Course curriculum

  • 1

    Welcome

    • Welcome and Introduction

  • 2

    Class 1 Pre-Work: Introduction to ProActive Selling

    • Introduction to ProActive Selling

    • Class 1 Homework
  • 3

    Class 1: Live Facilitation

    • Session Slides
  • 4

    Class 2 Pre-Work: Above the Line Thinking: Mastering the 3 Languages of ProActive Selling

    • Above the Line Thinking: Mastering the 3 Languages of ProActive Selling
  • 5

    Class 2: Live Facilitation

    • Session Slides

    • Class 2 Homework

  • 6

    Class 3 Pre-Work: Connecting Value to Buyer Decisions

    • Connecting Value to Buyer Decisions
  • 7

    Class 3: Live Facilitation

    • Session Slides

    • Class 3 Homework
  • 8

    Class 4 Pre-Work: The Buy/Sell Process

    • The Buy/Sell Process
  • 9

    Class 4: Live Facilitation

    • Session Slides

    • Class 4 Homework
  • 10

    Class 5 Pre-Work: Understanding Buyer Motivation

    • Understanding Buyer Motivation
  • 11

    Class 5: Live Facilitation

    • Session Slides

    • Class 5 Homework
  • 12

    Class 6 Pre-Work: Guiding the Buyer Process & Outcomes

    • Guiding the Buyer Process & Outcomes
  • 13

    Class 6: Live Facilitation

    • Session Slides

    • Class 6 Homework
  • 14

    Class 7 Pre-Work: Maintaining Energy in the Deal

    • Maintaining Energy in the Deal
  • 15

    Class 7: Live Facilitation

    • Session Slides

    • Class 7 Homework
  • 16

    Class 8 Pre-Work: Handling Objections with Proof & Process

    • Handling Objections with Proof and Process
  • 17

    Class 8: Live Facilitation

    • Session Slides

    • Class 8 Homework
  • 18

    Class 9 Pre-Work: Controlling the Process

    • Controlling the Process
  • 19

    Class 9: Live Facilitation

    • Session Slides

    • Class 9 Homework
  • 20

    Class 10 Pre-Work:Mastering the Framework of Every Call

    • Mastering the Framework of Every Call
  • 21

    Class 10: Live Facilitation

    • Session Slides