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Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 2nd, 2019
8:00 am - 10:00 am
Foundations will not meet.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 5th, 2019
8:00 am - 9:30 am
Sales Mastery will not meet.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 9th, 2019
8:15 am - 1:00 pm
• Do you know that there is a buyer-seller dance that takes place on every sales call? When this occurs, the buyer uses 4 steps to typically out-maneuver salespeople leading to long selling cycles, countless proposals ? “think it overs” and losing control of the entire sales process.
• Is your current selling process leading you to unpaid consulting?
• Are your working hard creating proposals and quotes only leading you to “I want to think it over?”
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 12th, 2019
8:00 am - 9:30 am
What struggles do you have getting your prospect or customer to make decisions? Are you too nice and putting up with their stalls or excuses? Do you get bogged down because of the complexity of various decision-makers and/or their process?
This and more on the agenda. Come prepared to role play.
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 16th, 2019
8:15 am - 1:00 pm
• How could your sales process be enhanced?
• Are you currently able to convert enough leads to new conversations and enough new appointments each week?
• What are you possibly missing as far as more business/ new product or service purchases from your current clients?
• What are you doing/ maybe not doing to get more and better referral introductions consistently?
• What is your current call strategy and value proposition? What might help them to improve in order to open more potential opportunities?
• What would happen for you/ your company if you could close more deals in less time?
• What is your process to remove an incumbent from a prospect? Could your process use some help?
• How many times have you left a prospective client who you knew you could help, but they couldn’t get past their indecisiveness?
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 19th, 2019
8:00 am - 9:30 am
Have you ever been ready to close the sale only to find out that there was really no deal to begin with? Have you experienced stalls and objections?
Knowing where you are, going for "no" and a solid upfront contract are instrumental in closing the sale. Bring your top opportunities and be prepared to role play.
Blog - Close the Sale or Close the File https://www.dunn.sandler.com/blog/close-the-sale-or-close-the-file
How to Succeed Podcast on Closing More Sales http://howtosucceed.libsyn.com/size/25/?search=closing+the+sale
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 23rd, 2019
8:15 am - 1:00 pm
• Typically, who asks more questions when you make a sales call? You? Or Your prospect?
• How is that working for you?
• If you had a system/ a way to better pre-qualify your sales appointments and meetings prior to your arrival, what sorts or better outcomes might be possible?
• When you attend (or run) Sales Team Strategy meetings, what tools are currently in place to help you identify the key questions needing to be asked, or asked of you?
• What questions are you asking your prospect that your competitors are not? How might different/ better questions help you and your prospect?
• When you leave a sales call, do you think you were another salesperson? Or as a trusted advisor? Do you think the difference might be worth looking into?
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 26th, 2019
8:00 am - 9:30 am
What happens after you make the sale? Have you ever had a customer back out? The best way to address a problem is before it happens. We'll learn the strategies to use to help eliminate buyer's remorse.
The tail end of the Submarine could be the key factor for you navigating to smoother waters and stronger relationships!
Sandler Blog - How to Succeed at The Post Sell Step: https://www.sandler.com/blog/how-succeed-post-sell-step
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 26th, 2019
10:00 am - 11:30 am
Topic: From the book 'Winning from Falling' by Josh Seibert - Part 4: Accountability
Location: 13925 Ballantyne Corp. Place, Suite 125
Charlotte, NC 28277
July 30th, 2019
8:15 am - 1:00 pm
• What would happen for you on a sales call if you could really ask for what you want?
• How would your sales efforts and goals be impacted if you learn to have balance between being more assertive yet not doing so in a threatening or intrusive manner?
• How does it affect you when you give into price concessions, negotiating away more than you receive from clients/customers?
• What happens to your negotiations when you discover that your prospect or client has become more skilled than you?
• What possible concessions are you leaving on the table? How much is that costing your company and you personally?