Selling Among Wolves - Classic Audio Coaching Program

Courses Overview
Selling Among Wolves - Classic Audio Coaching Program

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Selling Among Wolves

148 Lessons

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Selling Among Wolves - Classic Audio Coaching Program

Module 1 - Principle Based Selling

11 Lessons

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Introduction

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Personal Information

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Motivational Desire

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Strategy / Skill

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Principles & Character

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The Fear Factor

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The Respect Principle

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7 Ways to Win Respect

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Responsibility Precedes Authority

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Don't Despise The Small Things

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The NEED Principle

Module 2 - Principle Based Selling - Part 2

19 Lessons

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Lesson 1 - Establish Rapport

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Lesson 2 - Having a Servant Attitude

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Lesson 3 - Conflict Areas / Hostile Attitudes

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Lesson 4 - Critical Attitudes

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Lesson 5 - Fearful Attitudes

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Lesson 6 - Dishonest Attitudes

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Lesson 7 - Selfish Attitudes

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Lesson 8 - Prideful Attitudes

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Lesson 9 - Disloyal Attitudes

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Lesson 10 - Neurolinguistics

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Lesson 11 - Establishing Trust

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Lesson 12 - Becoming Trustworthy

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Lesson 13 - Creating Trust / Be Confident

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Chapter 14 - Be Vulnerable

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Chapter 15 - Excel in Service

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Chapter 16 - Identify With Buyers

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Chapter 17 - Be Humble

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Chapter 18 - Guard Their Best Interest

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Chapter 19 - Tell The Naked Truth

Module 3 - The Canaanite Conquest

16 Lessons

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Introduction

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Lesson 2 - Questioning Example

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Lesson 3 - How Important is Listening

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Lesson 4 - Behavior Styles / Know Yourself

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Lesson 5 - Know Your Prospects

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Lesson 6 - Keys to Compassionate Listening

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Lesson 7 - The Moses Questioning Strategy

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Lesson 8 - What is the Lay of the Land?

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Lesson 9 - Two Types of Questioning

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Lesson 10 - Show How Your Product Can Save Money

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Lesson 11 - The Competition: Strong or Weak

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Lesson 12 - Few or Many

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Lesson 13 - Tents or Strongholds

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Lesson 14 - Is the Land Rich or Poor

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Lesson 15 - Is There Any Wood?

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Lesson 16 - Bring Back Some of the Fruit of the Land

Module 4 - Motivational Secrets of the 10 Commandments

11 Lessons

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Introduction

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Lesson 2 - You Shall Have no Other Gods

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Lesson 3 - Do Not Make Any Graven Images to Worship

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Lesson 4 - Do Not Take God's Name in Vain

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Lesson 5 - Keep the Sabbath Holy

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Lesson 6 - Honor Your Father and Mother

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Lesson 7 - You Shall Not Murder

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Lesson 8 - You Shall Not Commit Adultery

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Chapter 9 - You Shall Not Steal

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Chapter 10 - You Shall Not Bear False Witness

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Chapter 11 - You Shall Not Covet

Module 5 - Negotiating Secrets of Paul - Part 1

9 Lessons

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Lesson 1 - Introduction

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Lesson 2 - When to Begin Negotiating

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Lesson 3 - The Letter of Paul

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Lesson 4 - Appeal to the Heart

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Lesson 5 - Express Value For Relationships

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Lesson 6 - Involve Their Good Reputation

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Lesson 7 - Affirm Their Destiny

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Lesson 8 - Affirm Their Positive Attributes

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Lesson 9 - Affirm Their Influence for Good

Module 6 - Negotiating Secrets of the Apostle Paul - Part 2

8 Lessons

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Introduction

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Lesson 2 - Redirect Opinion

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Lesson 3 - Principles 16 -18

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Lesson 4 - Principles 19 - 20

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Lesson 5 - Principles 21 - 22

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Lesson 6 - Principles 23 - 26

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Lesson 7 - Principles 27 - 28

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Lesson 8 - Principles 29 - 31

Module 7 - The 12 Step Selling Process

14 Lessons

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Lesson 1 - Introduction

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Lesson 2 - Reasons For a Sales Process

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Lesson 3 - Identify Opportunities

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Lesson 4 - Establish Rapport

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Lesson 5 - Establish Call Objectives

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Lesson 6 - Locate the P.A.I.N.

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Lesson 7 - Establishing Buying Criteria

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Lesson 8 - Needs Assessment

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Lesson 9 - Develop a Solution

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Lesson 10 - Provide a Preliminary Proposal

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Lesson 11 - The Final Proposal

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Lesson 12 - Final Negotiations

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Lesson 13 - Close the Sale

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Lesson 14 - Account Development

Module 8 - Preparation Strategies, Value Propositions, Opening Remarks

17 Lessons

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Lesson 1 - Introduction

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Lesson 2 - Strategic Model for Sales

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Lesson 3 - Prepare Your Case

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Lesson 4 - Clarify Your Value Proposition

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Lesson 5 - Begin With The End in Mind

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Lesson 6 - Less is More

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Lesson 7 - Quality Begets Quantity

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Lesson 8 - Four Steps of Preparation

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Lesson 9 - Evaluate, Strategize, Rehearse

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Lesson 10 - All Things Are Twice Created

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Lesson 11 - Practice Makes Permanent

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Lesson 12 - Opening Statements

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Lesson 13 - The First 5 or 5 Seconds, Sets the Tone

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Lesson 14 - The First Three Minutes

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Lesson 15 - Make Your Opening Case to Your Prospect

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Lesson 16 - Introductions with Impact

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Lesson 17 - 17 Ways to Make a Favorable Impression

Module 9 - Needs Identification and Development / Seamless Transitions & Presentation Skills

9 Lessons

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Lesson 1 - Introduction

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Lesson 2 - Behavioral Styles

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Lesson 3 - Know Thyself & Your Prospect

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Lesson 4 - Needs Development

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Lesson 5 - Develop the Possibilities

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Lesson 6 - Maximize the Pay-Off

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Lesson 7 - Motive Precedes Action

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Lesson 8 - Seamless Transition

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Lesson 9 - Effectively Presenting Your Case

Module 10 - Securing a Favorable Verdict

7 Lessons

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Lesson 1 - Introduction

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Lesson 2 - Recognizing Buying Signals

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Lesson 3 - Learn to Use a Trial Close

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Lesson 4 - Avoiding Price Tensions

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Lesson 5 - Lawful Closing Arguments

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Lesson 6 - S-A-L-E-S

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Lesson 7 - Handling Objections

Module 11 - Four Levels of Buying Need, Five Phases of the Buying Process, Multiple Buying Influences

13 Lessons

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Lesson 1 - Introduction

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Lesson 2 - Four Levels of Buying Need

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Lesson 3 - No Pain, No Plan

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Lesson 4 - Latent Pain, No Hope of Plan

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Lesson 5 - Active Pain, Active Plans

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Lesson 6 - Active Pain, Have Plan

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Lesson 7 - Five Phases of the Buying Process

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Lesson 8 - Multiple Buying Influences

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Lesson 9 - The Economic Buying Influence

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Lesson 10 - The Technical Buying Influence

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Lesson 11 - The User Buying Influence

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Lesson 12 - The Coaching Influence

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Lesson 13 - Account Strategies

7 Habits of Highly Motivated People

14 Lessons

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Lesson 1 - Introduction

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Lesson 2 - Be Destiny Driven

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Lesson 3 - Find Purpose in Your Profession

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Lesson 4 - Character Determines Destiny

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Lesson 5 - Questions to Help Fulfill Your Destiny

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Lesson 6 - Have an Eagle's Perspective

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Lesson 7 - Big Problems = Big Opportunities

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Lesson 8 - You Rarely Exceed Your Own Expectations

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Lesson 9 - Others See Us The Way We See Ourselves

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Lesson 10 - Live Strategically

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Lesson 11 - Tremendous Confidence

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Lesson 12 - Be Integrity Oriented

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Lesson 13 - Be a Noble Word Merchant

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Lesson 14 - Yielded Passions

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About the teacher

Michael Pink

Michael is a leading authority on applying Biblical strategy and Natural Law to sales and business. He has written 19 books including The Bible Incorporated, Selling Among Wolves, Rainforest Strategy and 7 Secrets of the Sale.

His unconventional approach to sales and business has resulted in quantum leaps for his clients including a recent team of three that he led to become the 16^th fastest growing, privately held company in America on the INC 500 list. For more information on Michael, visit his website: MichaelPink.com

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