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VIP Book Course · From author Digby R. Kerr

Sales Playbook Session

with author Digby R. Kerr

Work one-on-one, by video, with the author of Master the Sale. Bring a real opportunity, a prospect, proposal or pitch, and build its playbook together: how you open, what you ask, what the problem is costing, how you answer objections, and how you ask for the business.

Choose your sessionAvailable at Amazon

From $150 · Includes Master the Sale: The Field Guide PDF, a $19 value

Cover of Master the Sale by Digby R. Kerr
Digby R. Kerr

What you’ll walk away with

A sales playbook for your real opportunity

Not theory. Digby works on your actual prospect or proposal with you, live, so you leave with words you can use this week.

  • A finished thirty-second opening and first message for your real prospect
  • Your discovery question map, built on SPIN Selling without the pressure
  • A cost-of-the-problem case your buyer can check and own
  • A value story with evidence behind every claim
  • Objection responses rehearsed live with Digby, and the courage to pause
  • Your close question, next step and a four-week practice plan
  • Master the Sale: The Field Guide (PDF), free: a $19 value

Session outlines

How your time with Digby is spent

Both sessions follow the method in Master the Sale, from first approach to the decision, applied to your opportunity.

The Full Playbook

3 hours · one-on-one by video

  1. 0:00–0:20Your opportunityThe goal, the buyer’s decision process, and confirmed facts versus assumptions.
  2. 0:20–0:50Customer world and openingA brief on the customer’s world, then your thirty-second opening and reception-desk line, rehearsed live.
  3. 0:50–1:35Discovery and costYour question map, SPIN without the spin, and a cost-of-the-problem case the buyer can own.
  4. 1:35–1:45Break
  5. 1:45–2:20Value and presentationYour value statement, evidence for every claim, and a presentation outline that reads like an answer.
  6. 2:20–2:45Price and objectionsA price, proposal and margin check, then role-play your likeliest objection and practice the pause.
  7. 2:45–3:00The close and what followsYour close question, a follow-up and handoff plan, and your four-week practice schedule.

The Focused Playbook

90 minutes · one-on-one by video

  1. 0:00–0:15Your opportunityThe situation and how the decision will be made.
  2. 0:15–0:35Your openingRewrite your call or email opening.
  3. 0:35–1:05Discovery and costA 10-question discovery map and a quick cost-of-the-problem estimate.
  4. 1:05–1:25One objectionRole-play the objection you most expect.
  5. 1:25–1:30The askAgree your close question and next step.

Also folded in: ideas from Digby’s book The Trusted Advisor, on asking deeper questions and building the kind of trust that keeps a client long after the first sale.

Choose your session

Two ways to work with Digby

One-time payment. One-on-one by video. Digby reaches out personally to schedule.

Most complete

The Full Playbook

3-hour session

$295one-time

  • 3 hours one-on-one with Digby R. Kerr by video
  • A complete playbook for one real opportunity
  • Opening, question map and cost-of-the-problem case
  • Value story, price check and objection role-play
  • Close question, handoff and four-week plan
  • The Field Guide PDF included ($19 value)
Book 3 hours · $295
Focused

The Focused Playbook

90-minute session

$150one-time

  • 90 minutes one-on-one with Digby R. Kerr by video
  • Your opportunity and the decision process
  • A rewritten opening for your call or email
  • 10-question discovery map and quick cost estimate
  • One objection role-play and your close question
  • The Field Guide PDF included ($19 value)
Book 90 minutes · $150

Both options include Master the Sale: The Field Guide PDF a $19 value

Secure checkout by Stripe. After payment you get your Field Guide download right away, and Digby reaches out to schedule your session.

Included with your session

A $19 value · Free

Master the Sale: The Field Guide

A 17-page companion to the book, built for real deals. Use it to prepare before your session and keep working after it.

  • Trust and preparation checklists, plus a one-page meeting brief
  • The thirty-second opening builder and reception-desk scripts
  • Discovery question map and SPIN question worksheet
  • Cost-of-the-problem calculator with a cautious case
  • Evidence-for-every-claim table, proposal and margin checklist
  • Objection log, the pause, close and handoff checklists
  • One-page opportunity review and a four-week practice plan

Free with either session, and free for Kerr University subscribers.

How it works

Simple from start to finish

  1. 1. Choose and pay securelyPick 90 minutes or 3 hours and check out with Stripe. Your Field Guide downloads right away.
  2. 2. Digby reaches outDigby R. Kerr contacts you personally to schedule a time that works for you.
  3. 3. Build your playbookMeet by video with your real opportunity and leave with the words, questions and plan to move it forward.
Digby R. Kerr, founder of Kerr University

Meet your author

Digby R. Kerr

Author of 21 books · Wharton-educated

Digby R. Kerr is the founder of Kerr University and the author of Master the Sale: Build Trust, Ask Better Questions, and Win Business Without Pressure. After about 35 years in logistics and business, he teaches selling the way it works when a promise has to be delivered: prepare, ask honest questions, prove value, and ask clearly for the decision. In your session, he applies the book directly to your opportunity.

  • Founder, Kerr University
  • About 35 years in logistics and business
Master the Sale by Digby R. Kerr

Read the book the session is based on.

Available at Amazon

Questions

Frequently asked questions

What is the Sales Playbook Session?

It is a VIP book course from Kerr University: a private, one-on-one video session with Digby R. Kerr, author of Master the Sale. You bring one real opportunity and build its playbook together: your opening, discovery questions, a cost-of-the-problem case, your value story and objection responses, and the question that asks for the business.

How much does it cost?

There are two options, each a one-time payment: The Full Playbook, a 3-hour session, for $295, or The Focused Playbook, a 90-minute session, for $150. Both include Master the Sale: The Field Guide (PDF), a $19 value, at no extra cost.

Is the session really with the author?

Yes. Digby R. Kerr works with you personally, one-on-one by video. He is the author of 21 books, Wharton-educated, and has about 35 years in logistics and business.

What should I bring?

One real opportunity: a prospect, a proposal, a renewal, an internal pitch, or even a job interview. Bring whatever you are comfortable sharing, such as notes, an email thread or a draft proposal. You decide how much confidential detail to share.

Which option should I choose?

Choose 90 minutes to sharpen one opportunity fast: your opening, a 10-question discovery map, a quick cost estimate and one objection. Choose 3 hours to build the complete playbook from the first approach to the close and handoff, with live role-play and a four-week practice plan.

Is this high-pressure sales training?

No. The method in Master the Sale is built on preparation, honest questions and evidence. The book's subtitle says it plainly: build trust, ask better questions, and win business without pressure.

Can you guarantee I will win the deal?

No one can honestly promise that. You leave with a clearer case, better questions, rehearsed answers and a specific next step, which gives your opportunity its best chance. Sometimes the honest answer is that a deal is not a fit, and that is worth knowing early too.

Do I need to read the book first?

No. The session is based on Digby's book Master the Sale, but you do not need to read it first. It is available on Amazon if you would like to.

How do I schedule my session?

Choose your option and check out securely with Stripe. Digby will then reach out to you personally by email or phone to set a time that works for you.

When do I get the Field Guide?

Right away. After checkout you are taken to a thank-you page with your PDF download.

Ready to build your sales playbook?

Work one-on-one with the author. Includes Master the Sale: The Field Guide PDF, a $19 value.

3 hours · $29590 minutes · $150

Questions first? Email info@KerrUniversity.com.

Also available: Digby’s LinkedIn Profile Makeover, a one-on-one VIP book course from $150.