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Train the trainer

$11,893.00

Product Description

WEEK 1: BASICS + NAIL A NICHE (1)

  • Tools
  • Predictable philosophy
  • Values
  • Expectations for program set

What it takes to earn the degree
What it takes for people to successfully complete it

(esp. when they already are busy)

Ensuring completion / participation / success:

Starting Survey
Accountability partner
Public Announcement

  •  Project definition
  •  Nailing a niche: Discussion

– read book chapter
– fill out questionnaire to prepare for Q&A

  •  Data Part 1 (SIMPLE)

– homework so you have data before the email class
– Do you have data already?
– If not, extra videos for self-study on “how to get a first data set”

WEEK 2: CAMPAIGNING -> EMAILING

  •  “Campaigning”
  •  Sending
  •  Response Handling
  •  Social – when useful, when not useful

WEEK 3: CAMPAIGNING -> CALLING

  •  “Campaigning”
  •  Discovery calls
  •  AWAF
  •  Mapping calls
  •  Selling success

WEEK 4: BREAK

BONUS ASSIGNMENT / EXTRA CREDIT
JUST Q&A / OFFICE HOURS

WEEK 5: PROGRESS CHECK:

Campaigning: Emailing + Calling + “Other”
Nail A Niche (2)
Week 6: Funnel + Metrics / Organization + Time Management

  •  Time Blocking
  •  Accountability

WEEK 6: FUNNEL + METRICS / ORGANIZATION + TIME MANAGEMENT

  •  Time Blocking
  •  Accountability

WEEK 7: ACCOUNT-BASED PROSPECTING

  • Multiple divisions
  • Incomplete data
  • Centralized vs decentralized
  • Mapping Calls
  • “Deep Dive 5 Exercise” / Account Mapping

WEEK 8 BREAK

WEEK 9:

Closing techniques and strategies overview

WEEK 10:

Objection handling (role play)

Take objections off the table first

WEEK 11:

Continued customer success planning

WEEK 12:

Final! – Project completion

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