Course 01: "ESP" the Easton Sales Process
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- Learn more
- ESP the Easton Sales Process Work Book.pdf
- ESP Easton Sales Process Handout.pdf
- Introduction
- Slowing Down to Speed Up
- Slowing Down to Speed Up Quiz
- Salespeople Have Their Process Wrong
- Salespeople Have their Process Wrong Quiz
- Overview of "ESP" the Easton Sales Process
- Overview of the Easton Sales Process Quiz
- Step 1: Attention
- Step 1: Attention Quiz
- Step 2: Insight
- Step 2: Insight Quiz
- Step 3: Current Situation vs Ideal State
- Step 3: Current Situation vs. Ideal State Quiz
- Step 4: Monetization
- Step 4: Monetization Quiz
- Step 5: Demo / Proposal
- Step 5: Demo / Proposal Quiz
- Step 6: Close or Advance
- Step 6: Close or Advance Quiz
- Step 7: NSO Next Step Obsessed
- Step 7: N.S.O Next Step Obsessed Quiz
- “So You Can”
- “So You Can” Quiz
- Certainty
- Certainty Quiz
- Because of the Fact That You Said "______”
- Because of the Fact That You Said "______” Quiz
- Objections
- Objections Quiz
- Agree and Move Forward
- Agree and Move Forward Quiz
- Bad From The Start
- Bad From The Start Quiz
- The 3 Ways to Build a Business or Career
- The 3 Ways to Build a Business or Career Quiz
- Failure the NEW Normal
- Failure, the NEW Normal Quiz
- Sales Has Changed
- Sales has Changed Quiz
- 95% of Sales Professionals Don’t Have the Right Training
- 95% of Sales Professionals Don’t Have the Right Training Quiz
- Amateurs vs Professionals
- Amateurs vs. Professionals Quiz
- Slow Down in the Beginning
- Slow Down in the Beginning Quiz
- Prospecting
- Prospecting Quiz
- Follow Up
- Follow Up Quiz
- 35% of Your Time = 100% of Your Income
- 35% of Your Time = 100% of Your Income Quiz
- Why Do Some Sales Close Quickly
- Why Do Some Sales Close Quickly Quiz
- Why Do Some Sales Take Forever or Never Close
- Why Do Some Sales Take Forever or Never Close Quiz
- What Are Objections
- What Are Objections Quiz
- The BIG Mistake We All Make
- The BIG Mistake We All Make Quiz
- Defining Objections
- Defining Objections Quiz
- Handling Complaints
- Handling Complaints Quiz
- Adversity Creates Opportunity
- Adversity Creates Opportunity Quiz
- Not Forcing Rapport
- Allowing Buyers to Make Their Own Decisions
- Understanding Our Buyers Current Situation
- Being Honest About Product Shortcomings
- Being in a State-of-Agreement With Our Buyer
- Placing a Qualified Lead in The Spin Cycle
- Knowing When to Walk Away
- Listening Taking Notes and Documenting Discussion
- Presenting Recommendations
- Understanding How Buyers Use Our Offerings
- Understand The Potential Value Of Our Offerings
- Treating Each Buyer as Unique
- Empowering People to Buy Instead of Forcing a Close
- Always Refine Your Process to Get Better
- Always Refine Your Process to Get Better Quiz
- Course Completed

Understanding Our Buyers Current Situation

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