About the Course
Driven by insights from the best-selling book, The JOLT Effect, learn the skills to help you and your team overcome buyer indecision. Educate yourself on the tactics you can use to defeat the status quo and win more deals, all with the help of research-based techniques applied to Winning by Design’s Recurring Revenue Operating Model (ROM).
Best for:
- Mid-market and enterprise level AEs (and their managers) handling opportunities through close
- SDRs rising into an AE role
Course format:
- 4 hours live instruction; one 2-hour session each week
- Delivered via Zoom video conference
- Exclusive access to blueprints, videos, and exercises
- Industry-recognized certification
- Maximum number of learners: 200
Price
$995 per seat
or contact us for a private course for your team
Prerequisites
None.
Curriculum
Learners engage with their certified Trainer in an experiential learning format, with 4 hours of live instruction including role plays, breakouts, and recurring revenue frameworks applied to real-world situations. Each learner receives access to our learning management platform for concept reinforcement through videos and frameworks.
Judge the Indecision & Offer Your Recommendation
Identifying & Disqualifying by Indecision
Learning Objective: Prioritize your pipeline based on types of indecision to help your customers achieve impact now, or choose to prioritize other opportunities.
Offer Your Recommendation
Learning Objective: Enterprise sellers influence through combining techniques from many types of customer interactions. Find root cause problems, and help your customer see how they can solve it.
Limit Exploration & Take Risk Off the Table
The Power of Limited Choices
Learning Objective: Apply persona-based objection-management based on their why and how to create options that drive action and reduce fear.
Take Risk Off the Table
Learning Objective: How to dial down the customer’s FOMU (Fear of Messing Up) of making a purchase mistake. See it in action - real-world examples - why it works in some contexts vs others and how to know if you’re doing it right.
WbD Blended Learning Course Format
| Course Prep | - | Watch trainer intro video | - | LMS login and prep work 30-45 min | - |
| Week 1 | - | Live session 2 hours | - | Online learning prep 30-45 min | - |
| Week 2 | - | Live session 2 hours | - | Certification exam approx. 60 min | - |
Key skills taught in this course
Three Factors that Lead to Indecision
Maximizers vs Satisficers
Take Risk Off the Table
See here for the latest course schedule to sign up
Certification
When you pass the exam at the end of the course, you will receive the following industry-recognized certification that you can post to your LinkedIn profile.
Training for 8 or more people?
Contact us to discuss private course options.