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Location: 62 Accord Park Dr. STE4
Norwell, MA
April 2nd, 2019
8:00 am - 9:30 am
This class is for business development professionals looking to hone their skills.
Emotion Based Selling
Are you sometimes left wondering why your deals has stalled? Or wondering why the prospect who was so excited to get started has vanished? People buy emotionally and then justify those purchases intellectually. Learn how to get your prospects emotionally involved in your offering to keep momentum in your sales process
Location: 62 Accord Park Dr STE 4
Norwell, MA
April 2nd, 2019
10:30 am - 12:00 pm
This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process.
This class will focus on:
• The Dummy Curve Theory
• It's the Prospect's Picture
• Learning to Ask Questions
• Rules for Reversing
• Softening Statements
• Unasked Questions
Location: 62 Accord Park Dr STE 4
Norwell, MA
April 9th, 2019
8:00 am - 9:30 am
This class is for business development professionals looking to hone their skills.
Up Serving Your Clients/KARE Model
Our clients are the most valuable resources. Not simply because they pay your invoices. If we manage our clients properly they can be a valuable resource to open new doors and help us in retaining other clients. We will work through a formula that will help you view your clients in a new light plus create a plan to execute on this knowledge.
Location: 62 Accord Park Dr STE 4
Norwell, MA
April 9th, 2019
10:30 am - 12:00 pm
This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process.
This class will focus on:
• Willing and Able
• The Monkey's Paw
• The Bottom Line of the Budget Step
• Elements of the Decision Step
• Outcomes of the Decision Step
• What to Do with a Qualified Prospect
Location: 62 Accord Park Dr STE 4
Norwell, MA
April 10th, 2019
8:30 am - 10:00 am
This class is for Managers or Leaders of a sales force or anyone who supervises direct reports.
Location: 62 Accord Park Dr STE 4
Norwell, MA
April 23rd, 2019
8:00 am - 9:30 am
This class is for business development professionals looking to hone their skills.
Facing Your Wimp Junction
There are critical moments in your selling process where you have to decide will you stick to your system or wimp out and let your prospect lead the dance. Learn how to identify your personal wimp junctions and how to overcome them.
Location: 62 Accord Park Dr STE 4
Norwell, MA
April 23rd, 2019
10:30 am - 12:00 pm
This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process.
This class will focus on:
• Are You Ready to Confirm the Close?
• Fulfillment Elements
• The Post-Sell Step
• Preventing Buyer’s Remorse
Location: 62 Accord Park Dr STE 4
Norwell, MA
April 30th, 2019
8:00 am - 9:30 am
This class is for business development professionals looking to hone their skills.
Staying Behind the Pendulum
Do you sound like every other sales person calling on your clients? How do you differentiate yourself from your competitors? Are trying to convince or qualify? Do you abandon neutral prospects when they show signs of apathy? Learn how to stay behind your prospect and help them connect their needs with your value proposition. Learn the art of doing the opposite of what your prospect expects.
Location: 62 Accord Park Dr STE 4
Norwell, MA
April 30th, 2019
10:30 am - 12:00 pm
This class is for anyone who may be new to a sales position and would like help developing a framework for a strong sales process.
This class will focus on:
• Definition of Success
• The Attitude Triangle
• I/R Theory Chart
• Behavior
• The Technique Triangle
• The Sandler Success Triangle