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9 Closing Questions Formula
1. Follow the Formula
10. Costing Significant Money
11. Personally Affected
12. Willing to Invest Money
13. Can He Make a Decision
14. Put It All Together
15. Closing the Sale
2. Time to Disqualify
3. Do You Avoid No
4. Find the Migraine
5. Disqualification Checklist
6. Start the Conversation
7. Your Opening Play
8. Challenges You Can Solve
9. Fixed the Problems Yet
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SSA Module 1
1.1 Making Sales Personal
1.10 Hide, Cheat & Steal
1.11 Stop the PEP
1.12 Action: Stop Persuading
1.13 What’s an Opening Play?
1.14 The Ideal Opening Play
1.15 Creating Your Opening Play
1.16 Action: Opening Play
1.2 The New World of Selling
1.3 Why Game Plan Selling
1.4 The Biggest Sales Myths
1.5 The Game of Sales
1.6 Common Sales Challenges
1.7 The Learner’s Mindset
1.8 Action: Learner’s Mindset
1.9 Distinct from the Competition
SSA Module 2
2.2 The Game Plan
2.3 More than Rapport
2.4 Establish Connection
2.5 Be Perceived as Similar
2.6 Seeking to Understand
2.7 Action: Time to Connect
SSA Module 3
3.10 Willing to Invest?
3.11 Make a Decision?
3.12 Best Questions to Ask
3.13 Action: Put It Together
3.14 The Swim Move
3.15 How the Swim Move Works
3.16 Using the Swim Move
3.17 Action: Swim Move
3.18 Ending the Process
3.2 Avoid the Word “No”?
3.3 The Doctor’s Mindset
3.4 Why Hurt Matters
3.5 Disqualification Checklist
3.6 Challenges You Can Solve
3.7 Are the Problems Fixed?
3.8 Challenge Cost Money?
3.9 Is the Prospect Affected?
SSA Module 4
4.2 Distinct Presentations
4.3 Example of a Case Study
4.4 Action: Case Study
4.5 Create a Discussion
4.6 Action: Discussion
4.7 Proposals that Close Sales
4.8 Closing the Sale
4.9 Action: Closing the Sale
SSA Module 5
5.10 How to Get a Reply
5.11 Introductions
5.12 Introduction Structure
5.13 Ideal Client Profile
5.14 Action: Introductions
5.15 Selling Deeper
5.16 How to Engage Clients
5.17 Action: Engage Clients
5.18 Targeted Networking
5.19 Network Effectively
5.2 Jealously Guard Your Time
5.20 Action: Networking
5.3 Key Prospecting Activities
5.4 Cloud Calls
5.5 Your Cloud Call Script
5.6 Cloud Call Example
5.7 Action: Your Cloud Call
5.8 Prospecting Emails
5.9 Short, Personalize, Engage
SSA Module 6
6.2 Your Prospecting Goals
6.3 Setting Goals for Meetings
6.4 Prospecting Activities
6.5 Frequency of Prospecting
6.6 Daily Prospecting Goals
6.7 Go Make It Happen
SSA Module 7
7.2 Difficult Prospecting Call
7.3 The Discovery Meeting
7.4 The Presentation Meeting
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Marcus Cohlan
