Sell Bigger: A Small Business Sales Intensive

Session 1: Your B2B Sales Process

Spoiler alert: You do have a sales process. The question is whether or not it’s properly designed for you to sell bigger. Together, we’ll:

• Reflect on what’s working and not working about your current process
• Architect your 2.0 sales process to tip the scales in your favor of winning bigger deals more consistently

Session 2: Qualification & Discovery

If you experience long, drawn-out sales cycles with prospects who take forever to get to contract (or sometimes never do), you might be mismanaging your time with unqualified leads. In the session, I’ll teach you:

• How to evaluate leads and expend energy on the right ones
• How to expertly navigate those tricky 30-minute Intro Calls in ways that compel your ideal leads to take a next step

Also this session, I’ll introduce you to my 5-step method for leading powerful sales conversations that engage your prospects and drive results. You’ll leave this session with:

• A clear outline for hosting compelling discovery calls
• Your go-to language to kick off the call, keep the conversation on track and end with a next step
• A list of must-ask questions and go-to stories you’ll share on every call

Session 3: Ditch the Pitch

Let’s be real: You hate “pitching,” and your clients don’t want to be “sold.” I’ll show you how to:

• Showcase your value while inspiring prospects to action — without a sales deck
• Talk about pricing and other taboo topics with ease and confidence

Session 4: Objections and Negotiating

Did you know raising objections is a natural part of decision making for most clients? In this session, my goal is to:

• Make you fall in love with objections, proactively talking with your clients about what might get in the way
• Give you easy, reliable frameworks to answer any objection and handle any negotiation (while maintaining your values and integrity)

Session 5: The Fingerprints Meeting

In this session, you’ll learn the single most important step you can add to your sales process to close more contracts at higher dollar amounts — the Fingerprints Meeting. It’s a game changer, and you’ll be ready to start applying it immediately! I’ll give you to the tools to:

• Land a Fingerprints Meeting with your prospect
• Lead a Fingerprints Meeting so you can take charge of your sales process while simultaneously adding immense value for your prospects
• Stop getting ghosted and tip the scales in your favor of selling bigger

…did I mention this is a game changer?! I cannot wait to get this detailed, step-by-step info into your hands!

Session 6: Winning Proposals

This session will provide the learning and tools you need to immediately improve your proposals. Here are the highlights:

• Evaluate the good, the bad and the ugly about our current proposal
• Access to my 6-step Proposal Canvas, ensuring you’re shipping the best, most persuasive proposals

Bonus 1: Follow-up Q&A Session

We’ll have plenty of time for Q&A during Sell Bigger — and to make sure the learning sticks, we’ll reconvene for an additional Q&A session about a month following the intensive. This way, you’ll have a chance to test your new skills and strategies, then ask me any questions that arise!

Bonus 2: Lead Generation for Subject-Matter Experts

Part of running a healthy business is knowing how to proactively develop right-fit leads. In this bonus digital lesson, you’ll learn:

• The difference between prospecting and networking
• Why networking is the best way for consultants and premium service providers to generate leads
• Three go-to strategies to start creating network lead channels right now