Online Training Overview

Module 1:

Introduction to the programo Save this link https://salesqb.com/asko We have created an interactive chat system to answer most questions. Use if

frequently as you explore the training Note: you must be logged in to see this page. After all, we don’t want

competitors seeing our private materials. Administration and back office requirements Legal & accounting Creating your salesQB bio

Module 2:

Marketing Philosophies Dealing with scope creep and throttling What makes a salesQB successful?

Materials

Sample salesQB Press

Roadmap Graphic

salesQB Logo

Module 3:

Marketing Quick Start Techniques

1. LinkedIn2. Second tier websites3. Networking4. PPC/Banners5. Job Ads

Online Training Overview

6. Cold calling7. Client referrals

Online Training Overview

Materials

Example cold call script

Example cold call script2

Example Cover letter

Example LinkedIn Email to Colleagues

Example SQB resumes

Module 4: Ongoing marketing

Best ongoing marketing methods

1. LinkedIn

2. Google PPC

3. Your own networking group

4. Remarketing

Materials

None

Online Training Overview

Module 5: Join.me meeting

Making the most of the Join.me meetingo Thesiso Goalo Process

Materials

SQB Deck joinme- Jack Version

SalesQB Join Me- Jim Version

Module 6: Live meeting

Making the most of the first meeting

Goalo Understand their sales processo Successes/failureso Strengths/weaknesseso Peopleo Caveat

Potential Outcomeso Sell the Sales Best Practices Audito $250 - $1000o Close salesQB gigo Close consulting gigo No sale/delay

Online Training Overview

Materials

Best Practices Audit Output

Full color printed Edge-to-edge color gloss cardstock cover

Module 7: Using DISC

In this module

Power of DISC Tool not crutch We live in a high D world TTI Toolbox flirtation/demo can help close deals

Materials

BEHAVIORAL SELLING SKILLS - BODY LANGUAGE

BEHAVIORAL SELLING SKILLS - C

BEHAVIORAL SELLING SKILLS - D

BEHAVIORAL SELLING SKILLS - I

BEHAVIORAL SELLING SKILLS - S

DISC_clue_sheets

tech_report_compendium

tti_report_matrix

Online Training Overview

Module 8-1 thru Module 8-4: Objections

Handling common objections

Module 9: Beginning the engagement

In this module

Beginning the Engagemento Premise: You are the “present” SQB the “wrapping”o Making sure the client perceives progresso Setting initial expectationso On-site vs. off-siteo Schedulingo Common mistakeso Not throttling/over-deliveryo Too much accountabilityo Too much consulting too fasto Too many of your own storieso A slow-moving client is not a “bad” cliento Discussing poor salespeopleo Where to begin

Process not Peopleo Introductory meetingo Managing staff expectationso Process not peopleo Make sure you are “seen”

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Month Oneo Easy victorieso Google Adwordso Facebook retargeting or adso Banner adso Squeeze pageo Obvious website issueso Caveato Customer surveyo Previous customer analysiso Lost customer/deal revitalizationo Follow the Roadmap to Guaranteed Growtho SalesMap throttling

Materials

Roadmap graphic

Module 10: Following the Roadmap

In this module:

Detailed instructions using all six phased of the Roadmap

Module 11: Additional Consulting Opportunities

In this module

Upsell opportunitieso When to bring it upo How to approach the topico What’s included in PTSM package and what’s noto Project or recurring?o Do you jeopardize the PTSM gig?

Online Training Overview

Online Training Overview

Potential Gigso Hiringo TTI Toolboxo Coaching non-sales employeeso Coaching the business ownero Facilitating management retreatso Facilitating strategic planning sessionso Full-blown sales trainingo Web/technology projecto Blog writingo SEOo PPC managemento Video productiono and moreo General project work

Do’s and don’ts of Leveraging yourself with additional consultantso 25% vig minimumo Ideal role is “General Contractor”o Watch out for this type persono Don’t “lose control” of the client

Module 12: Client retention

In this module

Client retentiono Do good worko Accept credit cards or ACHo Keep the owner engaged in the processo Agree on KPIso Don’t get to “the bottom of your bag” of tricks

Online Training Overview

Module 13

In this module

Ongoing Support Periodic SQB group calls Individual coaching TTI Tools Exercises and presentations on KB Review Best Practices Audit Level 7 Interviews Caveat: Watch out for over-use of tools.

Module 14:

Using the TTI Toolbox