Third Level Selling Course Content Lessons Status 1 1. An Introduction to Third Level Selling 2 2. What is Value? 3 3. Deliberate Practice – Theory to Mastery 4 4. Invisible v. Visible Markets 5 5. “Airbags” Why You Are Being Commoditized. 6 6. Accelerate Your Preference Value Proposition With Difference, Preference and Proof 7 7. The Decision Funnel – How and Why Clients Choose Among Competitors 8 8. Navigating the Decision Funnel (Phase 1) 9 9. Navigating the Decision Funnel (Phase 2) 10 10. Navigating the Decision Funnel (Phase 3) – Third Level Selling 11 11. A Tale of Three Landscape Architects 12 12. Accelerating Personal Relationships (Part 1) 13 13. Accelerating Personal Relationships (Part 2) 14 14. Accelerating Personal Relationships (Part 3) 15 15. Accelerating Professional Relationships (Part 1) 16 16. Accelerating Professional Relationships (Part 2) 17 17. Accelerating Professional Relationships (Part 3) 18 18. Momentum Recommendations 19 19. Project/Situation Difference 20 20. Preference Value – Aligning with the Client’s Preferences « ‹ › » page 1 / 2
