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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 4: Leveraging Curiosity in the Sales Process

    • The 5-Pronged Approach

    • Trek 3 Objectives
  • 2

    CURIOSITY STRATEGY #1: Strategic Questions

    • ​Questions are more than just information gathering

    • "Guess what?"

    • ​NOT A COLD CALLING STRATEGY

    • "Can I ask you a couple of specifics about ______________?"
  • 3

    CURIOSITY STRATEGY #2: Partial Information

    • Partial information

    • Voicemail: Friend or Foe?

    • The two triggers that cause people to respond to voicemail

    • Leveraging curiosity when leaving a voicemail

    • Curiosity inducing voicemail #1

    • Curiosity inducing voicemail #2

    • Mini Quiz

    • Curiosity inducing voicemail #3

    • Curiosity inducing voicemail #4

    • Curiosity inducing voicemail #5
  • 4

    Sample voice-mail strategy for follow-up calls.

    • Sample voicemail strategy for follow-up calls
  • 5

    What to do when someone calls you back.

    • What to do next?

    • Tell them why you called!

    • All too often...

    • Sample scenario - handling a call-back.
  • 6

    Associative References.

    • Associative References

    • Associative Reference #1

    • Associative Reference #2

    • The best part about it...
  • 7

    Voicemail Challenge

    • Mini Quiz

    • Your turn! Craft a curiosity inducing voicemail

    • Mini Quiz
  • 8

    Trek 4 Recap

    • Don't be too aggressive, but be bold!

    • The result of competency and credibility

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