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Lessons in the course

20 lessons

Part I: Introduction

1 lesson

  • Introduction
    Video

Part II: The Mindset of Top 1% Sales Pros

2 lessons

  • Become A Trusted Expert
    Video
  • What Top 1% Sales Professionals Do Differently
    Video

Part III: Disco Call Preparation

3 lessons

  • How To Personalize & Tailor
    Video
  • How To Educate Prospects
    Video
  • How To Take Control
    Video

Part IV: Discovery Call 101

2 lessons

  • Why Qualify?
    Video
  • How To Run A Discovery Call
    Video

Part V: Identifying Business Problems

4 lessons

  • How To Identify THE Business Need
    Video
  • The Power of Open Questions In Discovery
    Video
  • Personalizing Your Open Questions
    Video
  • Stacking Open Questions To Find The Root Need
    Video

Part VI: Finding The Root Cause

3 lessons

  • Implicating Pain With Challenger Questions
    Video
  • Get Specific To Find The Root Cause
    Video
  • How To Uncover The Root Cause
    Video

Part VII: Creating Urgency To Buy

5 lessons

  • Increase Urgency To Increase Deal Size
    Video
  • Using Emotion & Urgency To Close
    Video
  • Close With BAMDAM
    Video
  • How To End The Disco Call
    Video
  • Summary & Recap
    Video


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