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Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 1st, 2017
8:00 am - 10:00 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 4th, 2017
8:00 am - 9:30 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 8th, 2017
8:00 am - 10:00 am
Understanding why people buy, and learn why they would buy from you. Learn and practice questioning and listening strategies.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 11th, 2017
8:00 am - 9:30 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 11th, 2017
10:00 am - 11:30 am
From the book "Sales Coach's Playbook", please read Chapters 6 and 7.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 15th, 2017
8:00 am - 10:00 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 18th, 2017
8:00 am - 9:30 am
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.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 22nd, 2017
8:00 am - 10:00 am
Practice identifying your prospect's decision process and the participants in the process. Learn techniques to stage more targeted presentations.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 25th, 2017
8:00 am - 9:30 am
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!
Location: 13925 Ballantyne Corp. Place, Suite 125
August 25th, 2017
10:00 am - 11:30 am
From the book "Sales Coach's Playbook", please read Chapters 7 and 8.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
August 29th, 2017
8:00 am - 10:00 am
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.