Course Curriculum

This course gives you the art and science behind sales that work. Inside, you'll find actionable video lessons, real-world examples with case studies, frameworks and methodologies, and workbooks to help you win more deals.

    1. Read this first.

    2. Course Outline/Syllabus

    3. Calendar of Live Training Sessions

    4. Rules for Personal Sales Coaching

    5. Course Workbook

    6. Course Support Materials #1- Glossary of Terms

    7. Course Support Materials #2- Sales Skills Belt Progression

    8. Course Support Materials #3 The ABCD Customer Analysis Grid

    9. Science of Self Tutorial

    10. Bonus Content The Karpman Drama Triangle- 2 Videos

    1. Pre-class assignment

    2. What is White Knight Selling?

    3. Video: Introducing White Knight Selling

    4. Quiz

    1. Pre-Class Assignment

    2. Bucket List and CookBook Goal Setting Tools

    3. Video- Traditional Selling VS Consultative Selling

    4. Quiz

    5. Your Journey from White Belt to Black Belt. Lessons from a Superstar Seller-Tony K. 2.1.mp4

      FREE PREVIEW

    1. Video- Bonding and Relationships

    2. DISC Cheat Sheet

    3. DISC Phone Virtual Meeting Clues

    4. Identifying your prospect

    5. Bonding Toolkit- DISC Styles

    6. DISC Toolkit-DISC Wheel descriptors

    7. DISC selling tips Body Language

    8. Quiz

    9. Refresher Video- Three Science Science of Self tutorial

    10. DISC styles Worksheet Game of Thrones

    1. Video: Qualifying by Finding Compelling Reasons and Urgency to Buy (Pain/Gain)

    2. 23 Pain Finding Questions

    3. Practice Flashcards PRINT ON 4X6 INDEX CARDS

    4. Quiz

    1. Video- Qualifying Pt. 2. Gaining Mutual Commitment (TME)

    2. Debrief Document. This contains the instructions for the assignment.

    3. Listen to an actual sales call that Kent conducted. Assignment

    4. Call transcript Kent and Brandon. Note, the highlights indicate the actual saved audio content.

    5. Quiz

About this course

  • $1,200.00
  • 49 lessons
  • 7.5 hours of video content

Prefer a shorter version?

We have an 'Essentials' versions of this program. Perfect for those who want quick results.

Who should enroll?

  • Sales Reps

    Sales professionals and individuals who want to lead with purpose, connect deeply and win more deals (without feeling pushy).

  • Sales Leaders

    Sales executives, directors and CEOs who want teams that close with confidence (and their reputation intact). Contact us to learn more about our enterprise pricing for sales teams.

  • Associations

    We're happy to partner up with trade organizations, associations and other industry bodies who'd like to provide training for their members. Get in touch to learn more.

What You Get

Inside the program, you'll find everything you need to build trust, ask better questions, and uncover value buyers actually care about.

  • Short, actionable video lessons

  • Downloadable frameworks and checklists

  • Reflection prompts for real-world application

  • Ongoing access, so you can revisit at any time

  • A proven method that works in modern, complex B2B sales

  • Monthly support from Kent, White Knight Selling Coach & Founder