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Praise for this course:

About the instructor

Account Executive. Olympian. Sales Guru.

Jeff Batchelor

At the age of eight I set the goal to compete in the Olympics in Snowboarding. Thirteen years later I represented Canada in the 2010 Winter Olympics. Much like your most intense passion, selling is always 100% a work in progress; you can only get better. Question Based Selling methodology has lead my success thus far, along with many mentors and peers along the way. Process is everything; your winning mindset will be a biproduct of your processes.

Course Curriculum

  • 1

    Trek 2: Conversational Layering

    • What's your strategy for causing customers or clients to "want" to engage?

    • What's your strategy for causing customers or clients to "want" to engage?

    • Where sellers hit the brick wall.

    • Trek 2 Objectives
  • 2

    The Conversational Layering Model

    • I have a question for you...

    • Energizing existing clients & engaging new prospects.

    • No gimmicks or tricks here.

    • Trek 2 Exercise: Document your current voicemail.

    • The key to building effective relationships.

    • Introducing the conversational layering model.

    • Why a conversational layering model?

    • Crawl, walk, run

    • The logic.

    • The risk of probing too much too soon.

    • The paradigm shift.

    • Mini Quiz

    • Yet another key question!
  • 3

    What's your strategy for building credibility?

    • What is your strategy for establishing credibility with prospective clients?

    • We explain how to earn credibility.
  • 4

    Securing the prospect's time and attention.

    • Securing the prospect's time and attention.

    • What gets in the way?

    • The reality for most salespeople.

    • Talking over a jetliner.

    • What should worry you.

    • Trek 2 Exercise: Voicemail

    • Mini Quiz
  • 5

    The genesis of every sale.

    • Back to the conversational layering model.

    • Drumroll...CURIOSITY.

    • Mini Quiz

    • The most common reply.

    • A word from Jeff Batchelor
  • 6

    Putting it all together.

    • Conversational layering - back to front

    • How the top performing salespeople do it

    • Mini Quiz

    • We're going to teach you how.

    • Most importantly.
  • 7

    Conversational Layering - Recap

    • Conversational Layering - Recap

    • Trek Test

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