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Location: Rocky Point Centre Training Facility
April 3rd, 2018
8:00 am - 10:00 am
We know that, to effectively uncover a prospect's “pain,” you must conduct a thorough examination and ask appropriate questions. Learn how to employ advanced questioning strategies and techniques in order to properly qualify – or disqualify – a selling opportunity in your business.
Location: Rocky Point Centre Training Facility
April 3rd, 2018
11:30 am - 1:00 pm
Discover the importance and the details of creating mutual agreements up front so that there is no mutual mystification regarding what will happen or the outcomes.
Location: Rocky Point Centre Training Facility
April 10th, 2018
8:00 am - 10:00 am
How to overcome the "tapes" that keep replaying in your mind that lead to call reluctance. How to get past gatekeepers and bring yourself to make effective and efficient cold calls. (This one will be fun!)
Location: Rocky Point Centre Training Facility
April 10th, 2018
11:30 am - 1:00 pm
You will understand the importance of helping the prospect to discover the compelling emotional reason to do business.
Location: Rocky Point Centre Training Facility
April 13th, 2018
8:00 am - 10:30 am
Do your salespeople know exactly what's expected of them on each and every sales call? Are they clear on the information they are expected to discover and the questions they should ask? Where are they in the sales cycle with each account? Do they know what questions you'll be asking them when they return? Learn how to effectively debrief your salespeople so that they know specifically what kind of information you expect regarding every major business opportunity.
Location: Rocky Point Centre Training Facility
April 17th, 2018
8:00 am - 10:00 am
You've learned about "reversing" in the session on "questioning techniques." Now, learn how to take it to the next level with "Negative Reversing," a technique that is difficult to grasp, difficult to execute and - well, you probably just won't like it!
Location: Rocky Point Centre Training Facility
April 17th, 2018
11:30 am - 1:00 pm
Discover the importance and the details of how to ask questions in order to gather the information needed to make decisions about going forward or not.
Location: Rocky Point Centre Training Facility
April 24th, 2018
8:00 am - 10:00 am
You've learned about "reversing" in the session on "questioning techniques." Now, learn how to take it to the next level with "Negative Reversing," a technique that is difficult to grasp, difficult to execute and - well, you probably just won't like it!
Location: Rocky Point Centre Training Facility
April 24th, 2018
11:30 am - 1:00 pm
Discover why it is important to talk early in the process about investment issues, as well as how the prospect and/or the prospect's organization makes decisions. It is more than just finding out who is the decision maker. Identify key areas required to assure commitment to making the required investment.