1.5 Price and Cost | Slattery Sales Group

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Slattery Training Program

Module 0: Overview & Links

Welcome & Syllabus (1:33)
[Important!] How to Use the Materials in This Program (1:38)
[Important!] How to Get the Most Out of This Program (3:28)
Important Links [BOOKMARK THESE!]
How To Use Links (4:45)
Call Replays Posted Here

Module 1: Introduction

1.1 Goal Setting (3:17)
1.2 Intro from Terry (8:04)
1.3 Complex Sales (2:53)
1.4 Isolation (4:25)
1.5 Price and Cost (3:46)
1.6 Doom of Discounting (1:30)
1.7 Terry's 10 Rules of Selling (11:32)

Module 2: Wimp Junction

2.01 Wimp Junction (10:57)

Module 3: Differentiate

3.01 Differentiating Value (6:44)
3.02 DV Coin (2:31)
3.03 Exercise: Determining Your DV (7:43)
3.04 Exercise: Articulating Your DV (5:03)

Module 4: Target

4.01 Your Real Customers (10:11)
4.02 Exercise: Intel (1:49)
4.03 Dangers of Talking to I.T. (4:50)
4.04 The Cinnamon Story (14:01)
4.05 Clarity around LC & EC (2:49)
4.06 Targeting Exercise (14:31)

Module 5: Engage -- Call Control

5.01 Intro to Engage (1:52)
5.02 Your Prospect's Perspective (2:09)
5.03 Your Value (4:02)
5.04 Communication Keys (9:12)
5.05 Exercise: 3 Questions (17:32)
5.06 The Funnel (8:52)
5.07 The Only 3 Responses (4:23)
5.08 Keep them OK (5:56)
5.09 Handling Stalls + Exercise (16:07)

Module 6: Engage -- Call Flow

6.01 Plan your Calls & Their Stalls (2:04)
6.02 Intro to Call Flow (7:18)
6.03 Call Flow Step 1 (13:01)
6.04 Call Flow Step 2 (3:49)
6.05 Call Flow Step 3 (2:35)
6.06 Call Flow Step 4 (3:21)
6.07 Call Flow Step 5 (5:34)
6.08 Call Flow Step 6 (5:17)
6.09 Call Flow Step 7 (4:25)
6.10 Situational Awareness (9:54)

Module 7: Commit

7.01 Commit Stage Goals (3:46)
7.02 Call Flow Step 8 (5:18)
7.03 The Goal of Step 8 (3:16)
7.04 The Wrong Question (1:28)
7.05 Exercise for Step 8 (4:29)
7.06 Disruption (4:48)
7.07 Last to Present (7:10)
7.08 Call Flow Step 9 (7:21)
7.09 Leave With a Decision (2:27)
7.10 No Trial Closes (1:16)
7.11 Your Fault (1:21)

Module 8: Attributes

8.01 Attributes of a QSO (6:05)
Multi-Purpose D.V. Driver (4:27)

Module 9: Secure

9.01 Presentation (6:01)
9.02 The 2-Minute Drill (5:02)
9.03 Energy Example (4:15)
9.04 Ending Your Presentation (4:28)
9.05 Securing Your Win (4:43)
9.06 Long-Term Win (2:34)

Module 10: Account Management [Advanced Content]

10.01 Account Management Overview (2:31)
10.02 Nerdley (2:57)
10.03 Selling Windows (7:15)

Module 11: Forecasting [Advanced Content]

11.01 [Exercise] Forecasting (3:48)

Module 12: Competitive Situation Analysis [Advanced Content]

12.01 Competitive Situation Analysis (8:20)

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1.5 Price and Cost

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