Sample Syllabus

The following topics represent the full scope of the curriculum. Based on the discovery process, we will prioritize and integrate the most relevant topics into the six-session program.

Module 1: From “What Are We Giving Away?” to Holding the Line

Context from jets.com:
“We built this business on… buy 25 hours, get two free hours… now every time we say this is the price, no one knows how to sell… I gotta give my guy a free hour… I can’t sell.”

Lesson Focus:

• Breaking the reflex of leading with incentives

• Rewiring how pricing is presented when nothing is added

• Understanding why the team stalls when they cannot “throw something in”

• Replacing discount-driven selling with structured value delivery

Expected Outcomes:

• Confidence presenting pricing without adding anything

• Clear responses when clients expect free hours or extras

• Reduced dependency on incentives to close

Session Structure:

• 30-minute lesson on pricing psychology and behavioral patterns

• Review of real jets.com scenarios where deals relied on giveaways

• Live mock conversations where no incentives are allowed

• Coaching and refinement in real time

• Homework: apply new pricing language in live conversations and report back

Module 2: “Why Should We Use jets.com?” — One Clear Answer

Context from jets.com:
“We have a lot we could say… marketing could give you all kinds of ammunition… but no one knows how to say it.”

Lesson Focus:

• Building one clear, consistent answer across the team

• Moving from scattered talking points to a structured narrative

• Delivering value naturally, not memorized

• Getting off price as the primary differentiator

Expected Outcomes:

• A consistent firm-wide answer to “why jets.com”

• Stronger positioning beyond pricing

• Increased confidence in value-based conversations

Session Structure:

• 30-minute lesson on structured value articulation

• Review of current inconsistent messaging across the team

• Individual delivery of “why jets.com”

• Real-time refinement and alignment

• Homework: use the refined narrative in client conversations

Module 3: Using the “Ammunition” You Already Have

Context from jets.com:
“It’s like handing someone the gun, but they don’t know how to put the bullets in… we have all kinds of ammunition… no one knows how to use it.”

Lesson Focus:

• Turning existing strengths into usable sales language

• Incorporating brand, service, and company growth story

• Using elements like “The Sky is Yours” charity appropriately

• Understanding when and how to introduce each point

Expected Outcomes:

• Better use of existing selling points

• More effective storytelling in conversations

• Increased ability to layer value naturally

Session Structure:

• 30-minute lesson on sequencing value in conversations

• Case study review of missed opportunities

• Mock conversations inserting “ammunition” at the right time

• Group feedback and refinement

• Homework: apply one new value point in live conversations

Module 4: Rebuttals to Real Pushback

Context from jets.com:
“When someone questions that… we need rebuttals… no one really knows how to do that well.”

Lesson Focus:

• Structuring responses to real objections

• Staying in control instead of reacting

• Avoiding the immediate fallback to giving something away

• Delivering clean, confident answers

Expected Outcomes:

• Strong, consistent rebuttals across the team

• Improved handling of pricing pressure

• More controlled conversations

Session Structure:

• 30-minute lesson on objection frameworks

• Breakdown of real objections jets.com receives

• Hot-seat rebuttal exercises

• Immediate correction and tightening

• Homework: document one objection and response used in real life

Module 5: Selling Like Louis Vuitton

Context from jets.com:
“I love brands like Louis Vuitton… you never walk out without something… they have this mental power over you.”

Lesson Focus:

• Understanding luxury psychology

• Creating desire without discounting

• Building subtle authority and confidence

• Shifting from selling to positioning

Expected Outcomes:

• Elevated sales approach aligned with luxury positioning

• Stronger perceived value

• Reduced reliance on incentives

Session Structure:

• 30-minute lesson on luxury brand psychology

• Comparison of transactional vs luxury sales approach

• Mock conversations applying luxury positioning

• Group discussion on tone and delivery

• Homework: adjust one real conversation using luxury framing

Module 6: Creating the Luxury Feel Without a Storefront

Context from jets.com:
“We’re not Louis Vuitton… but I want to create that feeling… that environment.”

Lesson Focus:

• Translating luxury experience into phone, email, and text

• Understanding tone and presence without face-to-face interaction

• Creating consistency across all client touchpoints

Expected Outcomes:

• More premium client experience across channels

• Stronger alignment with luxury positioning

• Improved communication quality

Session Structure:

• 30-minute lesson on tone and perception

• Review of current communication examples

• Rewriting and restructuring interactions

• Group discussion and refinement

• Homework: apply tone adjustments in written communication

Module 7: Selling to Different Types of Clients

Context from jets.com:
“I’ve had clients worth $500M walk in with a garbage bag… others want to be seen… you have to adapt.”

Lesson Focus:

• Recognizing different client personalities

• Adjusting approach based on client style

• Applying DISC-style frameworks in real time

• Balancing authenticity with adaptability

Expected Outcomes:

• Improved ability to adjust quickly

• Better alignment with client preferences

• More effective conversations across client types

Session Structure:

• 30-minute lesson on client profiling

• Review of real client scenarios

• Mock conversations across different personalities

• Coaching and adjustment

• Homework: identify client type in real conversations

Module 8: Saying It the Right Way

Context from jets.com:
“The power of words is amazing… saying the right things vs the wrong things matters.”

Lesson Focus:

• Refining how things are said

• Eliminating weak or casual phrasing

• Using language that reinforces confidence

• Understanding impact of word choice

Expected Outcomes:

• More precise and confident communication

• Elimination of language that weakens positioning

• Stronger client perception

Session Structure:

• 30-minute lesson on language control

• Review of current phrasing used by team

• Live rewriting and refinement

• Group feedback

• Homework: replace one weak phrase in real conversations

Module 9: Email That Moves Things Forward

Context from jets.com:
“I don’t know what people are sending… some of it is terrible… not everyone knows how to write.”

Lesson Focus:

• Standardizing written communication

• Structuring emails that drive action

• Eliminating ineffective habits

• Understanding timing and cadence

Expected Outcomes:

• Higher response rates

• More consistent communication

• Clear next steps in every interaction

Session Structure:

• 30-minute lesson on email strategy

• Review of real emails currently being sent

• Rewriting exercises

• Group discussion

• Homework: send revised emails using new structure

Module 10: Practicing the Full Conversation

Context from jets.com:
“They need real-time scenarios… play back and forth… that’s how they’ll learn.”

Lesson Focus:

• Running full conversations from start to close

• Handling pricing, objections, and closing moments

• Building comfort through repetition

Expected Outcomes:

• Greater fluency in conversations

• Increased confidence under pressure

• More consistent execution

Session Structure:

• 30-minute lesson on conversation flow

• Full mock conversations

• Real-time interruption and coaching

• Group feedback

• Homework: apply full structure in live calls

Module 11: Creating One Language Across jets.com

Context from jets.com:
“Everyone does their own thing… I want it in unison… part of the language.”

Lesson Focus:

• Aligning how the entire team communicates

• Defining consistent language and approach

• Removing variability in messaging

Expected Outcomes:

• Unified communication across team

• Stronger brand consistency

• Improved client experience

Session Structure:

• 30-minute lesson on consistency

• Review of current variability

• Alignment discussion

• Refinement of language

• Homework: apply standardized language

Module 12: Accountability & Making It Stick

Context from jets.com:
“Some people think they know everything… we need to make this not optional.”

Lesson Focus:

• Driving adoption across all experience levels

• Reinforcing expectations

• Ensuring consistent execution

Expected Outcomes:

• Higher adoption of training

• Clear accountability across team

• Sustained behavior change

Session Structure:

• 30-minute lesson on accountability

• Review of real usage from previous sessions

• Group discussion

• Reinforcement exercises

• Homework: continued application and reporting

Module 13: Measurement & Skill Development

Context from jets.com:
“We want to make sure people are actually getting this… not just sitting through it.”

Lesson Focus:

• Measuring skill development

• Identifying performance gaps

• Using data to improve

Expected Outcomes:

• Clear visibility into team performance

• Measurable improvement over time

• Data-driven development approach

Session Structure:

• 30-minute lesson on measurement

• Optional Harrison assessment review

• Discussion of results

• Action planning

• Homework: apply targeted improvements

Module 14: Building a System That Lasts

Context from jets.com:
“We want something that grows with us… a library… consistency for new hires.”

Lesson Focus:

• Building long-term internal training infrastructure

• Creating repeatable onboarding

• Embedding consistency into the organization

Expected Outcomes:

• jets.com Sales Training Manual built over time

• Video library created after each session

• Scalable training system for future hires

Session Structure:

• 30-minute lesson on long-term implementation

• Review of manual and video library

• Discussion of rollout internally

• Final alignment

• Ongoing usage of system