WELCOME TO THE WORLD CLASS

SALES UNIVERSITY 2.0 TRAINING PLATFORM

EXCLUSIVELY BY DANIEL G

Module 1: The Sales Process

● The Holy Grail of Sales.
○ Do not generalize sales. Find what part of the sales process is your downfall.
○ Go back to your personal brand. Understand your brand pillars and post
consistently so the audience can hear them.
○ Be honest with yourself: What part of the sales process is your downfall?
(Prospecting, follow-up, onboarding, etc.)

Module 2: The World-Class Sales Traits

● 3 core characteristics that you must have to be successful in sales
1. Audacity
■ Do you have the strength, courage, or willpower to reach out? If you don’t
dare to reach out for what you want, then it will not happen.
2. Compassion:
■ You can’t sell them if you can’t help them. Do you know about them?
Listen more than you talk.
3. Discipline:
■ Will you have the discipline to work the business when you don’t want to
work the business?

Module 3: The Sales Myth

● The biggest sales myth: People think you are born with the personality to be a
salesperson. It is untrue, that some of my most successful colleagues are born introverted.
○ It is better to be introverted as a salesperson. The best salesperson listens more
than they talk. You don’t have to be a born salesperson to be great at sales, you
just have to be a good listener.

Module 4: The Ultimate Sales Formula

● Formula of sales:
○ 60% of someone saying yes to you is because they like you, or they want to be
like you. People want to do business with their friends.
○ 30% is the way you communicate with that individual.
○ 10% is the product. Only the 10% is what you offer.
Module 5: The 7 Sales Success Principles
1. It’s your job:
○ When you can treat sales just like any job, you take away emotions from it (when
you're told no).
2. Sell to others how you want to be sold to:
○ When you're in sales you have more freedom but you need to treat sales like how
you treat a job you're employed. People will respect your job when you respect
your own job. No one likes to be pressured into buying.
3. Sales speed:
○ Your business requires speed because it creates momentum. The less you do, the
more you think.
4. Until you can’t get it wrong:
○ You understand sales until you can’t get it wrong. You have to practice your pitch
over and over again until you can’t get it wrong.
5. You are not the solution:
○ You are finding someone with the problem and connecting with them to the
solution.
6. Sales Belief (interruption vs blessing):
○ Attitude creates energy. Sales require energy. When you believe, it’s your energy.
7. Stay Curious:
○ Being curious propels you into the future and will get you answers.

Module 6: Understanding the Prospect

● Your prospect is either moving towards something or moving away from something.
● The most important thing in sales is do they want to fix something or do they desire for
more.
● Asking the right question → Listen → Reshape your language
● Three Buyer Stages & How to Diffuse
1. Defensive:
■ No one wants to be sold. For example, when you walk into a store when a
sales rep asks “Do you need help with anything” and you say “No I’m just
looking”, that is defense by you.
● Don’t start with your product. Try to build rapport with them--
breaking the defense stage is breaking the ice.
2. Hype:
■ Buyers are so excited and in the hype phase when they come and want to
see something quickly. It is the opposite of defence.
 ● Match their energy and take control of the conversation. Give them
the information quickly by asking them what’s important to them.
You are a salesperson.
○ Ghosting phase:
■ When buyers disappear. This is the worst stage. You never lose anything
in sales, there is a lesson in ghosting.
● Is it not what you said, it is what you didn’t say. Ask yourself what
you didn’t say. In sales, you either get a yes, a no, or a lesson.

Module 7: The 10 Pre-Prospecting Principles

1. Be consistent, always
2. Know your numbers in all metrics
3. Understand your averages, so you can give yourself enough opportunities to balance out.
4. Know what you want. Have non-negotiables that you must have for your business.
5. Become that person you want to attract and be like in the future.
6. Don’t assume and don’t be picky. You can never say when you're prospecting “That
person won’t” or “That person will”. You can’t measure hunger and desire from someone
until you see them work.
7. Reframe your perspectives. Instead of “Where did I lose opportunity in the past week?”
Shift your perspective to “I am not going to let life happen on auto-pilot”.
8. Don’t bash a prospect’s current situation. Do not judge their vulnerabilities they tell you
9. Never bash your competition to your prospects, it makes you look insecure

Module 8: Prospecting Marketplace

● Understand your marketplace
1. Cold Marketplace: they don’t know you exist.
● The majority of business going to come from the cold marketplace
because there are a lot of people out there that you don’t know, then who
you do. Also in the hot marketplace, the people who know you, won’t see
you as a leader.
● The cold market has everything you want.
2. Warm Marketplace: they know you exist but you are not in regular contact.
3. Hot Marketplace: they are in regular contact with you and know about your
business
● Suspicious vs. Curious Prospect
○ Suspicion kills but a curious prospect wants more information. Suspicious people
are close-minded and can’t make money.
Module 9: Social Media Prospecting
● ICS:
1. Identify who is right for you. Figure out where your prospects are and get where
they are.
2. Connect. Start with a compliment then ask a question
3. Share an out-of-the-blue statement when you find a connection with the prospect.
Don’t generalize. Ask them if they even have the ability to partner with you.
Create relatability with how you can help them. Then ask if they are available to
get on the phone.
○ Your job is to sell the meeting, not the job. At the end of the message, say “Write
down any questions you may have, so we don’t waste each other's time :)”

Module 10: Prospecting Objections

● Step 1: Acknowledge it. Don’t get into a battle with them. Then come to a resolution.
● Step 2: Repeat the message back → then ask for a meeting again. If it intuitively
doesn’t feel right to ask for the meeting again, acknowledge it, and let them draw
back in.

Module 11: Presenting your product

● The Sales Cycle
5. People can’t commit if you haven't presented them something or made an offer.
4. You can’t present them something if you don’t address steps 2 and 3.
3. You won’t find the problem if you don’t have the right information.
2. You can’t gather the right information if you don’t have trust.
1. Building a relationship and having trust is the most important part of sales

● 99% of sales don’t happen because the prospect doesn't trust you.
● Branches:
1. Trust: Empathy and Rapport
■ Empathy means I care about you and the rapport means they like you.
Trust is not something you do just once. This is why people buy.
■ To get somebody to like you I say “I really like you because of xyz.”
■ Sales is the perfect balance when likeability and authority is completely
balanced.
■ I want to figure out who you are, what you want, and I will show you what
I have to offer.
2. Information: Situation and Vision.
■ You are finding the gap in this stage.
 ■ Where they are not and where they want to go. Paint the picture with
them. Go deep with your questions, not wide with your question. Park, and
pause so that you grow their questions.
■ Every time they answer something, ask “why” or “tell me a bit more. It
shows you care. Ask vision base questions.
3. Problem: Challenges and Commitment:
■ Challenge them, and ask “Why haven't you done it already”.
4. Present: What and Why.
■ You have to get a commitment to present.
■ Say what we do and why people enroll/ invest with us.
■ Be simple with this. Keep it to 2 minutes, don’t go over the two-minute
mark.
■ Narrow it down to 3 good reasons for your business because too much
won’t be effective.
■ Figure out reasons people don’t buy the product (money, time, skill, etc).
If we know those are going to be objectives at the end of the call,
eliminate them before they get there.
■ List down why people buy your service and product.
5. Commit: Assume and Ask.
■ Use terminology like “When you join us today _____”. That is assuming
that they are going to do it.
■ Then you are going to ask for the sale, “Are there any other questions
before I get you started?” You have to ask to get them started.
When something doesn't close, go back to your last conversation and evaluate the branches.

Module 13: Objection Handling Core Components

● Every No you get has a $ amount to it
● Not everyone is a customer, you have to accept it. You may be able to SELL everyone,
but not HELP everyone
● The sale hasn’t started until you get 3-4 objections first. People usually assume No as a
negative emotion. They give it up. SWITCH this thinking.
● Can’t expect to have high energy if you get a Yes. Your high energy will get you the Yes
● Any strategy you learn in sales will SUCK if your attitude SUCKS
● Why You Are Getting Objections
○ There is no URGENCY. Nothing for the prospect to say yes, to TODAY. Ask
more powerful questions.
○ They don’t TRUST that you can get the results you’re saying.
○ They have FEAR. They don’t think they can do it, or what others will say, etc.
○ Understand the customer's perception of value by listening, and asking the right
questions.
 ○ The offer is not clear enough. They are confused somewhere. When confused, no
one buys.

Module 14: The Objection 5-Step Framework

● Attitude
● Acknowledgement
○ The goal of handling an objection is to get back into the conversation
○ Anything you get, acknowledge it with “Okay”, “Of Course”, or “I understand”
or “Gotcha”. It takes the weight off it.
● Uncover
○ Is this a real objection? Can they really not afford it?
■ “Aside from the money, is there something else going on here?”
● Reselling
○ Ask more questions. Add more value. Figure the perceived value
● Go back into the close
○ “So are you ready to move forward?”

Module 15

Let me Think About it

● Something is not clear to them. Also don’t get emotional about it.
○ “What do you need to think about”
● Acknowledge it
○ “Hey Jenna, 150% you just need to think about it. Hey, by the way how long do
you think you need to think about, 1 week? 2 weeks?”
○ If they need a week, give them 2 weeks. Double it. Completely disarms them
● Close
○ “Okay Jenna take your time to think but here are 3 questions you need to ask…..
○ Okay perfect seems like you're ready.”

The Price is Too High

● Disarm it.
○ “I understand, but hey is this a matter of price? Or a matter of value?”
● Educate them on Price vs Cost. Price may be higher but cost over time is lower. They’re
only thinking now now now

Send Me Over Information

● Disarm it.
 ○ “Yes, can you please read me out your email. Ill forward it” “In that email what
do you want me to completely be more specific about? Product? Payment?
Partnership?”
● Whatever they answer means they’re not sold in that area.

Is There a Guarantee
● What guarantee are they asking for? Is the product gonna work? Money back guarantee?
○ Ask “Hey Jenna, What type of Guarantee are you looking for? Product?
Payment?”

It sounds too good to be true

● Investigate, Evaluate, Determine → Finally, figure out how to jump back into the
conversation and go for close
● Suspicious or Curious mind
○ A suspicious mind can’t take action. A curious mind is hunting for the answer
(Curiosity propels them forward).
● “Everything has a risk for sure, your whole job on this call is to investigate to see if we’re
the right people for you, and vice versa”

“I heard XYZ about your company”

● Don't get emotional about it.
● Honour the objection, and disarm it by saying “Thanks Jenna I appreciate you
researching us”
● 3 ways to deal with objection
1. It was true in the past
2. It is true right now for a reason
■ “We are not perfect, but I assume what you are looking for is better, not
perfect?”
3. It is completely false

I’m Happy With What I’ve Got

● They didn’t say “I don't want your product” still fair game.
● What makes them so happy about it? Ask questions about the product

Bonus #3: Emily & Daniel (How To Close The Skeptics)

● Figure out what's important to them (faith, money, time etc) and speak more to them
about them. Understand your customer
● Break down costs (how much spending a day etc) and how much they save
● Eliminate objections in your presentation.