Course curriculum

  • 1

    Module One - Discover a better way of selling.

  • 2

    Module Two – Empathy is a superpower

    • Welcome to module two - Empathy is a superpower

    • Is empathy a skill we can learn?

    • Empathy is a superpower

    • What are the three types of empathy?

    • Understanding the three types of empathy

    • Empathy

    • Reflection - Can you spot empathic responses?

    • How to craft empathetic responses to our customers

    • Which is the more empathetic response to these scenarios?

    • How questions influence buying behaviours

    • Why is empathy so important in selling?

    • Ask and it shall be given - Optional Reading

    • Understand first, then sell.

    • Customer centred questions

    • How to spot 'me centred questions'

    • Spotting "me" centred questions

    • When asking Customer Centred questions, we listen out for ‘umbrella’ words.

    • Reflection - Customer centred questions and me centred questions

    • How to train ourselves to listen - Reccomended reading

    • Deepening our understanding of active listening

    • Setting the scene

    • Word clouds

    • Why word clouds aid active listening

    • The salesperson's scorecard

    • Why we use the salesperson's scorecard

    • Reflection and your weekly challenge
  • 3

    Module Three – How to tell stories that spark action

    • Welcome to module three - The power of a great story

    • How stories connect us with our customer

    • Simon Sinek's Golden Circle.

    • Understanding the 'why'

    • Reflection - The Golden Circle

    • Introduction to the Five Why's exercise

    • Applying the 5 why's

    • The Five Why's - Recomended reading

    • Reflection - Performing the five Why's on yourself

    • The S.T.I.R Framework

    • The S.T.I.R framework

    • Understanding and applying the S.T.I.R framework

    • Reflection and your weekly challenge
  • 4

    Module Four - Developing a successful sales process

    • Welcome to module four - How you start determines how you finish

    • Selling is a process - Recomended reading

    • Why it's important to understand our own sales process

    • Scenarios where you can build trust

    • Understanding the sales process

    • Creating more value through your sales process

    • The magic

    • Reflection - Your current sales process in relation to relationship selling process

    • The importance of alignment with our brand promise

    • Brand, you and the product - Recomended Reading

    • Reflection - Your brand promise

    • Why we need to be different

    • Planning to succeed - Recomended Reading

    • Rethinking our approach to calls

    • Find our sweet-spot customers to target

    • Knowing our sweet spot (target) customers - Recomended Reading

    • Reflection and your weekly challenge
  • 5

    Module Five - Master how you communicate.

    • Welcome to module five - Master how you communicate

    • Communication builds understanding - Mandatory Reading

    • Industry insights, our stories and case studies

    • Reflection - What valuable insights can you share with your customer?

    • The right medium

    • Reflection - It's time to take action

    • Setting agendas with intention

    • The Agenda. Your secret weapon - Recomended Reading

    • Using our agenda

    • Reflection - Using your agendas intentionally

    • Mastering our follow-up

    • The follow up - Recomended reading

    • How we follow up

    • Reflection - Follow-up the meeting you set

    • Handling objections - Recomended reading

    • How to avoid pricing objections

    • Can you distinguish the difference between objections and rejections?

    • Objections quiz

    • Reflection - Objections and empathy statements

    • The right solution - Recomended Reading

    • How to foster win/win outcomes

    • The solution equation

    • Reflection and weekly challenge
  • 6

    Module Six – Moving away from transactional selling and into relationship selling

    • Welcome to Module Six

    • Sending The Roses - Recomended Reading

    • The Problem with Insurance Companies

    • Are You Taking Your Customer Relationships for Granted?

    • Reflection - Who was the last customer you let drift away?

    • The customer health check

    • The Customer Health Check - Recomended Reading

    • Reflection - The customer health check

    • When to walk away from a sale

    • When it just doesn't feel right - Recomended reading

    • Empathy for when we need to say no.

    • Reflection - On walking away from a customer

    • A word of advice on implementing the knowledge in this course

    • The final word and your right of passage

    • Course Survey