Spartan Sales – Spartan Sales Academy

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Questioning 3 Topics

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The DNA Selling Method

Why Use a Question-Based Methodology?

The Syntax of Selling: DNAS Structure & Sequence

The DNA Selling Method

Objection Management 13 Topics

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Objection Types

1. Empathize (Tactical Empathy)

The Laws of Tactical Empathy

2. Minimize (The Objection)

3. Analyze (The Objection)

Price > Cost > Value

The 10 Price Objection Rejoinders

Developing Objection Rejoinders

Objection Management Review

Differentiation 5 Topics

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Competitive Differential Advantages (CDA’s)

“Defendable” Differentiators

Communicating Differentiators

Differentiation Review

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

Need-Problem Questions

“Show Up, Throw Up” Sales Behaviors

Benefits of Asking 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

DIFFERENTATION

Listening 3 Topics

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Your Listen-To-Talk Ratio

How Do I Listen?

OBJECTION MANAGEMENT

Closing 12 Topics

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Closing Strategies

Traditional Vs. Complex Sales

Closing Tactics Vs. Closing Questions

Developing Closing Questions

Firm Follow-Ups (Exact Dates & Times)

Statement of Rationale

Send a “Confirmation Calendar”

Spartan Sales Review

Final Role-Play

Personal Contract

Spartan Closing Strategy

CLOSING

Spartan Sales 1 Topic

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Spartan Sales Introduction

About Instructor

spartanbusiness

15 Courses