In the Masterclass, you will learn how to become a Sales Natural — the type of seller that buyers want to buy from, because you are 100% buyer-centric and zero-salesy. The program has over 50 video lessons covering the following topics:
DDiscover
Discover decision-makers and influencersUnderstand Buyers and the roles they playHow we think (and decide)What you need to know about Buyer RelationshipsHow to create partnerships
EEngage
Building rapportWhat is trust? How to grow itWhat is Value? Discover Buyer Perceptions of ValueHow to be of value in every interactionWhy HOW you sell matters more than WHAT you sellQualifying: Is this an opportunity for me?Guiding the Buyer Journey (not a Sales Cycle)Non-interrogative question technique
CCollaborate
Open strongly in every interactionDiscover the Value that Buyers wantHow to have Natural (zero-salesy) ConversationsEffective one-on-one interactionExplore Buyer Value GapsThe Power of Asking Why?The Power of Trust: How it actually worksGain consensus on the Buyer Solution
IInvent
Co-inventing Buyer solutionsIt will be theirs, which is why they buy itHaving the Invent ConversationThe Value Sheet: A Powerful Collaboration ToolHow to (not) have Price ConversationsHave Value and Cost Conversations insteadTransition conversations from price to value
D·EDovetail & Endorse
Matching your offer to the Buyer's solutionPresenting your offerHandling misalignmentAchieving consensusHave Buyers choose youIt's their solution rather than your product