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Sales Mastery For Profit Growth
Sales Success Part 1 - A New Approach to Selling
Introduction (2:04)
Everybody Sells (2:36)
Taking The Fear Out Of Selling (2:17)
Thought Exercise: Gut Feel (0:38)
You Need To Believe (2:00)
Exercise: Jumping In The Customer’s Shoes (0:53)
Don't Focus On Closing (2:12)
ABC (Attunement, Buoyancy And Clarity) (1:54)
Did You Always Dream of Being in Sales? (1:09)
Exercise: The Notebook (0:39)
Sales Success Part 2 - The Psychology Of Selling
Maslow's Hierarchy Of Needs (2:53)
Learning From Coca-Cola (3:18)
Why The Buyer's State Of Mind Matters (3:54)
Why Your State Of Mind Matters (2:19)
Mood Fluctuations (3:47)
The Customer's Decision-Making Process (2:19)
Exercise: What Is The Customer Thinking? (1:45)
Prepare, Connect, Probe, Match, Agree, Close (3:23)
Checklist (1:07)
Prepare, Connect, Probe, Match, Agree, Close
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