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This online diploma course introduces the foundational principles of professional selling through Mike Shew’s Sales “Magic” Training – Beginner, Part One of Three. The program explains the critical differences between offensive and defensive sales strategies, helping participants identify prospects, close deals, increase account retention, and move clients from indecision to long-term engagement.

Participants will learn how to clearly articulate what differentiates them from competitors, use emotionally driven language to influence buying decisions, and engage prospects effectively through speech, writing, and social media. The course emphasizes that 87% of effective fact-finding leads to a sale, making sales planning, territory development, and competitive analysis essential components of success.

The program also addresses the evolving nature of trust and rapport-building in a post-COVID, virtual-first sales environment. Customers are more cautious than ever, and loyalty must be earned through consistent effort and credibility. Sales professionals will learn how to position themselves as Trusted Advisors capable of restoring trust and sustaining long-term relationships.

Importantly, the course highlights how low sales performance often begins at the leadership level. A CEO’s vision sets the tone for sales excellence, and alignment between executives, sales managers, and sales teams is critical to becoming a sales-driven organization.

Participants will explore why clients buy, how psychology influences purchasing decisions, and why understanding buyer motivation is more important than focusing solely on selling techniques. The course integrates left-brain and right-brain marketing, reverse psychology, the inoculation effect, account-based marketing, social listening, and go-to-market strategies for both traditional and virtual environments.

By the end of this course, participants will understand:

• How to become a Trusted Advisor through foundational sales processes
   
• How to build a solid sales foundation for long-term success
   
• The Customer Relationship Ladder and offensive vs. defensive strategies
   
• Why people buy, why they dislike being sold to, and how to align with buyer psychology
   
• The correct steps to achieving sales prominence
   
• How reverse psychology can help close more sales
   
• How words trigger emotional buying responses in speech, writing, and social media
   
• How social media and social listening drive engagement, relationships, and revenue
   
• How trust, charisma, body language, professionalism, and manners influence sales outcomes
   
• Behavioral laws and psychological principles that increase sales effectiveness
   
• Buyer personas, client profiles, and business profiling
   
• How leadership behaviors can support—or derail—sales success
   
• How to recognize and manage narcissistic or mentally unhealthy personalities
   
• Why fact-finding leads to sales and how to remove pipeline bottlenecks
   
• How to develop an effective sales territory plan
   
• How to clearly differentiate yourself from competitors
   
• Left-brain, right-brain, and bridge-brain marketing strategies
   
• Cold calling approaches and sales planning fundamentals
   
• Keys to successful go-to-market strategies in both traditional and virtual markets
   
• Foundational prospecting, forecasting, product knowledge, and sales tactics
   

• Module I: Understanding the Customer Relationship Ladder
   
• Module II: Why Do You Buy? Why Should I Buy From You?
   
• Module III: Steps to Sales Prominence – How to Become Number One
   

• Module IV: Psychological Tricks That Persuade the Brain to Buy
   
• Module V: How Reverse Psychology Helps Close More Sales
   
• Module VI: Words That Push Emotions to Buy
   

• Module VII: Low Sales Start With the CEO – Narcissistic Personalities
   
• Module VIII: Prospecting – Why Everyone Hates It (and How to Do It Anyway)
   
• Module IX: Social Media to Grow Sales – Buyer Personas & Social Listening
   

• Module X: Sales Forecasting Methods & Pipeline Bottleneck Management
   
• Module XI: Trust, Charisma, Body Language, Manners, and Professional Dress
   
• Module XII: Behavioral Laws, Sales Secrets, and Value-Based Selling
   

• Module XIII: Becoming the Trusted Advisor to Build Loyalty and Sales
   
• Module XIV: Developing a Territory Sales Plan to Increase Revenue
   

• Module XV: Course Assessment
   

Students and business owners receive access to the following tools and templates:

1. Training overview and agenda
    
2. Employee training signature form
    
3. SWOT analysis methodology
    
4. Social media list for sales professionals
    
5. Worksheet for dealing with narcissistic personalities
    
6. PESTLE analysis methodology
    
7. Sales conversation worksheet
    
8. Sales networking guide
    
9. Vision statement template
    
10. Rapport-building exercises
     
11. Sales forecasting worksheet
     
12. Territory sales plan worksheet
     
13. Sales prospecting guide
     
14. Product knowledge worksheet
     
15. Self-reflection and goal-setting worksheet
     
16. Sales process overview
     
17. Psychology-based email template
     
18. Reverse psychology cheat sheet
     
19. Becoming a sales-driven organization guide
     
20. D.A.M.I.C. – Voice of the Customer framework