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BGW Growth Services | Charlotte, NC
 

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Jim Dunn's Training Calendar

Sales Mastery classes are held every Friday from 8:00 - 9:30 a.m.

Please click on each Friday to see the topic.
All classes are available virtually for existing clients!  

Guests are welcome to register and attend a Sales Mastery class complimentary.

E-mail bgwgs@sandler.com to request the link for the class you need.

August 2017

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Event Listings for August 2017


Foundations - Upfront Contract
Add to Calendar 08/01/2017 8:00 am 08/01/2017 10:00 am Foundations - Upfront Contract Qualify prospects better by determining the real needs of your prospect. Identify and practice strategies for getting all investment and budget issues on the table early in the selling process. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
August 1st, 2017
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Qualify prospects better by determining the real needs of your prospect. Identify and practice strategies for getting all investment and budget issues on the table early in the selling process.


President's Club - Working Proposals
Add to Calendar 08/04/2017 8:00 am 08/04/2017 9:30 am President's Club - Working Proposals Do you give your prospects a written proposal? Do you review it with them? Still lose the sale? Is there a better way? This Friday at Presidents Club come prepared discuss the What, When, Where, Why, and How of Working Proposals. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 bgwgs@sandler.com MM/DD/YYYY

When:
August 4th, 2017
8:00 am - 9:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Do you give your prospects a written proposal? Do you review it with them?
Still lose the sale? Is there a better way?

This Friday at Presidents Club come prepared discuss the What, When, Where, Why, and How of Working Proposals.


Foundations - Pain
Add to Calendar 08/08/2017 8:00 am 08/08/2017 10:00 am Foundations - Pain Understanding why people buy, and learn why they would buy from you. Learn and practice questioning and listening strategies. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
August 8th, 2017
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Understanding why people buy, and learn why they would buy from you. Learn and practice questioning and listening strategies.


President's Club - Sandler Live - Best Segments
Add to Calendar 08/11/2017 8:00 am 08/11/2017 9:30 am President's Club - Sandler Live - Best Segments Come ready to role play and bring 3 of your biggest sales challenges. We will practice, role play, and do real world applications using the Sandler technique to solve them. This will be a Best Practices session. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
August 11th, 2017
8:00 am - 9:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Come ready to role play and bring 3 of your biggest sales challenges. We will practice, role play, and do real world applications using the Sandler technique to solve them. This will be a Best Practices session.


Sales Management & Leadership
Add to Calendar 08/11/2017 10:00 am 08/11/2017 11:30 am Sales Management & Leadership From the book "Sales Coach's Playbook", please read Chapters 6 and 7. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
August 11th, 2017
10:00 am - 11:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


From the book "Sales Coach's Playbook", please read Chapters 6 and 7.


Foundations - Budget Step
Add to Calendar 08/15/2017 8:00 am 08/15/2017 10:00 am Foundations - Budget Step Establish questions to learn if the prospect is willing and financially able to afford your product or service. Learn new strategies for discussing money and budget. Learn how to turn bids and quotes into new business. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
August 15th, 2017
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Establish questions to learn if the prospect is willing and financially able to afford your product or service. Learn new strategies for discussing money and budget. Learn how to turn bids and quotes into new business.


President's Club - Cast of Characters
Add to Calendar 08/18/2017 8:00 am 08/18/2017 9:30 am President's Club - Cast of Characters Do you find that there is usually more than one decision maker in your sales process? You know, each decision maker has their own unique pain, and have you identified with that? This Friday we will work on the decision process and how to work the cast of characters into influencing you to get the business. Remember, this is preceded by doing a good job in the pain and budget steps. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
August 18th, 2017
8:00 am - 9:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Do you find that there is usually more than one decision maker in your sales process? You know, each decision maker has their own unique pain, and have you identified with that?

This Friday we will work on the decision process and how to work the cast of characters into influencing you to get the business. Remember, this is preceded by doing a good job in the pain and budget steps.


Foundations - Decision Step
Add to Calendar 08/22/2017 8:00 am 08/22/2017 10:00 am Foundations - Decision Step Practice identifying your prospect's decision process and the participants in the process. Learn techniques to stage more targeted presentations. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
August 22nd, 2017
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Practice identifying your prospect's decision process and the participants in the process. Learn techniques to stage more targeted presentations.


President's Club - War Games
Add to Calendar 08/25/2017 8:00 am 08/25/2017 9:30 am President's Club - War Games Before anyone goes into battle they get great counsel. Be prepared to role play all the obstacles that keep us from utilizing/winning the battle. Bring your top three opportunities to the room and be ready to role play! 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
August 25th, 2017
8:00 am - 9:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Before anyone goes into battle they get great counsel. Be prepared to role play all the obstacles that keep us from utilizing/winning the battle.

Bring your top three opportunities to the room and be ready to role play!


Sales Management & Leadership
Add to Calendar 08/25/2017 10:00 am 08/25/2017 11:30 am Sales Management & Leadership From the book "Sales Coach's Playbook", please read Chapters 7 and 8. 13925 Ballantyne Corp. Place, Suite 125 dunnent@sandler.com MM/DD/YYYY

When:
August 25th, 2017
10:00 am - 11:30 am

Where:
13925 Ballantyne Corp. Place, Suite 125


From the book "Sales Coach's Playbook", please read Chapters 7 and 8.


Foundations - Fulfillment/Post Sell
Add to Calendar 08/29/2017 8:00 am 08/29/2017 10:00 am Foundations - Fulfillment/Post Sell Once the prospect has been properly qualified, learn fulfillment and post-sell techniques that close the sale and keep it closed. Customer retention, buyer's remorse, call reluctance and phone call strategies will be discussed. 13925 Ballantyne Corp. Place, Suite 125 Charlotte, NC 28277 dunnent@sandler.com MM/DD/YYYY

When:
August 29th, 2017
8:00 am - 10:00 am

Where:
13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277


Once the prospect has been properly qualified, learn fulfillment and post-sell techniques that close the sale and keep it closed. Customer retention, buyer's remorse, call reluctance and phone call strategies will be discussed.