Login

  • $500

AE Fundamentals

  • Course
  • 43 Lessons

This is our starting course for Account Executives.
Buy now

Contents

AE FUNDAMENTALS - WORKBOOK.pdf

Introduction

Who is Kyle?
3 Fundamental Sales Rules

Module 1 - Mindset

Module 1 - Introduction
Module 1 - The mindset of being a top performing AE
Module 1 - Goal Setting
Module 1 - The prospect doesn’t care about the product
Module 1 - A salespersons superpower

Module 2 - Prep for success

Module 2- INTRO.mp4
Module 2- The objective of every sales call
Module 2- Pre call planning

Module 3 - The beginning of a call

Module 3- Intro
Module 3- Building rapport
Module 3- Up front contract
Module 3- Etiquette

Module 4 - Discovery

Module 4 - Intro
Module 4 - Pain Pleasure Matrix
Module 4 - 5 step discovery
Module 4 - PIC Chart
Module 4 - Discovery Guide

Module 5 - Conducting a demo

Module 5 - Intro
Module 5 - Demo Flow
Module 5 - Trial Closes
Module 5 - Walkthrough

Module 5.5 - Conducting a sales call when you don’t “demo”

Module 5.5 - Intro
Module 5.5 -The value they get from the meeting
Module 5.5 -Trial closing
Module 5.5 -Walkthrough

Module 6 - closing

MODULE 6-INTRO
MODULE 6-When does the close start
MODULE 6-How to build momentum
MODULE 6-Asking for the sale

Module 7 - Objections

MODULE 7-INTRO
MODULE 7-Objection frequency formula
MODULE 7 - Framework Objection
MODULE 7 - Create an objection library

Module 8 - Following up

MODULE 8- INTRO.mp4
MODULE 8- The summary email
MODULE 8- Using video
MODULE 8- When to let go

Module 9 - Finding more deals

MODULE 9 - INTRO.mp4
MODULE 9 -Lost opportunities
MODULE 9 -Getting referrals