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2017 Upward Spiral Records
Title
Pop.
Time
Introduction to Part One
00:38
Selling the Whole Time
03:56
We're Always Selling
03:14
Closing the First Sale
04:32
Why Is It so Difficult to Sell
04:47
Reccuring Fee Apathy
03:55
What About the Next Generation
03:36
Consistency in Success
03:17
Building the Pipeline
03:16
Grading the Prospects
03:01
Next Action
02:00
Case for the Pipeline
02:07
Undercharging
07:06
Website Promises
03:10
Perception Is Reality
03:27
Opening up the Conversation
05:32
Dna
02:55
Case for the Sales Director
04:23
Accounts
08:50
Part 2
09:47
The First Meeting
00:27
The Ultimate Question
04:16
Signs of Interest
02:51
The Next Meeting
03:46
Between the First and Second Meeting
Preparing and Rehearsing the Proposal Document
07:53
Resolving Concerns
05:44
Pricing
03:32
Closing and Getting Paid
Second Thoughts
03:02
The Stalling Concern
01:56
Misunderstandin Concern
01:33
The Irrelevent Concern
02:09
The Real Concern
01:30
Calculating Growth
03:23
Building a Proactive System Part One Referrals
02:26
Building a Proactive System Part Two Fee Follows Value
01:41
Building a Proactive System Part Three Scoring
02:31
Thats What They All Say
Planning Ahead
05:23
Facing Your Fear
03:06
Introduction to Part 3
Review of Closing the First Sale
00:57
What Prevents the Hunger
The Initial Meeting
00:39
The Strong Proposal Document
01:11
The Bottom Line on Resolving Concerns
01:07
Review of Closing and Getting Paid
Qualifying the Pipeline
00:50
Avoiding the Major Faux Pas
04:52
by Martin Bissett
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