Course curriculum
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1
Welcome to the training center and the most important 4 weeks of content your business will ever encounter!
- Welcome - How to Use The Training Center
- What your growth journey should look like
- Grow or Die
- Your Business is Always Broken!
- We don't work with victims (surprisingly important)
- A litmus test
- How to think about growth through digital advertising
- Implementation
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2
Week 1 Foundations
- Clients for Life vs. Customers
- How Clients For Life Looks Different
- Taking Personal Responsibility For The Process of Creating Clients For Life
- Falling in love with you customer and your "why"
- Creating and Understanding Your Purpose and Vision so that you and your employees can execute
- Understanding the Importance of the Customer Journey!
- Pyramid of Priorities
- Pyramid of Priorities
- Creating Your Core Values
- Developing Your Messaging
- The Story or Journey Your Customer is on
- Clear Call to Action and Consistency in Messaging
- Understanding your customer Survey
- Your Offer
- What Will Your Offer Be?
- Revenue Formula
- Thinking about hiring
- The Importance of Sales People
- Hiring all-stars for your team
- Suggested Hiring Process
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3
Week 2 Phones
- You Need a Process
- Lead Follow Up
- Impossible to be annoying
- Tonality
- Make your own phone script
- Purpose of The Phone Call
- Answer The Phone
- Call Me Back Later
- Get On Common Ground
- Control The Conversation
- Establish Value
- Get An Appointment
- Make Sure People Show Up
- Thinking through what a real conversation might sound like
- Understanding how the phones make you more money
- Revenue Formula Revisited and the purpose of the phones (Turn Leads into selling opportunities)
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4
Week 3 Customer Journey and Experience
- Why is this important?
- Craft your own customer journey
- Apply your own industry
- Revisiting the Importance of the Customer Experience
- Introduction to the customer journey concept
- Customer Journey - Why People Buy
- Customer Journey - The Sales Cycle
- Customer Journey - Building Trust
- Customer Journey - Create Excitement
- Building Trust
- 5 star experience
- Consultation or First Experience that Builds Trust
- Customer Journey and Sales Process Survey
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5
Week 4 Sales Process
- The absolute truth about how your process for converting interested people into income (aka sales process) is the most important part of your business and how to think about it!!!
- Theory of Sales 1 - Why you should stop selling
- Theory of Sales 2 - Story
- Theory of Sales 3 - The Bridge
- Intro to creating your sales process
- Blank Sales Process Template
- #1 Rule of selling... Always Agree
- Have a big pipeline!
- The most important sale
- Greeting
- Qualifying
- The purpose of the consult
- The consult/selling your process
- The consult version 2
- Fact Finding/ Discovery
- Go deeper
- The person who does the least talking is the person who closes
- Types of questions you can ask
- Wrap it up
- Presenting
- Quick Presentation
- Stories, testimonials, impress them
- Visual Aids
- Tie-downs or trial closes
- Write up/proposal
- Close/negotiate
- Why do people object
- They lack confidence
- I want to think about it 1
- I want to think about it 2
- I want to think about it 3
- I want to think about it 4
- I want to think about it 5
- Submit your completed sales process!!!
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6
Preparing for Launch
- What to expect when you start advertising Dreams Vs. Reality
- The proper way of looking at advertising as an investment
- How your growth curve will actually look
- Get Your Leads Scheduled!
- You will either succeed or you won't want to succeed!
- How to actually implement these changes