# Integrity Sales Training

Welcome

Lesson 1: Integrity Sales System Overview

Lesson 2: Case Open: Intro

Lesson 3: Case Open: Rapport Play

Lesson 4: Case Open: Positioning Play

Lesson 5: Case Open: Benefit Play

Lesson 6: Case Open: Proof Play

Lesson 7: Case Open: Schedule the Next Event/Permission Play

Lesson 8: Case Open: Putting Case Open Plays Together

Lesson 9: Needs Audit: Intro

Lesson 10: Needs Audit: Reframe

Lesson 11: Needs Audit: Opportunity Queries

Lesson 12: Needs Audit: Problem Queries

Lesson 13: Needs Audit: Effects and Consequence Queries

Lesson 14: Needs Audit: SNE/Permission Play

Lesson 15: Solution Presentation: Intro

Lesson 16: Solution Presentation: Reframe

Lesson 17: Solution Presentation: Transition in terms of Benefit

Lesson 18: Solution Presentation: Proposal

Lesson 19: Solution Presentation: Service Levels and Pricing

Lesson 20: Solution Presentation: Call to Action Close

Lesson 21: Solution Presentation: Schedule the Next Event

Lesson 22: Specialty Plays – Insurance and Ignore Plays

Lesson 23: Validation Play

Lesson 24: Overcoming Objections Part 1

Lesson 25: Overcoming Objections Part 2

Lesson 26: Adapted Solution: Intro

Lesson 27: Adapted Solution: Reframe of Solution Presentation

Lesson 28: Closing Interactions: Intro

Lesson 29: Closing Interactions: Keeping Momentum

Lesson 30: Fulfillment & Follow Up: Intro

Lesson 31: Fulfillment & Follow Up: Fulfill Promises

Lesson 32: Fulfillment & Follow Up: Collect Proofs

Lesson 33: Fulfillment & Follow Up: Harvest Referrals

Lesson 34: Fulfillment & Follow Up: Harvest Referrals

Lesson 35: Six Steps to a Successful Sales Call

Wrap Up: Metrics

Lesson 1: Integrity Sales System Overview

Lesson 2: Case Open: Intro

Lesson 3: Case Open: Rapport Play

Lesson 4: Case Open: Positioning Play

Lesson 5: Case Open: Benefit Play

Lesson 6: Case Open: Proof Play

Lesson 7: Case Open: Schedule the Next Event/Permission Play

Lesson 8: Case Open: Putting Case Open Plays Together

Lesson 9: Needs Audit: Intro

Lesson 10: Needs Audit: Reframe

Lesson 11: Needs Audit: Opportunity Queries

Lesson 12: Needs Audit: Problem Queries

Lesson 13: Needs Audit: Effects and Consequence Queries

Lesson 14: Needs Audit: SNE/Permission Play

Lesson 15: Solution Presentation: Intro

Lesson 16: Solution Presentation: Reframe

Lesson 17: Solution Presentation: Transition in terms of Benefit

Lesson 18: Solution Presentation: Proposal

Lesson 19: Solution Presentation: Service Levels and Pricing

Lesson 20: Solution Presentation: Call to Action Close

Lesson 21: Solution Presentation: Schedule the Next Event

Lesson 22: Specialty Plays – Insurance and Ignore Plays

Lesson 23: Validation Play

Lesson 24: Overcoming Objections Part 1

Lesson 25: Overcoming Objections Part 2

Lesson 26: Adapted Solution: Intro

Lesson 27: Adapted Solution: Reframe of Solution Presentation

Lesson 28: Closing Interactions: Intro

Lesson 29: Closing Interactions: Keeping Momentum

Lesson 30: Fulfillment & Follow Up: Intro

Lesson 31: Fulfillment & Follow Up: Fulfill Promises

Lesson 32: Fulfillment & Follow Up: Collect Proofs

Lesson 33: Fulfillment & Follow Up: Harvest Referrals

Lesson 34: Fulfillment & Follow Up: Harvest Referrals

Lesson 35: Six Steps to a Successful Sales Call

Wrap Up: Metrics