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Coach’s Corner

Same Side Selling Academy > Courses > Coach’s Corner

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The monthly Coach’s Corners are recorded, transcribed sessions with members where together we work through your own scenarios. These sessions give you an opportunity to get feedback directly from Ian to apply these concepts to your business.

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2021 February 3 – Coach’s Corner
10 Topics
CC21-02-01 Tactics if the gatekeeper is blocking you
CC21-02-02 How to get others involved when your contact says to just work with them
CC21-02-03 How to respond when clients ask for references before the first meeting
CC21-02-04 What to do when urgent turns into silence
CC21-02-05 When a big impact isn’t their top priority
CC21-02-06 How to handle termination letters
CC21-02-07 Changing price objections to real objections
CC21-02-08 How to stand out with virtual presentations
CC21-02-09 Role Play – The first inquiry is about price
CC21-02-10 Bad past experience has clients concerned about long contracts
2021 January 13 – Coach’s Corner
9 Topics
CC21-01-01 Measuring Impact and Importance
CC21-01-02 How to negotiate a longer-term contract upon renewal
CC21-01-03 How to sound natural during a 1-1 networking follow-up
CC21-01-04 How long should a same side pitch be?
CC21-01-05 What to do when a prospect ghosts you at the 11th hour
CC21-01-06 What do you do with complaints about a 95% satisfaction rate?
CC21-01-07 How to stand out in a remote presentation when you know other vendors are before and after you
CC21-01-08 How to handle pricing pressure from a bully board member
CC21-01-09 How to handle rejection and a mindset shift to not take it personally
2020 December 02 – Coach’s Corner
6 Topics
CC20-12-01 RFP – Assuming the Worst
CC20-12-02 Disarming to Drive Results
CC20-12-03 Avoid Free Consulting
CC20-12-04 Tips for LinkedIn Prospecting
CC20-12-05 Need to Uncover What’s So Important
CC20-12-06 Deals Stall in Negotiation and Perceived Risk
2020 November 04 – Coach’s Corner
7 Topics
CC20-11-01 Stop Convincing – Be Convinced
CC20-11-02 Blocking Direct Client Access – and We Know our Exact Needs
CC20-11-03 Helping Sell Ideas Up the Decision Chain
CC20-11-04 Protecting Your Clients in Opportune Times
CC20-11-05 Client Not Acting Despite HUGE Impact
CC20-11-06 Maintaining Clients and Communication with large numbers of clients
CC20-11-07 Excited Clients Are No Longer Interested
2020 October 07 – Coach’s Corner
7 Topics
CC20-10-01 Enticing Voice Message
CC20-10-02 Clients Just Focused on Price
CC20-10-03 Earn Attention with Cold Email Outreach
CC20-10-04 Reignite Dormant Deals
CC20-10-05 Client Does Not Appreciate What We Do
CC20-10-06 Map Transition Plan
CC20-10-07 All About Price
2020 September 02 – Coach’s Corner
8 Topics
CC20-09-01 Disarming without Dismissing
CC20-09-02 We Don’t Have the Exact References They Want
CC20-09-03 Presenting on Zoom
CC20-09-04 How to cover the quadrants for existing accounts
CC20-09-05 How to Handle Returning Tire Kickers
CC20-09-06 What if your manager is pushing urgency?
CC20-09-07 How to engage in a new role, Elevator Rants, and 1-10
CC20-09-08 How do deal with clients who are leaving
2020 August 05 – Coach’s Corner
8 Topics
CC20-08-01 Client Vision Pyramid Refresher
CC20-08-02 Client Vision Pyramid Example – GPO
CC20-08-03 Client Vision Pyramid – Cost Reduction
CC20-08-04 Clients who only use a portion of our services
CC20-08-05 My client has gone silent
CC20-08-06 Client is not interested in our next demo
CC20-08-07 Trouble saying no, even when that’s the answer
CC20-08-08 Playing fetch – How to avoid chasing rainbows
2020 July 01 – Coach’s Corner
5 Topics
CC20-07-01 Same Side Pitch Refresh
CC20-07-02 Role Play – Clients Focused Just on Price – Group Purchasing Example
CC20-07-03 Role Play – Same Side Pitch – Tech Training Services
CC20-07-04 Role Play – Same Side Pitch – Group Purchasing Services
CC20-07-05 Ghosting – Clients who don’t return calls and go silent

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