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Location: 62 Accord Park Dr STE 4
Norwell, MA
August 6th, 2019
8:00 am - 9:30 am
This class is for business development professionals looking to hone their skills.
Developing COI Relationships
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 6th, 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 Role of Active Participation in Bonding &
Building Rapport
• Three Elements of Communication
• Active Listening Techniques
• Transactional Analysis (TA)
• Primary Sensory Dominance (PSD)
• DISC Graph
• Reach for the Prospect's OK-ness
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 13th, 2019
8:00 am - 9:30 am
This class is for business development professionals looking to hone their skills.
Pre-Call Planning
Understand the key element of pre-call planning and measuring and tracking the results of your client interactions. Learn how to measure if you stuck to your system or let your prospect take control of the process
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 13th, 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:
• Creating an environment of mutual agreement
• When Should You Make an Up-Front Contract?
• Up-Front Contract Using ANOT
• Sandler Rules for Up-Front Contracts
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 14th, 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
August 20th, 2019
8:00 am - 9:30 am
This class is for business development professionals looking to hone their skills.
Blow Up The Bombs
Have you ever experienced buyers remorse? Has buyers remorse ever killed one of your deals. Confirming commitments and removing barriers before they become show stopper is critical to any sales process. Learn how to confirm and test for problems before they kill your deal.
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 20th, 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:
• Sandler Selling System Qualification Process
• Buying Emotions
• The Three Elements of Pain
• Sandler Pain Funnel® Questions
• Reviewing and Summarizing Pain
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 27th, 2019
8:00 am - 9:30 am
This class is for business development professionals looking to hone their skills.
Advanced Up Front Contracts
Do you have mutual agreement through out your selling process? In each meeting are your decisions specific? Is your prospect in step with you or are you struggling to keep them engaged. Learn how to create mutual agreement within every interaction
Location: 62 Accord Park Dr STE 4
Norwell, MA
August 27th, 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