Suggested Curricula: Selling Essentials

Your Selling Essentials library contains Quick Take rapid learning modules on a wide variety of sales topics. While some sales managers and trainers develop training sessions around single Quick Takes, others group them by specific topic areas and create in-depth programs. Here are some recommended curricula for creating sales training programs at your organization:


  • The Secret to Getting Past Gatekeepers
  • Cold Calling: Nail the First 20 Seconds and Engage the Prospect
  • The Five Whys Technique to Uncover Hidden Customer Needs
  • The Magic Question to Dis-Qualify Non-Buyers
  • How to Unseat an Entrenched Competitor

  • Presentation Disasters: How to Head Them Off Before They Happen
  • Connecting With Buyers: Sell More By Selling Less
  • The Secret to Selling CEOs
  • Sales Myopia: The Critical Oversight That Can Cost You Sales
  • Managing Expectations with Unrealistic Customers: The Reverse Cold Feet Technique

  • The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises
  • A Proven Technique to Overcome ‘The Stall’
  • Overcoming Purchase Anxiety – How to Close Buyers Who Just Can’t Make a Decision
  • When the Prospect Says No: How to Make an Effective Second Sales Effort

  • Tough Negotiations: How to Stay in Control and Get What You Deserve
  • The Commodity Copout
  • Avoiding the “Yes Trap” Building Trust with Prospects and Customers
  • Price Objections: Four Secrets Prospects Will Never Tell You

  • Customer Retention: The Four Open Doors – How Accounts Become Vulnerable and How to Keep Them Safe
  • The Most Dangerous Question in Sales and How to Avoid It
  • Upselling Without Fear: Get More From Almost Every Sale

  • Sales Leadership Credibility Part I: The ‘Confidence Base’
  • Sales Leadership Credibility Part II: The Fallibility Paradox
  • Hiring Salespeople: How to Smoke Out Impostors
  • Six Managerial Styles You Need to Lead Effectively
  • Why 80% of Sales Training Doesn’t Stick
  • Sales Compensation: How to Get and Keep Top Talent
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