Learn to run high-consideration sales calls using four question types — Situation, Problem, Implication, Need-payoff — so the buyer ends up doing most of the selling, in their own words.
You can give a great pitch and still lose the deal.
That is the part that makes high-consideration sales hard. The pitch is sharp, the slides are clean, the buyer is polite. The meeting ends with "we'll get back to you." Then nothing happens.
This course teaches you what to do instead.
You'll work one continuous deal across eight lessons — a six-month engagement you're trying to win from the head of operations at a 200-person services company. In each lesson, you reach for a different question type. Situation. Problem. Implication. Need-payoff. The four types come from the largest behavioral-research project ever run on selling, where one team watched 35,000 sales calls and coded what worked.
By the end, you'll know how to ask the four types in sequence so the buyer says out loud, in their own words, what their problem costs them and what fixing it would mean.
You won't become a closer.
You'll become someone whose buyers close themselves.
