sale and get prospects closing themselves!

Reps, it’s time to start asking more questions (vs. the “show up and throw up” pitching!) You’ll come out asking at least five standard questions to uncover the need for your solution on every call. Lack of discovery is one of the most common sales sins, and it stops here.

If uncovering needs is the “what,” customer value is the “how” and “why.” By understanding the six core business motivators and mapping them to your buyers, you’ll know what levers to pull to differentiate, gain attention, and propose solutions that sell. We’ll craft questions that’ll help you connect on a value level with your prospects to learn what’s most important to them – and exactly what they’ll need to close.