OC20-11 Accelerate Date Decisions

By ian | October 29, 2020
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OC20-10 Use THE FACT to Overcome Impossible Situations

By ian | September 27, 2020
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OE20-10 Coaching, Listening, and Advice Oh My! – Michael Bungay Stanier

By ian | September 27, 2020

Michael Bungay Stanier is one of the world’s experts on coaching, listening, and top-performing communication. This lesson is concise, and could take years to master.

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OC20-08 Urgency – Why Deals Stall

By ian | August 30, 2020

When deals stall, you might try to fabricate a sense of urgency. The real power is asking the right questions so that your potential client becomes aware of their OWN urgency.

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OC20-06 Objection Clinic – They Just Want a Demo or Price – Now What?

By ian | July 7, 2020

When your client or prospect requests a demo, proposal, or a price, it might seem like a great opportunity. But, be careful. These can be the most dangerous traps of them all.

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OC20-07 Objection Clinic – Pricing Pressure – Stop-Swap-Trade

By ian | July 2, 2020

Pricing pressure is one of the most common objections you’ll face. Follow this lesson to shift the focus from price to value.

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OC20-05 Objection Clinic: They Went Silent – Ghosting

By YokoCo | January 30, 2020

In this video, I share how you can handle situations when your potential goes silent and stops responding. Discover how to “Follow-up” for their reasons, not your reasons.

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OC20-01 Objection Clinic: It’s Too Expensive – Pricing Pressure

By YokoCo | January 30, 2020

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OC20-04 Objection Clinic: Is Their Objection Really a Deal Killer?

By YokoCo | January 30, 2020

What do you do when it seems that their objection can’t be overcome? Here’s how to use a technique called “The Fact” to find out if you can still work together.

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OC20-02 Objection Clinic: We Already Have An Existing Vendor | Competition Questions

By YokoCo | January 30, 2020

What happens when they need the products and services, but they already have an existing vendor? Here are the key questions to ask about your competition.

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