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|What You Will Learn on This Course||00:01:00|
|Who is Philip Hesketh?||00:01:00|
|The Guaranteed Way to Improve Your Sales Technique|
|The Number One Universal Killer Question in Selling||00:03:00|
|The Importance of Establishing the Clients Expectations||00:02:00|
|How to Close the Sale Without Sounding like a Salesman||00:04:00|
|Why People Buy and How to Get Them to Buy from Us|
|People Buy Emotionally and Justify Logically. What to Do About It||00:04:00|
|Don’t Assume You Know the Buyer’s Priorities||00:05:00|
|How to Unearth the Buyer’s Strategic Needs||00:03:00|
|The Importance of Implications||00:04:00|
|Why People Don’t Buy and How to Counteract Any Objection|
|Being Prepared for Objections||00:04:00|
|The Most Common Objections and How to Handle Them||00:04:00|
|How to Get People to Choose What You Want Them To||00:04:00|
|What Buyers Say and What They Really Mean||00:03:00|
|Holding a High Price|
|What Does Value For Money Really Mean?||00:03:00|
|Five Proven Techniques to Save Money and Make Money||00:04:00|
|The Words: ‘Typically’, ‘Realistically’, ‘Currently’, ‘Given’ and ‘Yet’||00:02:00|
|Justifying Your Price – the Power of One||00:04:00|
|The Final ‘Killer Questions’ That Allow You to Negotiate More Successfully||00:04:00|
|Win-Win and Increasing Average Order Value|
|The Real Meaning of ‘Win-Win’||00:04:00|
|The Rules for Discounting||00:03:00|
|How to Hold a High Price||00:04:00|
|How to Increase Average Order||00:03:00|
|The Compromise Effect||00:03:00|
|Sales Techniques You Need to Know|
|All You Need to Know About Time Management||00:03:00|
|Recognising the Moment That Matters and the Role of ‘Enough’||00:06:00|
|What to Do When It Starts Going Wrong||00:05:00|
|How to Understand Other People – Can You Clarify?||00:04:00|
|How to Build Your Reputation and Getting Your Client to Feel Indebted to You||00:04:00|
|Selling in the Long Term and Being Recommended||00:04:00|
|BONUS SECTION! How to Be a Great Presenter and Wow Your Audience|
|How to Deliver a Great Presentation||00:03:00|
|Why Powerpoint Doesn’t Work and What to Do with It||00:03:00|
|How Memory Works||00:05:00|
|How to Tell Your Own Stories Well so People Warm to You||00:03:00|
|The Three Key Things About Presenting||00:03:00|
|What We’ve Covered so Far||00:02:00|