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Curriculum
02

Module 2

Research & Preparation

Know More Than They Do

Most sales are won — or lost — before the call ever begins. This is the prep work that gives you the upper hand without ever showing it.

Outcome: Walk into every call already three steps ahead of the buyer.
Lesson 2-1 9 min

Knowing Your Ideal Client Inside Out

Why most pipelines are full of the wrong people — and a smarter way to define who you're actually selling to.

Key takeaways

  • What demographics miss (and what to look at instead)
  • Where real buyer intelligence is hiding in plain sight
  • A short pre-call ritual that changes the whole conversation
Action exercise

Build your complete ICP using the template inside.

Downloads

Ideal Client Profile Template Prospect Research Checklist
Lesson 2-2 7 min

Competitive Intelligence That Gives You the Edge

Your buyer is comparing you to someone. This is how to make sure that comparison ends in your favour — every time.

Key takeaways

  • A simple way to map where you really stand
  • What to say when the buyer mentions a competitor
  • How to turn their strengths into your story
Action exercise

Complete the competitive analysis for your top 3 competitors.

Downloads

Competitive Analysis Matrix Competitor Questions Script Bank
Lesson 2-3 8 min

Crafting Your Value Proposition

Most people can describe what they sell. Almost no one can articulate what it's worth. Inside — how to fix that for good.

Key takeaways

  • Why your current pitch isn't landing
  • The test every line of your value story needs to pass
  • How to flex your message for different buyers
Action exercise

Build your value proposition in three formats using the worksheet inside.

Downloads

Value Proposition Builder The 'So What?' Test Worksheet
Lesson 2-4 6 min

Pre-Call Planning — The 15-Minute Power Prep

The short ritual that separates winging it from winning it — and why it only takes fifteen minutes.

Key takeaways

  • What to decide before you ever pick up the phone
  • How to open and close before you say a word
  • A two-minute reset that changes your energy
Action exercise

Use the Pre-Call Planning Template before your next 5 conversations.

Downloads

Pre-Call Planning Template Objective-Setting Guide
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01 · Mindset Mastery
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03 · Building Rapport & Trust

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