The Complete B2B Sales Course: Lead Generation To Closing
Last updated 10/2021
MP4 | Video: h264, 1280x720 | Audio: AAC, 44.1 KHz
Language: English | Size: 8.24 GB | Duration: 6h 25m

Master the art of B2B sales to include prospecting, lead generation, scripting, and closing from a Master Sales Trainer

What you'll learn
Learn strategies to effectively prospect new clients.
Lead generation best practices to generate hundred of thousands of leads.
Learn to create amazing sales scripts that close.
Learn to dramatically increase results and sales effectiveness by building trust and rapport.

Requirements
No prior experience necessary! We'll teach you everything you need to know.

Description
The Complete B2B Sales Course: Lead Generation to ClosingMaster the art of B2B sales to include prospecting, lead generation, scripting, and closing from a Master Sales TrainerLet's face it. Sales is full of ups and downs, highs and lows, and tons of rejection. But it's something about that one sale you do get that makes it all worth it.So, how do you get more B2B sales? This is a leading question beginning sales professionals always ask. A better question is, what are the top sales professionals doing that I'm not to get unlimited leads and constant referrals?In this course, we let the cat out of that bag. No longer are the sales tactics used by leading professionals a secret. This course will teach you how to master prospecting, lead generation, scripting, and handling objection. And this isn't even half of it. You'll also learn how to build trust quickly, and develop a mental framework that instills confidence when selling.Here are the 10 B2B Sales modules this course will cover:Prospecting:Most salespeople agree they should be doing more prospecting. They also agree that if they prospected more their sales would go up. In this module, Eric will share with you proven techniques on how to prospect. I will also share how to shift your mindset do you can boldly, fearlessly prospect anyone. Many of the techniques I cover you will be able to immediately use to prospect for more business. If you know that you would make more sales by increasing your prospecting, then this is a must listen to the course. Each idea you learn you will have for the rest of your life! Lead Generation:Generating new leads is the lifeblood of any business. In this module, Eric Lofholm will share his best lead generation ideas that helped him build his database from zero leads to over 50,000! First Eric will cover lead generation best practices to generate hundreds or even thousands of additional leads. Next, you will learn the mindset of a superstar lead generator. Then Eric will share his #1 lead generation strategy that has generated more than 1,000 leads for him. Eric also talks about the importance of keeping your leads organized. In total, you will learn numerous tried and true lead generation ideas. Once you have completed this course you will be able to immediately implement the ideas to start generating more leads!Appointment Setting:An appointment setting is one of the most important skillsets for a salesperson to learn and ultimately master. Eric Lofholm has been setting appointments since 1996. Eric began as an appointment setter for motivational superstar Tony Robbins. He was then promoted to manage the appointment setting department. In 1999 Eric started his own sales training company and was responsible for booking all his appointments. In this course, Eric shares the best practices he has used to keep his calendar filled with appointments for over 20 years. He will reveal his mindset as well as his best ideas about appointment setting. After completing this course, you will have ideas you can immediately use to book more appointments. You will have these skills for life.Getting Referrals:The purpose of this module is to teach how to get an extra hundred to a thousand referrals. With those extra referrals, I want you to generate extra additional income from the ideas of this program!There are 3 ways to elevate your results with referrals - Inner Game, Outer Game and Action. The inner game is your mindset. The outer game is the how-to. Action is what you do. My all-time number one idea is Continuous Sales Improvement (CSI), and you want to apply it to referrals. CSI is a lifelong commitment to working on your sales skills for 15 minutes to an hour a week and today we are working on referrals. You can look for referral techniques on YouTube, podcasts, books, and from other experts in your industries. Model other techniques to elevate your results.Sales Scripting:In this module, you will learn how to predictably increase your results with sales scripting. Preparation for a sales presentation is essential to repeatably achieve your desired outcomes. You may wonder why you would ever want to create a script. A script is simply a coherent string of words that make logical sense. We use scripts every day. Here, Eric teaches you the why and how about carefully crafting and practicing your sales scripts. It is a learned skill and will help you achieve greater close rates. Once learned, it will be a tool you can utilize for the rest of your life.Building Trust and Rapport:It has been said that people buy from people they know, like, and trust. That is a universally true statement. At the beginning of a sales presentation, it is important to create rapport with the prospective client if you want to break down any existing barriers and build that trust.In this tip-rich course, Eric teaches you numerous ways to accelerate the building of rapport. And, once that rapport is built, you will know how to leverage it to create the critical element of trust. Building trust and rapport with your prospect early in your presentation will help facilitate an atmosphere where the prospect will be considerably more receptive to your offerings. You may even notice their body language relax!Handling Objections:Objection handling is a critical skill set to learn to help maximize your sales results and your closing ratio. Eric Lofholm has been successfully handling objections to close sales for over 25 years. In this course, Eric shares his best objection handling ideas and strategies. By watching this module you will learn specific ideas that you can immediately use in your very next sales presentation to effectively handle the common objections you get. Eric covers how to techniques including specific scripts to use to address the common objections. He also covers the mindset of an objection handing master. After watching this course expect to make a lot more sales!Setting Goals:Goal setting is quite likely the most endorsed personal development strategy in the world. Goal setting is a learned skill. The more you work on your goal setting skills the better you get. In this course, Eric Lofholm shares his best goal-setting ideas from his 20+ years of applying goal-setting to his life and teaching goal-setting to others. The ideas in this module are a combination of the best goal-setting ideas Eric has learned from studying what success and business legends, Tony Robbins, Brian Tracy, Zig Ziglar, Napoleon Hill, Les Brown, and others had to say about goal setting. Combine this with Eric's life experiences and you have this course. By watching this course, you will improve your goal-setting skills now and forever.Mindset of a B2B Sales Champion:You're taking this impactful course because you want to excel at sales. Think about the fact that you are selling every day, whether it's in business or in your personal life. Every time you ask your children to do anything or make a request of anyone, you are selling. To achieve excellence in selling, you need to develop the mindset of a champion. Eric teaches you to be your number one cheerleader and get out of that present "story" you may be living in and potentially holding you back from the success you dream of. When you acknowledge yourself, it builds your self-esteem and confidence! Your learnings here could make a significant, positive effect on your life and the lives of others.Closing B2B Sales Business:In this module, you will learn how to close the B2B sale. Closing is a learned skill. Prior to me learning how to close I was the bottom producer on the team at my first sales job. Once I learned how to close I 5x my sales results in less than 3 months. I have gone on to do millions and millions of dollars in B2B sales since. In this course, I share with you my best ideas! Many of the techniques you will literally be able to use in your very next sales presentation.Enroll in this B2B Sales Course now.

Overview

Section 1: Become a Sales Pro - From Lead Generation to Closing

Lecture 1 Sales Mastery Program

Section 2: Prospecting Mastery

Lecture 2 Prospect Like a Pro

Lecture 3 Overcoming Call Reluctance

Lecture 4 The B2B Prospecting System

Lecture 5 Play the Prospecting Game

Lecture 6 The Dream 100

Lecture 7 Sphere of Influence Selling

Lecture 8 Intention in B2B Sales

Section 3: Lead Generation Mastery

Lecture 9 Lead Generation Mastery for B2B Sales

Lecture 10 Skyhook

Lecture 11 B2B Stage Selling

Lecture 12 Referrals

Lecture 13 Best Practices

Lecture 14 Person of Influence

Lecture 15 Reciprocal Referral Relationship

Lecture 16 Lead Magnet

Lecture 17 Webinars for B2B Sales

Lecture 18 Follow Your Money

Lecture 19 Test & Email

Lecture 20 Leads Stored

Lecture 21 B2B Sales House List

Lecture 22 Speaking to the Groups

Lecture 23 Contact Information

Lecture 24 Ending

Section 4: Appointment Setting Mastery

Lecture 25 Appointment Setting Mastery

Lecture 26 Appointment Setting for B2B Sales

Lecture 27 All About the Angle

Lecture 28 B2B Appointment Setting Systems

Lecture 29 Mindset

Lecture 30 Prospecting

Lecture 31 Thinking in Combinations

Lecture 32 Goals

Lecture 33 Stage Selling

Lecture 34 Further the Sales Call

Lecture 35 Consistency

Lecture 36 3-Way Introduction

Lecture 37 Teaser Email

Lecture 38 Hire Appointment Setter

Lecture 39 Using a Template

Lecture 40 Case Study

Lecture 41 Inviting

Lecture 42 Conclusion

Section 5: Referral Mastery

Lecture 43 Referral Mastery for B2B Sales

Lecture 44 Referral Mindset

Lecture 45 Why People Give Referrals

Lecture 46 Referral Ideas - Part 1

Lecture 47 Referral Ideas - Part 2

Lecture 48 3-Way Conversation

Lecture 49 B2B Referral Techniques - Part 1

Lecture 50 B2B Referral Techniques - Part 2

Lecture 51 Create a Referral

Lecture 52 Conclusion

Section 6: Sales Scripting Mastery

Lecture 53 Mastering Sales Scripting for B2B Sales

Lecture 54 My Story

Lecture 55 Embracing B2B Sales

Lecture 56 Embracing B2B Sales Scripting

Lecture 57 The 7-Step Script Writing Formula

Lecture 58 The 5 Laundry List - Part 1

Lecture 59 The 5 Laundry List - Part 2

Lecture 60 B2B Sales Scripting Techniques - Part 1

Lecture 61 B2B Sales Scripting Techniques - Part 2

Lecture 62 Scripting Best Practices and Conclusion

Section 7: Trust and Rapport Mastery

Lecture 63 Building Trust and Rapport for B2B Sales

Lecture 64 Elevate Your Results

Lecture 65 Mindset

Lecture 66 Find Common Ground

Lecture 67 Stay Present

Lecture 68 Rapport Mindsets

Lecture 69 Rapport Building Techniques

Lecture 70 The Speed of Trust

Lecture 71 Conclusion

Section 8: Objection Handling Mastery

Lecture 72 Mastering Objection Handling for B2B Sales

Lecture 73 Elevate Objection Handling

Lecture 74 Apply Continuous Sales Improvement

Lecture 75 Record Common Objections

Lecture 76 Reduce the Risks

Lecture 77 Solve the Problem

Lecture 78 Offer Flexible Payment Options

Lecture 79 Non-Stated Objections

Lecture 80 Handle Objections Before It Comes Up

Lecture 81 Be Unreasonable

Lecture 82 Handle Objection with a Question

Lecture 83 Handle Objection with a Story

Lecture 84 Isolate, Bring Out The Objection, Investigative Selling, Ask Peers For

Lecture 85 Common Objections

Lecture 86 Ending

Section 9: Goal Setting Mastery

Lecture 87 Setting Your B2B Sales Goals

Lecture 88 10-Step Goal Setting Process - Part 1

Lecture 89 10-Step Goal Setting Process - Part 2

Lecture 90 Goal Achievement Concepts - Part 1

Lecture 91 Goal Achievement Concepts - Part 2

Lecture 92 Goal Setting Mindset

Lecture 93 Setting Health and Financial Goals

Section 10: Mindset of a Sales Champion

Lecture 94 B2B Sales Champion Mindset

Lecture 95 Mindsets Aren't Fixed, There Flexible - Part 1

Lecture 96 Mindsets Aren't Fixed, There Flexible - Part 2

Lecture 97 Continuous Sales Improvement

Lecture 98 Prospecting and Selling Mindset

Lecture 99 Fear and Faith

Lecture 100 You Have a Genius Mind

Lecture 101 Conditional Beliefs

Lecture 102 I Am Statements

Lecture 103 Let Go of Resistance to Sales

Lecture 104 Conclusion

Section 11: Closing Mastery

Lecture 105 One Last Chance to Make This Course Better for Your Permanent Learning Library

Lecture 106 Mastering the Close

Lecture 107 Eric's Story

Lecture 108 Preparation

Lecture 109 The System

Lecture 110 Sales Model

Lecture 111 Sale Mountain

Lecture 112 The Sales Script

Lecture 113 3-Ways to Elevate Your Closing Results

Lecture 114 Embracing B2B Sales

Lecture 115 The First of 3

Lecture 116 The Second of 3

Lecture 117 Conclusion

New, beginner, and advanced level sales professionals looking to learn new skills to add to their tool belt.

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