Introduction and Setting Yourself Up for Success
  • About Me: How This Course Came to Be
  • Connect With Patrick Dang
  • Downloading the PDF Course Syllabus
Mindset
  • The Success Pyramid
  • Setting Your Goals
Building Rapport
  • Intro to Building Rapport
  • Elements of Communication
  • Mirroring and Matching
  • Instant Rapport
Setting Expectations
  • Intro to Setting Expectations
  • Elements of Setting Expectations
Uncovering Pain
  • DIQ Formula and Transitioning
  • Intro to Uncovering Pain
  • How to Uncover Pain
  • Active Listening
Budget
  • Overcoming Fear of Money
  • Asking for the Budget
  • Land and Expand
  • Negotiating Price
Decision
  • Intro to the Decision Phase
  • Decision Qualifiers
  • Internal Champions
  • Organization Mapping
Presentation & Close
  • Solidifying the Agreement Before the Presentation
  • Preparing for the Presentation
  • Beginning, Middle, and End of Presentation and Closing the Deal
Locking In and Conclusion
  • Locking In
  • Congratulations on Completing Sales Machine
  • Bonus Upgrade to Sales Legacy The Master Class (Link in Resources)