Course curriculum

  • 1

    Introduction

    • Introduction to the course

    • Introduction: Matt Scanlon

    • Introduction to Personality Types
  • 2

    MODULE 1: Psychology of Sales

    • The Psychology of Sales

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Call Audio

    • Call Question

    • The Anatomy of a Sales Presentation
  • 3

    MODULE 2: How to Reach A Decision Maker

    • How to Reach a Decision Maker

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Answer Sheet
  • 4

    MODULE 3: Opening A Sales Presentation

    • How to Open a Sales Presentation

    • 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
  • 5

    MODULE 4: Active Listening

    • Questioning / Active Listening

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Call Scenario

    • Scenario Question

  • 6

    MODULE 5: The Pitch

    • The Pitch

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Answers

    • Call Scenario

    • Scenario Assignment

  • 7

    MODULE 6: The Close

    • The Close

    • Multiple Choice Assessment

    • Short Answer Assessment

    • Answer

    • Closing the Sale - Written Assignment
  • 8

    MODULE 7: Advanced Sales Conversations

    • Objection handling

    • Objection Handling Assessment

    • Stalls vs Objections

    • Social Selling

    • Alternative Tools

    • Multiple Choice Assessment

    • Call Audio

    • Call Question

    • Additional Tools: Social Selling

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

    • Additional Tools: Power Pause role play

    • Objection Handling - Written Assignment

    • Additional Tools: Digging Deeper role play

    • Additional Tools: Video in Email
  • 9

    MODULE 8: 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

    • Role Plays:

  • 10

    Bonus Content

    • Sales in the Media - The Office

    • Sales in the Media - Glengarry Glen Ross

    • Sales in the Media - Wolf of Wall Street