Key Concepts Course Outline
Each session builds on the last, creating a complete system for handling real sales conversations more effectively.
01
Foundations of Growth & Sales Performance
— Welcome & Program Overview
— How to Get the Most from the Course
02
Commitment & Personal Responsibility
— Commitment to the Process
— Eliminating Half-Hearted Effort
03
Building Awareness & Control
— Establishing Trust Early
— Positioning Yourself as the Expert
04
Applying Principles in Sales Situations
— Guiding the Discussion
— Keeping the Customer Focused
05
Clarity, Simplicity & Structured Communication
— Standing Out Without Discounting
— Framing Value Effectively
06
Discovery: Asking, Listening & Understanding
— Recognizing the Right Moment
— Moving the Conversation Forward
07
Guided Selling & Structured Presentation
— Identifying Real vs. Surface Objections
— Responding with Clarity and Confidence
08
Value Creation & Positioning
— Staying Top of Mind
— Maintaining Momentum — After the Conversation
09
Objections, Closing & the Full Sales Conversation
— Applying the System Repeatedly
— Building Long-Term Improvement
10
Follow-Up: The Discipline That Drives Sales
— Evaluating Performance
— Adjusting Your Approach
11
The Sales System: Building a Sustainable Career
— Handling More Complex Situations
— Adapting the Framework
12
Sustaining Success: Discipline, Values & Growth
— Sustaining Improvement
— Continuing to Refine Over Time