Business the Hard Way Vol 1: Sales the Hard Way

Learn the ultimate framework for understanding sales and persuasion using logical argument trees and heuristics.

4.85 (20 reviews)
Udemy
platform
English
language
Sales
category
instructor
Business the Hard Way Vol 1: Sales the Hard Way
5,256
students
4 hours
content
Jun 2016
last update
$19.99
regular price

What you will learn

Sell more effectively

Understand the deep structure of sales

See past the fallacy of "emotional sales"

Description

What is sales?

What is it? Really?

This is the question that literally took me years to find an answer to.

It shouldn't be that way.

But it is.

Because there are some very big, very wrong beliefs that most people believe about sales that make it almost impossible to really learn.

The first wrong belief is that sales people are born, not made.

Of course, this is a convenient belief because it takes the responsibility off the people training the skill and puts it on the students.

The truth is sales teachers haven't been able to successfully tease apart the handful of skills required to be successful and to deconstruct each of them into learn-able steps.

The second wrong belief is that people buy because of emotion, not logic.

The truth is that they buy because of emotion AND logic. And there is a logic, which most people don't understand, that explains why people feel the emotions they feel. 

It's all logic underneath. It just takes the right  framework to see that.

The third wrong belief is that sales is about saying the right things. 

The truth is that the most important step, and the first step, in a sale is learning about the other person, finding out what their problems are, and then matching their problems to your solutions.

So what will you learn in this course?

You'll get a framework for understanding the 5 core skills of sales, and you'll get a framework for managing all the content of your sales communication.

And a not about communication.

Sales is just one branch of a much bigger tree called persuasive communication. Asking for a donation of blood is sales. Convincing your child to believe in themselves is sales. Running for a government office is sales. Going into a company for a job interview is sales.

These are all sales. They are activities that all use the same muscles. Just directed towards a different outcome.

To be a truly influential person, you have to understand that these activities are all really the same thing. 

My goal is that by the end of the course you have that new skill. 

To see the deep patterns that unify all these related skills. Whether you call them selling, teaching, persuading, preaching, fundraising, evangelizing, parenting, etc.

That, plus, you will get a unique framework for developing your sales presentation in a visual way with an argument tree.

An org chart combined with a mind map, except for making sales arguments.

This is the next level of sales.

This is the future of sales.

And it's the most important step because it will build TRUE foundation sales skills that will serve you for the rest of your life, not just in sales, but in every situation in your life where you seek to have influence.

Enjoy the course,

Timothy

Content

Introduction

Introduction
The Five Core Sales Skills
The Truth About Ethical Sales
The 3 Part Framework for Sales Logic

Creating the Argument Tree for Your Sale

Introduction
How to Model The Top Sales People in Your Field
How to Add Objections to Your Sales Framework
Building Authority During the Sale

Building Proof for Your Sales Tree

Introduction
Fallacy vs Heuristic vs Bias
Understanding How Heuristics Play Into Your Sale
The Real First Sale - Getting and Keeping Attention

Learning About Your Prospect and Their Hidden Desires

Introduction
Modeling Hidden Desires
Analyzing an Example of Hidden Desires
Cold and Warm Reading Your Prospect and Mental Models
A Primer on Body Language
Qualifying Your Prospects
How to Predict Objections and Prepare Responses

Conclusion

Conclusion
Bonus - Consultative Selling
Bonus - Free Sales Critique

Reviews

Romaine
April 27, 2019
The instructor goes extremely in-depth. I've never seen an instructor explain the process so thoroughly before!!
Anna
December 4, 2017
I bought this course because I lost my boss a few months ago and now I'm in a position to make arguments to higher levels of management about things that my boss would have normally made. This course was very helpful in getting me to think through how to organize my presentation and consider what kinds of things to take into account and what to have ready but keep as a more minor argument for them based on what they value and look for most. Thanks Timothy. I feel more confident working on this project as a result of going through your course. I'm expecting the skills I'm learning to be useful in other areas of my life as well, since we are always "selling" things whether we realize it or not.
R
April 12, 2017
I found the course to be very technically dense and difficult to follow. The complex charts you were drawing boggled my mind. I think the course would benefit greatly from a simpler presentation, i.e., your main points distilled to their essence and delivered in a more inspirational (motivational?) way. This is, after all, about sales. This is not to criticize your research -- you've obviously spent a lot of time thinking about your topics and compiling a massive amount of information. However, if there is another iteration of the course, I would focus on making the material more enjoyable and accessible to a target audience of an "average" salesguy.
Dan
January 11, 2017
Just finished this course, it's great. Like Timothy's other courses, he applies a very easy-to-understand model to a difficult-to-get concept. I had previously only used Udemy for technical / programming courses, and just recently have started using the site for business courses. This is definitely one of the better "soft skills" courses that's available right now. If you are in B2B sales, I also recommend you pair this course with Jill Konrath's "SNAP Selling".
Enzo
December 2, 2016
Probably the BEST Course in udemy in sales. Powerful and great course that breaksdown different dynamics of sales and process and human behavior and psychology. It provides simple framework that will carry all the heavy lifting and with enough space repetitions you will be able to change your game and take your business into a new level Thank you so much :D
James
August 9, 2016
The first course I have ever seen done like this. I enjoyed the note taking POV camera angle and seeing how the instructor visualizes the concepts. On another note I have been in sales for 10 years now and despite the challenges over the years have dedicated myself to becoming the greatest salesman I can be. I always knew that sales was a science, but a lot of the "educators" out there present their ideas in a very abstract way making learning and putting their ideas into action difficult, gimmicky, and not authentic to my own personal style. In this course I learned about the argument tree, a total game changer for me. All of my sales career I have been looking for a way to understand the science of sales and this one is a huge winner for me. Highly recommended for any career salesman or anyone who is out there trying to make a difference in the world.

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886688
udemy ID
6/23/2016
course created date
11/21/2019
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