Designed to be engaging and mirror real-world experiences, Superstar Selling Academy (SSA) is a comprehensive online training tool that makes personal development enjoyable and relevant.
Jerry Acuff is recognized as one of the top five sales experts in the world, with over 30 years of experience building and leading high-performing sales teams. After achieving success in his own career, he turned his passion toward coaching sales professionals and entrepreneurs to do the same.
Here’s a preview of one of our most popular courses inside the Superstar Selling Academy.
Jerry would have been worth 3 times that much for the information that he gave. ….I learned more in that one hour that Jerry talked than I have in 5 years worth of training and meetings in the industry. Truly the best money ever spent.
“Goal Setting”
Course 1. Why Should We Set Goals?
Overview: Why do we need to set goals? Learn the true purpose of goals and why
people who understand the power of goals are more effective and successful than
people who don’t understand the power of goals.
• Chapter 1: Introduction to Why Should We Set Goals (1:13)
• Chapter 2: What is a Goal? (1:47)
• Chapter 3: Understanding Goals (1:39)
Course 2. Your Goal Seeking Mechanism
Overview: Each individual possesses a goal seeking mechanism. Learn what this is and
how to activate it to achieve what you desire.
• Chapter 1: Your Goal Seeking Mechanism (1:36)
Course 3. How To Define Your Goals
Overview: When you have absolute clarity about what a great goal looks like, and then
follow the five rules for achieving goals, you improve the probability of achieving
whatever you want.
• Chapter 1: SMART Goals (3:22)
• Chapter 2: 5 Rules for Achieving Goals (6:59)
Course 4. How To Be All That You Can Be
Overview: You are capable of doing more than you are currently doing. Learn how to
expand your horizons. If you can dream it, you can do it.
• Chapter 1: Aim High (2:38)
• Chapter 2: Advice on How to Proceed (2:45)
• Chapter 3: Conclusion (1:38)
“Building Business Relationships: The Relationship Edge®
Course 1. Why is Relationship Building So Important?
Overview: To be successful, we need to work with people, even those who are difficult
to deal with at times. Learn how to get an edge in business—by building valuable
business relationships.
• Chapter 1: The Importance of Business Relationships (2:13)
Course 2. What is the Relationship Edge®?
Overview: When you know how to build relationships with people—even those you don’t
naturally connect with—you develop an edge in business (and in life).
• Chapter 1: What is the Relationship Edge® and why It Matters (2:10)
Course 3. What is a Valuable Business Relationship?
Overview: You may think you have built a valuable business relationship but have you
really? Learn how to define and evaluate the quality of your business relationships.
• Chapter 1: Defining a Valuable Business Relationships (3:15)
Course 4. The Relationship Pyramid
Overview: There are basically 6 different levels of relationships we can have with
another person as depicted in the Relationship Pyramid. Experience the value of this
powerful tool.
• Chapter 1: The Relationship Pyramid Tool (4:09)
Course 5. Relationship Mapping
Overview: How do you choose who to build relationships with? Learn how to proactively
identify those people who can help you succeed.
• Chapter 1: Relationship Mapping: Who to Build Relationships With (3:37)
Course 6. The Relationship Edge® Process
Overview: Most people don’t realize that there is a process to building relationships.
Learning how to build relationships is arguably one of the most valuable lessons you’ll
ever learn.
• Chapter 1: The Relationship Edge® Process for Building Relationships (4:48)
Course 7. Actions That Build Relationships
Overview: After you learn more about the people you want to build relationships with,
how do you translate that knowledge into action that will make a difference?
• Chapter 1: Actions that Build Relationships (4:07)
Course 8. Pyramid Hopping
Overview: You don’t necessarily have to start at the bottom level when building
relationships. Learn how to advance the process by leveraging those good relationships
that you already have.
• Chapter 1: Leveraging Relationships (5:01)
• Chapter 2: Pyramid Hopping Strategies (5:24)
Course 9. Maintaining Crucial Relationships
Overview: Once we’ve developed relationships, we can’t neglect them. We need to
dedicate time and effort to maintaining and (hopefully) growing them. Learn how.
• Chapter 1: Maintaining Crucial Relationships (5:23)
Course 10. It’s a Small World
Overview: Sometimes the quickest way to build a relationship with someone is to
discover what you have in common—which you might learn if you ask the right
questions.
• Chapter 1: It’s a Small World (2:33)
Course 11. Invisible Tattoo
Overview: Each person you meet is wearing an invisible tattoo. Learning what this is will
change how you think and relate to others.
• Chapter 1: Make Me Feel Important (1:48)
• Chapter 2: The Easiest Way is to Listen (2:13)
• Chapter 3: It’s Not About Me, It’s About You (1:23)
Course 12. Questions to Build Relationships
Overview: To build a relationship with someone, you need to learn more about them.
What types of questions to ask, and how to ask them, make all the difference.
• Chapter 1: What People Treasure (2:08)
• Chapter 2: Be More Interested in Them (2:38)
• Chapter 3: “I Don’t Want to Talk to You” (3:02)
Course 13. Conclusion: Final Words on Building Business Relationships
Overview: Final thoughts about why building meaningful business relationships are
crucial to your success, including the three critical points you need to remember.
• Chapter 1: Final Thoughts on The Relationship Edge® (1:50)
“Selling Excellence by Thinking Like a Customer”
Course 1. Essential Fundamentals
Overview: What you think and believe drives what you say and do. Learn why this
fundamental concept is so important to your success.
Beliefs and Behaviors (3:21)
Course 2. What is Selling?
Overview: Most sales people don’t spend much time thinking about how they define
selling. Yet if they did, this could dramatically change their sales interactions and sales
numbers!
• Chapter 1: What It Is and What It Is Not (0:55)
• Chapter 2: Definition of Selling (2:44)
• Chapter 3: My Selling Philosophy (2:09)
• Chapter 4: How I Raised Myself from Failure to Success in Selling (5:35)
Course 3. Thinking Like a Customer
Overview: Before you can effectively sell, you first need to understand what a customer
thinks and believes. Learn how to think like your customer and see your sales change
dramatically.
• Chapter 1: The 4 Pillars Overview (2:49)
• Chapter 2: Mindset (KMR & Intent) (2:54)
• Chapter 3: Words Matter (2:25)
• Chapter 4: Safe Environment (2:55)
• Chapter 5: Meaningful Dialogue (3:25)
Course 4. Introduction to the Big 8
Overview: To be great at selling requires mastering eight distinct yet interrelated
competencies which build on the foundations of your mindset and your definition of
selling.
• Chapter 1: The Big 8 Overview (0:23)
Course 5. Big 8: Goal Setting
Overview: You can’t hit a target you don’t have. Everyone can set goals—the key is how
to achieve them. Learn the secrets of setting and achieving stretch goals.
• Chapter 1: You Can’t Hit a Target You Don’t Have (0:34)
• Chapter 2: Rules for Setting and Achieving Goals (5:04)
Course 6. Big 8: Planning
Overview: Those who plan their sales calls intentionally and effectively are far more
likely to achieve their sales goals. Learn how to plan for the unexpected.
• Chapter 1: Planning Overview (4:12)
• Chapter 2: Planning for the Interaction that May Go “Short” (4:31)
Course 7. Big 8: Relationship Edge®
Overview: Developing meaningful business relationships gives you an edge because
when you have great business relationships people listen to you differently. Learn how
to build, maintain, and leverage those relationships with people who are critical to your
success.
• Chapter 1: LTA (Listen, Think, Act) (2:40)
• Chapter 2: Relationship Edge® Overview (2:54)
• Chapter 3: 6 Key Concepts (7:10)
Course 8. Big 8: Opening the Call
Overview: Experts tell us we only have 30-60 seconds to capture interest. That’s why
our opening is so critical.
• Chapter 1: Opening the Call Overview (0:12)
• Chapter 2: Capture Interest Quickly (1:42)
• Chapter 3: 2 Reasons Someone Listens to You (1:04)
• Chapter 4: Relationship Building (4:47)
• Chapter 5: Open Minds (3:01)
• Chapter 6: Mystery, Surprise, and Curiosity (2:47)
Course 9. Big 8: Asking Questions
Overview: Perhaps no other sales skill is more critical to our success than the ability to
ask engaging questions that get our customers to listen—and to think and then to act.
• Chapter 1: Asking Questions Overview (4:02)
• Chapter 2: The Power of Questions (4:11)
• Chapter 3: ICC (Intent, Content, Condition) (7:51)
• Chapter 4: The 5 Questions You Need to Ask Your Customers (3:23)
• Chapter 5: Listen to Sell More (6:37)
Course 10. Big 8: Tell the Product Story
Overview: Our brains are wired to respond to stories more than any other form of
communication. Learn how and why to share stories to get your customers actively
engaged in buying.
• Chapter 1: Telling the Product Story Overview (0:45)
• Chapter 2: Unassailable Truths (2:08)
• Chapter 3: Logic & Emotion (4:12)
• Chapter 4: Keeping the Mind Open – The Power of Soft Words (1:21)
Course 11. Handling Objections & Customer Feedback
Overview: Receiving customer feedback and hearing objections as to why customers
won’t buy can be great opportunities to gain insight that will ultimately lead to the sale.
• Chapter 1: Handling Objections & Customer Feedback Overview (4:42)
• Chapter 2: ACRC (Acknowledge, Clarify, Respond, Confirm) (3:14)
Course 12. Closing for Commitment
Overview: The close doesn’t have to be intimidating. Learn how to ask multiple closing
questions to get a commitment to move the sale forward and reduce the chance the
customer will say “no”.
• Chapter 1: Closing Overview (2:00)
• Chapter 2: The 5-Step Process (11:05)
Course 13. Putting It All Together with Role Plays
Overview: Here’s your chance to apply what you learned about the concepts we’ve
been discussing. For each of the Big 5 components of a sales call you’ll get the
opportunity to participate in role-play scenarios, which mirror real world situations.
• Chapter 1: Introduction to Role Plays (3:05)
Course 14. Opening to Capture Attention Role Plays
Overview: How you begin your sales interaction sets the stage for the entire
conversation. As you watch each video, think of how this opening would sound if you
were the customer.
• Chapter 1: Opening, Scenario 1
• Chapter 2: Opening, Scenario 2
• Chapter 3: Opening, Scenario 3
• Chapter 4: Opening, Scenario 4
Course 15. Questioning to Engender Thinking Role Plays
Overview: Questions are powerful. How do you ask for the information and insights you
want to learn so your customer will want to respond and share their true thoughts?
• Chapter 1: Questioning, Scenario 1
• Chapter 2: Questioning, Scenario 2
• Chapter 3: Questioning, Scenario 3
• Chapter 4: Questioning, Scenario 4
Course 16. Telling the Product Story Role Plays
Overview: We make decisions based on emotion—which is just one of the reasons why
stories are so impactful. Which story resonates best with you if you were the customer?
• Chapter 1: Product Story, Scenario 1
• Chapter 2: Product Story, Scenario 2
• Chapter 3: Product Story, Scenario 3
• Chapter 4: Product Story, Scenario 4
• Chapter 5: Product Story, Scenario 5
Course 17. Handling Objections Role Plays
Overview: One challenge in dealing with objections is how to gain understanding before
responding while still acknowledging the customer’s concern. What is the best way to
do this?
• Chapter 1: Handling Objections, Scenario 1
• Chapter 2: Handling Objections, Scenario 2
• Chapter 3: Handling Objections, Scenario 3
• Chapter 4: Handling Objections, Scenario 4
Course 18. Closing for Commitment Role Plays
Overview: Each sales call should end with a commitment for action. How do you ask for
this commitment so the customer will agree—and follow through?
• Chapter 1: Closing, Scenario 1
• Chapter 2: Closing, Scenario 2
• Chapter 3: Closing, Scenario 3
• Chapter 4: Closing, Scenario 4
Course 19. Conclusion: Final Words on Selling Excellence
Overview: Final thoughts about how and why you will excel at selling when you
implement this mindset, process and methodology called Thinking Like a Customer.
• Chapter 1: Final Words on Selling and Thinking Like a Customer (1:15)
“Coaching Selling Excellence”
Course 1. Coaching Selling Overview
Overview: Coaching selling is uniquely different than coaching in general and is
exponentially more difficult than selling. Lean why as you gain exposure to the
fundamentals.
• Chapter 1. Introduction: The Difference between Coaching and Coaching Selling (2:40)
• Chapter 2. What Employees Want from Their Supervisors (1:32)
• Chapter 3. Excellence in Coaching Selling (1:05)
• Chapter 4. The Path to Coaching Selling Excellence (1:54)
Course 2. Coaching Selling IQ
Overview: Your ability to coach selling effectively is captured in your Coaching IQ. Learn
how to improve yours.
• Chapter 1. Defining Coaching Selling IQ (1:00)
• Chapter 2. Fueling Coaching Selling IQ (0:40)
• Chapter 3. Coaching Selling Mindset (1:33)
• Chapter 4. 5 Fundamental Truths of a Coaching Selling Mindset (2:56)
• Chapter 5. The Big 8 (3:22)
• Chapter 6. Purpose (4:19)
• Chapter 7. Instilling Purpose (1:21)
• Chapter 8. 3 Dimensions of Human Behavior (7:02)
• Chapter 9. Building My Coaching Selling IQ: The 4 L’s (3:21)
• Chapter 10. Final Thoughts about Coaching IQ (2:54)
Course 3. Actionable Blueprint
Overview: To coach selling effectively, you need a plan. Specifically, a plan that is
strategic and actionable that you can build and tailor for individual’s and team needs.
• Chapter 1. Introduction to Actionable Blueprint (2:14)
• Chapter 2. Actionable Blueprint Process (0:57)
• Chapter 3. Who Is the Process For? (1:37)
• Chapter 4. The 9 Ingredients in the Recipe for Success (2:16)8
Course 4. Trusted Connections
Overview: A critical component of strong business relationships is the ability to build
trusted connections. Learn why trust is so crucial and how to develop it.
• Chapter 1. Introduction to Trusted Connections (1:41)
• Chapter 2. Sales Person’s View of Trust (1:38)
• Chapter 3. Relationship Pyramid (3:47)
• Chapter 4. 5 Silent Questions (1:16)
• Chapter 5. Making the Trusted Connections (3:22)
Course 5. Focused Collaboration
Overview: How can you make your sales coaching conversation more effective? By
developing a spirit of focused collaboration.
• Chapter 1. Introduction to Focused Collaboration (0:31)
• Chapter 2. The 5 Fundamental Truths of Focused Collaboration (2:05)
• Chapter 3. Coaching Selling is All about Answers (1:35)
• Chapter 4. Observe, Listen and Ask Great Questions (4:22)
• Chapter 5. The Triple “A” Approach (1:49)
• Chapter 6. Facts about Forgetting (1:29)
• Chapter 7. Conclusion: Continual Collaboration (4:22)
Course 6. Accountability
Overview: Why don’t sales people follow through on their development? An effective
culture of accountability could be what’s missing.
• Chapter 1. Introduction to Accountability (5:16)
• Chapter 2. Skill Development Progression (2:58)
• Chapter 3. How to Establish a Culture of Accountability (6:14)
Course 7. LAPD Overview—How to Coach Specific Selling Skills
Overview: LAPD is the process to teach and coach selling skills in real time. It provides
a blueprint to optimize your ability to develop your sales representatives’ specific selling
skills.
• Chapter 1. LAPD Overview and Explanation (5:21)
Course 8. The LAPD process for Openings
Overview: Learn how to teach and coach salespeople to create interest-generating
openings and how to ensure that the openings yield real mental access.
• Chapter 1. How to Coach Openings (LEARN) (3:59)
• Chapter 2. How to Coach Openings (APPLY) (3:28)
• Chapter 3. How to Coach Openings (PRACTICE) (3:29)
• Chapter 4. How to Coach Openings (DEMONSTRATE) (2:23)
Course 9. The LAPD process for Questioning
Overview: Learn how to teach and coach salespeople to ask great questions that
provoke thought, change minds and advance the sale.
• Chapter 1. How to Coach Questioning (LEARN) (7:52)
• Chapter 2. How to Coach Questioning (APPLY) (4:02)
• Chapter 3. How to Coach Questioning (PRACTICE) (2:53)9
• Chapter 4. How to Coach Questioning (DEMONSTRATE) (2:12)
Course 10. The LAPD process for Closing
Overview: Learn how to teach and coach how to ask a series of closing questions
without being pushy or aggressive. Closes that feel natural to ask, natural to respond to,
and lead to commitments.
• Chapter 1. How to Coach Closing (LEARN) (11:18)
• Chapter 2. How to Coach Closing (APPLY) (2:54)
• Chapter 3. How to Coach Closing (PRACTICE) (3:14)
• Chapter 4. How to Coach Closing (DEMONSTRATE) (2:18)
Course 11. Coaching Selling Excellence Conclusion
Overview: Some final thoughts about why coaching selling excellence really matters
and what you need to remember as you go forward.
• Chapter 1. Conclusion: Why This Matters (2:01)