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Selling Confidence™
Welcome to Selling Confidence™
Why did we create this course? (4:18)
How to use this course. (0:51)
Who is James Newell? (5:23)
The basic sales process we follow
How to navigate the course platform
PIRACY WARNING - Copyright Notice
Selling Basics
SB1 - Why you fear/hate/avoid selling (5:14)
SB2 - What is selling anyway? (3:21)
SB3 - Myth Busting... (21:04)
SB4 - Understanding Your Buyer - 300+ actionable strategies (16:52)
SB5 - The 7 Questions (13:20)
SB6 - What your buyers are looking for... (2:13)
SB7 - S.E.R.V.E. Don't SELL (3:14)
SB8 - Focus Flow (3:22)
Mindset
M1 - The 10 Selling Confidence™ Rules (12:43)
M2 - 5 Principles of Selling Confidence™ (13:46)
M3 - Taking the L.E.A.D (4:33)
M4 - Impatient for results? watch this. (7:47)
M5 - Salesperson / spokesperson (2:51)
M6 - Confidence vs. Arrogance. (5:42)
M7 - How to lose the sale (4:03)
M8 - How to keep the sale "on course" (3:29)
M9 - How to sell in 200 words (1:45)
M10 - Sell the destination. Not the journey. (4:39)
M11 - Don't think you're an expert? Watch this... (3:12)
M12 - Don't think you're a salesperson? Watch this... (3:07)
M13 - Overcoming rejection (6:18)
M14 - Myth Busting (21:04)
M15 - Selling Mode (4:08)
Selling Confidence™ Booster
CB1 - Take a 15 Minute Confidence Break (8:35)
CB2 - **WATCH THIS BEFORE ANY SELLING SITUATION** (5:37)
CB3 - Just lost a deal? Watch this... (5:59)
CB4 - Everything's going wrong? GOOD!
CB5 - Feeling overwhelmed? Watch this. (4:38)
CB6 - 200+ sources of motivation and inspiration
CB7 - Factors that affect your confidence. (1:54)
CB8 - Confidence is a muscle that we build over time. (5:45)
How to find clients
F1 - Who is your ideal client (8:06)
F1(a) - End users vs. Referral partners
F2 - When do they need you? (2:53)
F3 - Where can you find them? (5:37)
F4 - Before you engage... are they a prospect? (3:59)
How to engage clients
E1 - When to engage (2:09)
E2 - How to create a connection (5:43)
E3 - Education vs. Differentiation (9:55)
E4 - The building blocks of outreach (7:09)
E5 - 100 Selling Questions (3:21)
E6- Email or phone? (1:46)
E8 - How to structure a qualification call
How to close clients
C1 - When to close (What to look for) (2:53)
C2 - How to close (5:01)
C3 - 4 types of close (4:07)
C4 - When to persist (1:12)
C5 - When to walk away (2:11)
C6 - How to justify the price (7:53)
C7 - Discounting (8:17)
C8 - How to Negotiate (12:01)
C9 - What to do if you lose the sale. (5:59)
Objection handling
OH1 - Introduction to objections (3:44)
OH2 - Why objections are awesome (3:17)
OH3 - The Buyer Equation (11:18)
OH4 - Value / price based objections (4:43)
OH5 - Time based objections (1:40)
OH6 - Trust based objections (2:34)
OH7 - Objection handling one pager (3:55)
OH8 - How do you know if an objection is real? (3:54)
OH9 - How to DESTROY all of your objections. (3:48)
OH10 - 24 Reasons Why People Don't Buy From You... (100:22)
Pricing Questions & Issues
P1 - How to not give away free advice (6:27)
P2 - Why you don't like talking about price (14:32)
P3 - Why you should take a deposit. (8:47)
How to follow up
FU1 - How to follow up without being pushy (6:45)
FU2 - Why are we following up? (7:09)
FU3 - Why most follow ups don't work (7:55)
FU4 - Meet your new friend Propinquity... (8:35)
FU5 - Your Follow Up Strategy (7:20)
FU6 - Following up in different ways... (4:36)
FU7 - When to persist (1:14)
FU8 - When to walk away (4:15)
FU9 - 7 ways to follow up - instead of "just checking in" (8:20)
FU10 - The no follow up strategy (4:25)
FU11 - The 1,2,3 follow up strategy (2:48)
FU12 - The Scheduled Follow up (5:53)
TOOLS
FIND - Ideal Buyer Scorecard (8:06)
FIND - Buyer Readiness Score (3:59)
ENGAGE - Buyer Intent Score (2:53)
ENGAGE - The Connection Equation (5:43)
ENGAGE - The Engagement Matrix (3:34)
ENGAGE - Outreach Pyramid (8:14)
ENGAGE - The Education Advantage (9:55)
CLOSE - Value Loop (5:01)
CLOSE - The Buyer Equation (11:18)
CLOSE - Objection handling one pager (3:55)
CLOSE - The Risk Scale (6:39)
CLOSE - Pitch Planner (8:56)
CLOSE - Negotiation Framework (12:01)
FOLLOW UP - Follow-up Roadmap (7:20)
CONFIDENCE - The "What's Next?" Decider (4:27)
CONFIDENCE - The Confidence Grid (1:54)
MESSAGING - Call to Action Grid (1:48)
MESSAGING - 20 Tagline Templates (6:23)
MESSAGING - 100 Social Media Content Ideas (1:12)
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CLOSE - Objection handling one pager
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