Welcome to Selling With Purpose.
Starting with you, we're going to reframe the traditional perspective on selling. Your purpose in sales is to help your prospect with their decision, NOT to sell them something. Flipping the script like this changes everything - for you, and the people you help.
Here, we unlock the insights needed to cut through the distractions, and help EVERYONE arrive at a decision. In learning the principles behind these insights, you will achieve a complete understanding of the psychology of a large purchase, how to guide anyone through the process of making big decisions, and how to successfully navigate key transitions and flow, so you can carry your prospect across the finish line, every time.
Check out the intro, then let's dive in!
Starting with you, we're going to reframe the traditional perspective on selling. Your purpose in sales is to help your prospect with their decision, NOT to sell them something. Flipping the script like this changes everything - for you, and the people you help.
Here, we unlock the insights needed to cut through the distractions, and help EVERYONE arrive at a decision. In learning the principles behind these insights, you will achieve a complete understanding of the psychology of a large purchase, how to guide anyone through the process of making big decisions, and how to successfully navigate key transitions and flow, so you can carry your prospect across the finish line, every time.
Check out the intro, then let's dive in!
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FC101 - What it takes to get something done.
FC102 - DealershipLife Core Belief: what every customer deserves
FC103 - The Problem of Selling: Nobody wants to do it
FC104 - The purpose of the salesperson
The Map - Everything we're about to cover
FC105 - Pillar 1 of Salesperson Belief: You can sell everyone
FC106 - Pillar 2 of Salesperson Belief: You have the right vehicle
FC107 - Pillar 3 of Salesperson Belief: There exists in the universe an average deal
FC108 - Pillar 4 of Salesperson Belief: You can always do better
FC109 - Intro to Constructive Closing
FC110 - The Law of the Line
FC111 - Overview of the Five Pillars: Change, Timing, Spend, You, and the Vehicle
FC112 - Pillar 1 of the Customer Decision: Change
FC113 - Pillar 2 of the Customer Decision: Timing
FC114 - Pillar 3 of the Customer Decision: Spend
FC115 - Pillar 4 of the Customer Decision: You
FC116 - Pillar 5 of the Customer Decision: Vehicle
Break - Time for some questions
Break: Can I really close 100%?
FC117 - The Emotional State of the Customer
FC118 - Catching Emotions and Keeping it Positive
FC119 - Rapport as Power
FC120 - Likability Bias
FC121 - Social Proof
FC122 - The Science of Questions
FC123 - The Happiness Advantage
FC124 - The Force of Decision
Break: Quick note on the order of communication
FC125 - Transition 1: Internet to Phone
FC126 - Transition 2: Phone to Appointment
FC127 - Transition 3: Lot to Office
FC128 - Your Office: Center of the Meaningful Setup
FC129 - The Trade Walk
FC130 - Transition 4: From the Office to the Demo Drive
FC131 - Transition 5: From the Demo Drive to the Financial Proposal
FC132 - Transition 6: Presenting the Financial Proposal
FC133 - Constructive Closing: Getting to the Real Objection
FC134 - Constructive Closing: Recap, Refocus, Reinforce
FC135 - Constructive Closing: Spend, and the "3 Things Close"
FC136 - Constructive Closing: Spend, and the Transition to Budget
FC137 - Tracking Performance Like a Pro
FC138 - Order of Operations and Organizing Your Priorities
FC139 - Prospecting vs Advertising
FC140 - Motivation: Ask Yourself 3 Questions