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Easton University/Course 01: "ESP" the Easton Sales Process
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Course 01: "ESP" the Easton Sales Process

Turning a lead into a sale is never guaranteed. Top performers have a consistent method for achieving results and provide their sales team with a clear, step-by-step process. "ESP" the Easton Sales Process boosts conversions, turns more potential customers into closed deals, and ensures that you and all of your reps provide customers with positive and consistent experiences — no matter who you're talking to.
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Contents

Introduction
  • 2 mins
  • 42.7 MB
Slowing Down to Speed Up
  • 3 mins
  • 67.9 MB
Preview
Slowing Down to Speed Up Quiz
    Salespeople Have Their Process Wrong
    • 5 mins
    • 121 MB
    Preview
    Salespeople Have their Process Wrong Quiz
      Overview of "ESP" the Easton Sales Process
      • 15 mins
      • 401 MB
      Overview of the Easton Sales Process Quiz
        Step 1: Attention
        • 4 mins
        • 102 MB
        Step 1: Attention Quiz
          Step 2: Insight
          • 9 mins
          • 226 MB
          Step 2: Insight Quiz
            Step 3: Current Situation vs Ideal State
            • 5 mins
            • 117 MB
            Step 3: Current Situation vs. Ideal State Quiz
              Step 4: Monetization
              • 5 mins
              • 138 MB
              Step 4: Monetization Quiz
                Step 5: Demo / Proposal
                • 9 mins
                • 227 MB
                Step 5: Demo / Proposal Quiz
                  Step 6: Close or Advance
                  • 5 mins
                  • 136 MB
                  Step 6: Close or Advance Quiz
                    Step 7: NSO Next Step Obsessed
                    • 7 mins
                    • 175 MB
                    Step 7: N.S.O Next Step Obsessed Quiz
                      “So You Can”
                      • 4 mins
                      • 94.6 MB
                      “So You Can” Quiz
                        Certainty
                        • 4 mins
                        • 87.3 MB
                        Certainty Quiz
                          Because of the Fact That You Said "______”
                          • 3 mins
                          • 84.3 MB
                          Because of the Fact That You Said "______” Quiz
                            Objections
                            • 2 mins
                            • 38.6 MB
                            Objections Quiz
                              Agree and Move Forward
                              • 5 mins
                              • 125 MB
                              Agree and Move Forward Quiz
                                Bad From The Start
                                • 5 mins
                                • 149 MB
                                Bad From The Start Quiz
                                  The 3 Ways to Build a Business or Career
                                  • 2 mins
                                  • 45.3 MB
                                  The 3 Ways to Build a Business or Career Quiz
                                    Failure the NEW Normal
                                    • 2 mins
                                    • 62.3 MB
                                    Preview
                                    Failure, the NEW Normal Quiz
                                      Sales Has Changed
                                      • 3 mins
                                      • 83.2 MB
                                      Preview
                                      Sales has Changed Quiz
                                        95% of Sales Professionals Don’t Have the Right Training
                                        • 1 min
                                        • 26.7 MB
                                        95% of Sales Professionals Don’t Have the Right Training Quiz
                                          Amateurs vs Professionals
                                          • 3 mins
                                          • 84.5 MB
                                          Preview
                                          Amateurs vs. Professionals Quiz
                                            Slow Down in the Beginning
                                            • 4 mins
                                            • 95.1 MB
                                            Slow Down in the Beginning Quiz
                                              Prospecting
                                              • 1 min
                                              • 20.4 MB
                                              Prospecting Quiz
                                                Follow Up
                                                • 1 min
                                                • 18.4 MB
                                                Follow Up Quiz
                                                  35% of Your Time = 100% of Your Income
                                                  • 2 mins
                                                  • 57.1 MB
                                                  35% of Your Time = 100% of Your Income Quiz
                                                    Why Do Some Sales Close Quickly
                                                    • 2 mins
                                                    • 32.6 MB
                                                    Why Do Some Sales Close Quickly Quiz
                                                      Why Do Some Sales Take Forever or Never Close
                                                      • 2 mins
                                                      • 38.5 MB
                                                      Why Do Some Sales Take Forever or Never Close Quiz
                                                        What Are Objections
                                                        • 1 min
                                                        • 21.4 MB
                                                        What Are Objections Quiz
                                                          The BIG Mistake We All Make
                                                          • 2 mins
                                                          • 56.4 MB
                                                          The BIG Mistake We All Make Quiz
                                                            Defining Objections
                                                            • 2 mins
                                                            • 34.7 MB
                                                            Defining Objections Quiz
                                                              Handling Complaints
                                                              • 3 mins
                                                              • 92 MB
                                                              Handling Complaints Quiz
                                                                Adversity Creates Opportunity
                                                                • 1 min
                                                                • 17 MB
                                                                Adversity Creates Opportunity Quiz
                                                                  Not Forcing Rapport
                                                                  • 1 min
                                                                  • 26.1 MB
                                                                  Allowing Buyers to Make Their Own Decisions
                                                                  • 1 min
                                                                  • 5.5 MB
                                                                  Understanding Our Buyers Current Situation
                                                                  • 1 min
                                                                  • 3.75 MB
                                                                  Being Honest About Product Shortcomings
                                                                  • 1 min
                                                                  • 7.44 MB
                                                                  Being in a State-of-Agreement With Our Buyer
                                                                  • 1 min
                                                                  • 13 MB
                                                                  Placing a Qualified Lead in The Spin Cycle
                                                                  • 1 min
                                                                  • 9.84 MB
                                                                  Knowing When to Walk Away
                                                                  • 1 min
                                                                  • 9.08 MB
                                                                  Listening Taking Notes and Documenting Discussion
                                                                  • 1 min
                                                                  • 2.82 MB
                                                                  Presenting Recommendations
                                                                  • 1 min
                                                                  • 4.37 MB
                                                                  Understanding How Buyers Use Our Offerings
                                                                  • 1 min
                                                                  • 10.1 MB
                                                                  Understand The Potential Value Of Our Offerings
                                                                  • 1 min
                                                                  • 12.8 MB
                                                                  Treating Each Buyer as Unique
                                                                  • 1 min
                                                                  • 19.2 MB
                                                                  Empowering People to Buy Instead of Forcing a Close
                                                                  • 1 min
                                                                  • 14.3 MB
                                                                  Always Refine Your Process to Get Better
                                                                  • 3 mins
                                                                  • 95.6 MB
                                                                  Always Refine Your Process to Get Better Quiz
                                                                    Course Completed
                                                                    • 1 min
                                                                    • 24.7 MB
                                                                    ESP the Easton Sales Process Work Book.pdf
                                                                    • 146 KB
                                                                    ESP Easton Sales Process Handout.pdf
                                                                    • 160 KB

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