Course curriculum

  • 1

    Introduction

    • Introduction to the course

    • Introduction: Matt Scanlon

    • Introduction to Personality Types

    • Bandalier Worksheet
  • 2

    MODULE 1: Psychology of Sales

    • Overview of the Psychology of Sales

    • Needs, Pain, and Desire

    • Selling Yourself

    • 13 Psychological Factors that Positively Impact Sales

    • 6 Psychological Factors that Negatively Impact Sales

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Call Audio

    • Call Question

  • 3

    MODULE 2: The Anatomy of a Sales Presentation

    • The Anatomy of a Sales Presentation
  • 4

    MODULE 3: How to Reach A Decision Maker

    • Introduction to Reaching Decision Makers

    • Sequences

    • IVRs and Timing Outreach

    • 11 Gatekeeper Openings

    • A/B Testing

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Answer Sheet
  • 5

    MODULE 4: Opening A Cold Call

    • An Overview of the Opening

    • 101 Call Openings

    • 201 Call Openings

    • 301 Call Openings

    • Next Steps on Call Openings

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Call #1

    • Call #1 Question

    • Call #2

    • Call #2 Question

    • Call #3

    • Call #3 Questions

    • Introduction Assignment

    • Introduction Assignment 2
  • 6

    MODULE 5: Discovery

    • Intro to Questioning Skills

    • Question Types

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Call Scenario

    • Scenario Question

  • 7

    MODULE 6: The Pitch

    • The Pitch

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Answers

    • Call Scenario

    • Scenario Assignment

  • 8

    MODULE 7: Setting Next Steps

    • An Overview of Closing

    • Closing Techniques

    • Closing with Email and Linkedin

    • Avoiding No Shows and Drop Outs

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Answer

    • Closing the Sale - Written Assignment
  • 9

    MODULE 8: Objection Handling

    • An Overview of Objection Handling

    • Dig Deeper

    • ER3R

    • The Power Pause

    • Objection Handling Summary

    • Objection Handling Assessment

    • Stalls vs. Objections

    • Multiple Choice Assessment

    • Call Audio

    • Call Question

    • Additional Tools: E-R-3-R role play

    • Additional Tools: Power Pause role play

    • Objection Handling - Written Assignment

    • Additional Tools: Digging Deeper role play
  • 10

    MODULE 9: Social Selling

    • Overview of Social Selling

    • Selling with Email

    • Selling with Linkedin

    • Social Selling Next Steps

    • Additional Tools: Social Selling

    • Additional Tools: Video in Email
  • 11

    MODULE 10: Final Training

    • Call Review

    • Call #1

    • Call #1 Questions

    • Call #1 - Final Training Activity

    • Call #2

    • Call #2 Questions

    • Call #2 - Final Training Activity

    • Call #3

    • Call #3 Questions

    • Call #3 - Final Training Activity

    • Building Your Call Guide
  • 12

    Bonus Content

    • Cold Call Openings PDF

    • Example DM Cold Call Script

    • Gatekeeper Openings PDF

    • Example Gatekeeper Cheat Sheet

    • Call Library (Over 1000 real calls)

    • Objection Handling Flashcards

    • Using Video in Email

    • Business Writing

    • Systems Training