About This Course

Expectations go beyond just the organizational goals of your prospect’s company—you also need to ask yourself, what’s their personal win? Are they looking to save time, gain recognition, or work toward a larger goal? Using neuroscientific research, we will explore how people are motivated, and how you can tap into this to influence behavior throughout the sales process. Understanding your buyer’s expectations is one thing, but meeting them is another. You’ll learn how to spot early signs that expectations aren’t being met, so you can course-correct and re-establish trust to keep the deal moving forward. 

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Course curriculum

    1. Introduction to "Expectations"

    2. Activity: Introduction to "Expectations"

    3. Quiz: Introduction to "Expectations"

    1. What Is A Personal Win?

    2. Activity: What Is A Personal Win?

    3. Quiz: What Is A Personal Win?

    1. Recognizing Signs of Misalignment

    2. Activity: Recognizing Signs of Misalignment

    3. Quiz: The Depth of “How” - Navigating the Decision-Making Maze

    1. Proactively Influence Prospect Expectations

    2. Activity: Proactively Influence Prospect Expectations

    3. Quiz: Proactively Influence Prospect Expectations

    1. Conclusion and Reflection on “Expectations"

    2. Activity: Conclusion and Reflection on “Expectations"

    3. Quiz: Conclusion and Reflection on "Expectations"

    1. Final Assessment

    2. Activity: Course Wrap Up

About this course

  • $300.00
  • 18 lessons

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