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The Negotiation Ladder

COURSE
ISR Training
16 hrs

The Negotiation Ladder

COURSE
ISR Training
16 hrs
OR
Included in GO1 PremiumStarting from $12 per user for teamsLearn moreTry it free
OR
Included in GO1 PremiumStarting from $12 per user for teamsLearn moreTry it free

The course will cover everything from making a winning first impression, handling any objection diplomatically and completing highly effective consultations through effective questioning to closing 7 figure deals.

The negotiation ladder is the most popular entry-level course that ISR offers, with subscriptions often selling out within days of release.

The negotiation ladder is ISR’s secret weapon when it comes to achieving massive success in sales and is the strategy that ISR’s award-winning SWISH program is built on. This compact but highly effective digital training course will teach you all of the fundamental skills required to master the art of negotiating and offer you high volumes of direction when making a presentation to your clients.

The course will cover everything from making a winning first impression, handling any objection diplomatically and completing highly effective consultations through effective questioning to closing 7 figure deals.

Learning
The Negotiation Ladder
The Negotiation Ladder introduction - Videovideo
Introductiontext
Where Does It All Begin?text
Remaining Efficienttext
Maintain Control At All Timestext
Introduction
Making an introduction - Videovideo
Introductiontext
Opening Interactionstext
Phone Introductionstext
Up-Tone Introductionstext
Face-to-Face Introductionstext
Approaching A Customer In A Neutral Venuetext
Approaching The Customer's Hometext
Customer Approaching Youtext
First impressions - Videovideo
Script Exampletext
Beating The Gatekeeper Introductiontext
Overviewtext
Gatekeeper Script Exampletext
Outcomestext
Discovery
Discovery overview - Videovideo
Overviewtext
Building Rapport Overviewtext
Practical Application Tools Introductiontext
Big Picture Questionstext
Breaking The Mouldtext
Effective & Efficient Questionstext
Tonalitytext
Third Party Storiestext
Specific Questionstext
Building Rapport - Final Thoughttext
Gathering Intelligence Overviewtext
Qualifyingtext
Prospectingtext
Siftingtext
Question Categoriestext
Gathering Intelligence - Videovideo
Gathering Intelligence - Evaluationtext
Gathering Intelligence - Final Thoughttext
Presentation
Presentation Overview - Videovideo
Presentation Overviewtext
K.I.S.Stext
300% Rule Of Value - Videovideo
300% Rule Of Valuetext
Logic & Emotiontext
Language Patterns Introductiontext
Redirectiontext
Minimiserstext
Justifierstext
Transitionstext
Mastering Tonality In Your Presentationtext
Trial Close
Trial Close - Videovideo
Trial Closetext
An Objection In The Trial Closetext
First Stall
First stall overview - Videovideo
Overviewtext
Objection Handlingtext
Never Accept A Stalltext
Tonal Patternstext
Rebuttalstext
Additional Looping Transition Patternstext
Example Rebuttaltext
300% Rule
300% rule of value - Videovideo
Introductiontext
Applying The 300% Ruletext
Looping
Looping overview - Videovideo
Introductiontext
Using Your Strongest Looping Languagetext
Closing
Closing Overview - Videovideo
Closing Overviewtext
Closing Language Patternstext
Power Wordstext
Offset Language Patternstext
Soft Close Language Patternstext
Mastering Tonality In The Closetext
Reasonable Person - The Only Tone To Use In The Closetext
Closing evaluation - Videovideo
Evaluationtext
Transaction Completiontext
Transaction Completion Language Patterntext
Transaction Completion Conclusiontext
Customer Experience - The WOW
Creating A World Class Customer Experiencetext
Five Techniques For Creating A Customer For Lifetext
Customer experience evaluation - Videovideo
Evaluationtext
Loyalty
Loyalty overview - Videovideo
Introductiontext
Things To Remembertext
The Negotiation Ladder - In Action
The Negotiation Ladder Livevideo
Final Thoughts
Final Thoughts - Videovideo
Final Thoughtstext