Spartan Sales +

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Spartan Sales 1 Topic

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Spartan Sales Introduction

The DNA Selling Method

Questioning 3 Topics

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The DNA Selling Method

Why Use a Question-Based Methodology?

The Syntax of Selling: DNAS Structure & Sequence

Discovery Questions 7 Topics

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Discovery Questions

Get Permission!

Developing Discovery Questions

Qualification Questions

When Should You Qualify Leads?

Additional Qualifiers

Role-Play Instructions

Need-Problem Questions 4 Topics

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Identifying PBM’s

“Show Up, Throw Up” Sales Behaviors

Benefits of Asking Need-Problem Questions

Need-Problem Questions

Ascertain-Pain Questions 5 Topics

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Ascertain-Pain Questions

Traditional “Show Up, Throw Up” Sales Interaction

Size, Scope & Severity (S³)

Ascertaining Pain Exercise

Ascertain-Pain Questions

Solution-Benefit Questions 4 Topics

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Solution-Benefit Questions

Solution-Benefit Questions in Action

Solution-Benefit Questions

The DNA Selling Process

Listening 3 Topics

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Your Listen-To-Talk Ratio

How Do I Listen?

Day 1 Review

DIFFERENTATION

Differentiation 5 Topics

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Competitive Differential Advantages (CDA’s)

“Defendable” Differentiators

Rule of 3

Communicating Differentiators

Differentiation Review

OBJECTION MANAGEMENT

Objection Management 13 Topics

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1. Empathize (Tactical Empathy)

The Laws of Tactical Empathy

2. Minimize (The Objection)

3. Analyze (The Objection)

SMILE!

Price > Cost > Value

The 10 Price Objection Rejoinders

Developing Objection Rejoinders

Objection Management Review

CLOSING

Closing Copy 12 Topics

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Closing Strategies

Traditional Vs. Complex Sales

Closing Tactics Vs. Closing Questions

Spartan Closing Strategy

Developing Closing Questions

Firm Follow-Ups (Exact Dates & Times)

Statement of Rationale

Send a “Confirmation Calendar”

About Instructor

spartanbusiness

15 Courses

Course Content

About Instructor

spartanbusiness

Course Includes

Help your salesforce fight and win like Spartans with
 The Spartan Selling System™

Company Links

Useful Links

Spartan Sales +

Course Content

About Instructor

spartanbusiness

Course Includes

Help your salesforce fight and win like Spartans with The Spartan Selling System™

Company Links

Useful Links

Help your salesforce fight and win like Spartans with
 The Spartan Selling System™