Course curriculum

  • 1

    Chapter #1

    • 1. Sales Training - Introduction, Purpose, and Objectives

    • 2. Foundation - Intention

    • 3. Relationship Management

    • 4. Self Discipline and Goals

    • 5. Skills List
  • 2

    Chapter #2

    • 6. Features and Benefits Part 1

    • 7. Features and Benefits Part 2
  • 3

    Chapter #3

    • 8. LAMA Overview

    • 9. The LAMA Technique 4 Steps
  • 4

    Chapter #4

    • 10. Types of Questions

    • 11. Questions That Don't Work
  • 5

    Chapter #5

    • 12. Prepare for Presentations

    • 13. Determine the Needs

    • 14. All About Money
  • 6

    Chapter #6

    • 15. Handling Objections Intro

    • 16. Most Common Objections

    • 17. Three Ways - 1-Emotional

    • 18. Three Ways - 2-Demonstrational

    • 19. Three Ways - 3-Logical

    • 20. Six Ways to Close
  • 7

    Chapter #7

    • 21. Wrap Up and Completion

    • 22. What Happens Next, Review, & Mistakes

    • 23. Course Summary and Motivational Story Close