Timestamps
- 0:00 - What If You Don't Like Selling?
- 02:59 - Sales is a Process
- 05:54 - Trade Offs
- 07:04 - FAB
- 07:46 - FOMO
- 08:15 - Consultative Selling
- 09:55 - Solution Selling
- 11:16 - Managing Candidates Through The Process
- 12:26 - Deal Breakers & Blockers
- 13:18 - Micro commitments
- 16:10 - Trial Closes & The Suppose Test
- 18:45 - Assuming The Sale
- 19:56 - Reverse Selling
- 23:27 - Set Them a Challenge
- 25:16 - Risk vs Reward
- 28:36 - Negotiation
- 31:47 - Delivering The Offer

Further Reading

• https://www.citadel.com/careers/career-perspectives/worth-share-evaluate-job-offers-like-investor/ 

• https://www.benkuhn.net/hard/

• Watch - “The True Cost of Missed Opportunity” - https://www.youtube.com/watch?v=RLGtUQMSJ8s 

Handouts

• Discovery Questions / Sales Questions Cheat Sheet

• Offer Letter Templates - USA & UK Style

• Sales Process Checklist