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Elevated Sales: Elevation Overview

This is the opening video of the Elevated Sales 301 course. Drew Cameron outlines the eleven skills and strategies that he will go into greater depth on in the subsequent videos that will help you take your sales success to a higher level.

Run Time: 07:56

Elevated Sales: Be Intentional

In this video, Drew shares ideas around the importance of being intentional in all that you do. He discusses the importance of being proactive, creative and acting with energy as opposed to being reactive and focusing on the wrong motives.

Run Time: 20:11

Elevated Sales: Mind Flow

This video takes a deep dive into the importance of having a proper mind flow and positive thought patterns. Drew makes several references that illustrate key components to overcome worry, unsubstantiated fears and getting stuck in a comfort zone. In this episode, Drew shares several examples of successful people that have mastered the idea of allowing their thoughts to create their destiny.

Run Time: 25:24

Elevated Sales: Building Trust

In this video, you will learn several techniques on how to build trust with a consumer. Drew focuses on the importance of achieving the best possible outcome for the consumer by creating a trustworthy environment. You will learn key aspects of capacity to trust, perception of competence, perception of intent as well as creating trust on the consumer’s timeline.

Run Time: 26:38

Elevated Sales: Reading the Room

In this video you will learn aspects for the four social styles which are amiable, expressive, analytical and driver. Understanding the traits of each of these styles, as well as your own, will help you adapt and flex your style in order to better communicate with your customer.

Run Time: 14:26

Elevated Sales: Effective Communication Part 1

This video is part 1 of 2 that discusses effective communication with a client. In this video, Drew shares ideas on the importance of words, body language and voice tone. He then goes into the importance of being listened to, heard, understood, believed so that your communication is viewed as relevant and valued by the consumer by combining a subset of skills centered around effective questions, listening and responding and sharing information.

Run Time: 20:28

Elevated Sales: Effective Communication Part 2

In this video, Drew Cameron expands upon the principles shared in the previous video lesson, Effective Communication Part 1, by examining the importance of understanding the belief systems of customers. He shows the importance of understanding cognitive bias and how consumers process information for a buying decision.

Run Time: 08:13

Elevated Sales: Crafting Effective Questions

This video details the importance of crafting effective questions by understanding the power of different types of questions. Drew Cameron uses examples of question types – “yes or no,” “closed ended,” “low-gain”, “high-gain,” and “targeted” – to show how you can create trust and gather the information needed to move the sales process forward.

Run Time: 25:50

Elevated Sales: Listen

In this video, Drew Cameron discusses the importance of not just listening to a customer, but practicing active listening, and gives several examples of how to utilize expressive active listening as a method to create trust with homeowner while capturing important details that can otherwise be missed. He covers concepts such as interruption tactics and passive listening, and he explains the multiple advantages of active listening.

Run Time: 20:37

Elevated Sales: Responding and Sharing Information

In this video you will learn the proper techniques to respond and share information with a customer so that they make the best decision for themselves, and you don’t appear to have an agenda or be self-serving. Drew Cameron discusses the importance of using 3rd party resources as a method to reinforce information that you share with the customer.

Run Time: 24:40

Elevated Sales: Money Conditioning

In this video, Drew Cameron discusses strategies on how to have conversations with customers regarding the cost of changing out a system, without offending a customer. In this module, you will learn ways to weave energy savings and repair costs into the conversation, as well as how to discuss flexible payment options that will make the customer more at ease regarding a buying decision.

Run Time: 35:16

Elevated Sales: Leverage Part 1

This video is the first in a two-part lesson on how to use leverage, which means having the ability to use other people’s money to pay for the cost of the job. Drew Cameron stresses the importance of understanding different types of buyers such as cash buyers, cautious buyers, payment buyers, and credit challenged buyers in order to present the best flexible payment programs that best fit the customer’s needs.

Run Time: 16:55

Elevated Sales: Leverage Part 2

In this video, Drew Cameron explains customer psychology when offering multiple offerings with multiple payment options. He discusses advantages and disadvantages of leasing, term loans and same as cash options. He also gives a detailed explanation of how to tier the financing options so that the customer can take advantage of the highest value and affordable options through low monthly payments.

Run Time: 28:33

Elevated Sales: Be Compelling Part 1

This is the first of six videos focused on the tools and techniques that will help you be compelling to your customer. It discusses having the right mind flow to connect with customers and taking personal responsibility for the execution of the sales process without making excuses. Drew Cameron also shares physical tools to help you be compelling, such as load calculations, air testing devices, and much more.

Run Time: 24:49

Elevated Sales: Be Compelling Part 2

Part 2 of “Be Compelling” focuses on how to use emotional currency to help a customer reach a buying decision. Drew Cameron illustrates several items in “feature and benefit” lists that are important from a logical standpoint, but do not contribute to an emotional connection.

Run Time: 08:11

Elevated Sales: Be Compelling Part 3

Part 3 of “Be Compelling” covers the importance of not comparing your offering to other contractors and of differentiation. Drew Cameron talks about the keys of being different by not devaluing your price and he discusses connecting with your customer on an emotional level.

Run Time: 21:11

Elevated Sales: Be Compelling Part 4

Drew Cameron talks about the importance of not allowing price to be the common denominator when connecting with the customer. Once price becomes the connection, your products and services then become a commodity. Instead, he preaches allowing your emotional connection and company story to become the primary connection between yourself and your customer.

Run Time: 17:17

Elevated Sales: Be Compelling Part 5

Continuing the “Be Compelling” lesson, Drew Cameron discusses how to move away from technical language that often prompts a defense mechanism with customers and how to move toward items that create emotional currency. We’ll walk through several examples of how a sales professional should create a value proposition that helps the customer identify with positive outcomes.

Run Time: 22:54

Elevated Sales: Be Compelling Part 6

In the final video of the “Be Compelling” subseries, Drew Cameron explains focusing more on the buying experience rather than materials and things that are offered. You’ll learn statistics that a sales professional must be aware of to understand just how distracted customers are through bombastic bombardment of information. Drew finishes by discussing how to brainstorm ideas internally to create experiences that differentiate from the competition.

Run Time: 31:12