Salesclass Curriculum

6 Weeks to A New Career: Starting Apr 5, 2021, you'll be off to the races.
We'll meet with on zoom and build and practice skills. Cameras on, minds open, career growth ahead!

2x/week for 6 weeks at 8pm for 90min
Meet on zoom + 3hrs/week of practical homework

Goal: To help you understand what sales is, how to get started in sales, and to set you up for success selling!  Learn the art and science of sales, starting with base principles, to closing deals! Launch a new career!

Week 1:

Sales  Fundamentals- Mon Apr 5, Wed Apr 7

  • developing  and delivering your value proposition
  • understanding Problem Solving, finding clients and creating a Win-Win
  • overview: cold-calling, hunting, rejection
  • activity metrics and ratios. activity = results
  • repetitions: ongoing development: better delivery of your message, get better over time
  • #'s game: goal is to build a big pipeline
  • art and science: repetition is reinforcement
Live Q & A and Homework
2 classes: 180 minutes

Week 2:

Finding Leads - Sun Apr 11, Tues Apr 13

  • ideal Customer Profile
  • relevant companies
  • growing industries
  • right buyer persona
  • sales technology: linkedIn, Lusha, Google
  • building a list
  • leads are everywhere. you can also buy lists, find lists
  • Referrals
Live Q & A and Homework
2 classes: 180 minutes

Week 3:

Prospecting Leads- Sun Apr 18, Wed Apr 21

  • How do you reach them? F2F, Digital, Phone
  • cold-calling and cold-emailing: messaging, personalization,  subject lines
  • gatekeepers & voicemails
  • social selling
  • cadence & pipeline management, consistency
  • CRM/process
  • getting in front of those leads
  • earning the conversation: build credibility and establish rapport to get sensitive info
  • objection handling: price? competitors? timing?
Live Q & A and Homework
2 classes: 180 minutes

Week 4:

Qualifying Leads- Sun Apr 25, Wed Apr 28

  • importance of discovery
  • are they the right customer?
  • are they the right decision maker? Are there other decision makers?
  • maybe there is no need for your service now?
  • next step yes or no?  establishing a case
  • do they have the budget? are you speaking to the person with the budget?
  • havethey identified they have a problem you can solve and would pay the money tohave you solve that problem?
  • asking good questions
Live Q & A and Homework
2 classes: 180 minutes

Week 5:

Get them buying - Sun May 2, Wed May 5

  • Follow-up: it's the only thing that leads to a close!
  • asking good questions. knowing their industry better than them
  • objection handling
  • always tying back to discovery
  • Problem Solving
  • timing: you drive the follow-up, continuing the conversation
  • always have a next step
  • sales planning and cycles
  • psychology of sales
  • budget confirmation? value confirmation?
Live Q & A and Homework
2 classes: 180 minutes

Week 6:

Closing & Job Preparation: Sun May 9, Wed May 12

  • presentation skills
  • pipeline management
  • opportunity and urgency
  • #'s game
  • objection handling
  • negotiation
Live Q & A and Homework
2 classes: 180 minutes