Business Library

Philotimo Business Library: a repository of learning and development that is expanding daily. It’s a perfect place for business owners to access ideas, education and tools to take their business to the next level. Expand your horizons with one click.

Curriculum

1. Welcome
1. Creating Time
2. Outsourcing
3. Creating Time: Excercise
1. Lead Identification
2. Network Identification
3. Lead Identification Exercise
1. Sales Philosophy
2. Identifying Your Sales Problem
3. Pro-Active Sales Activities
4. Creating a Referral based Sales System
5. Creating Sales Filter: Getting to "No"
6. Creating A Decision Point In Your Process
1. Analysing Your Competitors
2. Who Are You Selling To?
3. Can You Have More Than One Ideal Client?
4. Categorising Your Clients
5. What Is A Sales Funnel?
6. The Importance Of Tracking Each Step In Your Sales Funnel
7. The Five Steps Of the Sales Funnel
1. What Defines an Opportunity?
2. The Difference Between An Opportunity And A lead
3. Generating Consistent Opportunities
1. Introduction To Meaningful Interactions
2. Different Types Of Meaningful Interaction
3. Which Meaningful Interaction Should I Use
4. Diagnosing When You Have A Problem With Your Meaningful Interaction
1. Introduction To Proposals
2. Proposals- How We HAve Gotten It Wrong
3. Key Information For A Proposal
4. Introduction To Quoting
5. Structuring A Quote
6. The Behaviours Of A Successful Proposal Stage
7. Preparing To Delivery Your Proposal
8. Proposal Follow Up
9. What To Do When You Lose a Proposal
1. Competitor Analysis
2. Value Proposition In the Sales Process
3. Value Proposition Exercise
1. Reactivation With Incentive Philosophy
1. The Seven Basic Pricing Models
2. Who Should Use Values Based Pricing?
3. Purpose Of Packages And Tiers
4. Creating Tiers And Packages
5. Creating Value In Tiers
6. Are Your Packages Wrong?
7. Are Too many People Are Buying Your Top Tier?
8. Moving Clients Up Your Tiers
1. The Role Of A CRM
2. The Importance Of A CRM
1. Introduction To The BLG Strategy
2. Creating The Right Environment For A BLG
3. Who Should You Invite To a BLG?
4. How To Frame A BLG
5. The Importance Of Your Dismount
6. Advanced BLG Strategies - Can I get Your Opinion On This Product Or Service
7. Dissecting A Bad BLG
1. Introduction To Strategic Alliances
2. Identifying Your Strategic Partners
3. Looking At The Dangers Or Weaknesses In Your Strategic Alliances

About this program

60 lessons
3.5 hours of video content
New content added weekly

Business Library

Curriculum

Course Overview

Creating time

Lead & Network ID

Sales Intro

Sales Funnel Introduction

Sales Funnel- Opportunity Stage

Sales Funnel- Meaningful Interaction Stage

Sales Funnel- Proposal Stage

Developing a VP

Reactivation With Incentive

Values Based Pricing

CRM & Data Tracking

Sales Strategies: The BLG

Sales Strategies: Strategic Alliances

About this program