Third Level Selling: Advanced Partnering Skills Training

سرفصل های دوره

How Clients Choose You and How Elite Providers Win, Retain and Expand Client Relationships

1 - Level 1 Understanding Value and Creating Your Value Proposition

1 - Introduction

2 - Are You a Vendor Preferred Provider or Strategic Partner.html

3 - Are Great Salespeople Born or Made.html

4 - What is Value Selling is about communicating value

5 - From Theory to Outcome Deliberate Practice

6 - Invisible vs Visible Market Value Propositions

2 - Level 2 Selling Why You Creating Your Preference Value Proposition

7 - Why Your Services Why You.html

8 - Airbags Why you are being commoditized

9 - Its About Winning Why You.html

10 - Craft Your Preference Value Proposition with Difference Preference and Proof

11 - What is Different Why is that important to me Why should I believe you.html

3 - Navigating the Client Decision Funnel

12 - The Decision Funnel How and Why Clients Choose Among Competitors

13 - Search Screen Select.html

14 - Navigating the Decision Funnel Phase 1

15 - Finding Your Value Zone.html

16 - Navigating the Decision Funnel Phase 2

17 - Use Preference Value to Navigate Phase 2.html

18 - Navigating the Decision Funnel Phase 3 Third Level Selling

19 - Differentiate on the Client to Win.html

4 - Third Level Selling Finding and Aligning to Client Differentiators

1 - Final Test.html

20 - A Tale of Three Landscape Architects

21 - The Clientcentric Assumption.html

22 - Accelerating Personal Relationships

23 - You know it but are you getting this outcome.html

24 - Accelerating Personal Relationships Part 2

25 - Finding Common Ground.html

26 - Finding Common Ground Deliberate Practice

27 - Finding Common Ground Before You Meet.html

28 - Accelerating Professional Relationships Part 1

29 - Raise the Flashlight.html

30 - Accelerating Professional Relationships Part 2

31 - Strategic Value Conversations Looking for CID.html

32 - Accelerating Professional Relationships Part 3

33 - Uncovering Threats to Client Performance Objectives.html

34 - Momentum Recommendations

35 - Invisible Market Recommendations.html

36 - ProjectSituation Difference

37 - Finding the Drainage Easement.html

38 - Preference Difference

39 - Previous Bad Experience Concerns Client Vision and Competition.html

40 - Decision Process Difference

41 - Decision Makers.html

42 - Keep Score Keep Improving

43 - 5 Client Differentiators.html

44 - Third Level Presentations and Proposals

45 - From Vendorcentric to Clientcentirc Presentations.html

46 - Third Level Service Excellence

47 - Personal Relationship and Value Add.html

48 - Third Level Attitude Conclusion

49 - Help My Clients Win.html

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تولید کننده: Udemy-Training