Review and qualify the prospects in your pipeline.

Learn to: Determine what you really have to sell: your “Differentiating Value.” l Identify the pivotal point where sales are made or lost. l Define emotional vs. logical prospects and their decision-making process. l Help your prospect create the budget for your product or service. l Sell to committees effectively. l Identify/eliminate competitive threats. l Move from prospecting to business development. l Reach prospects with email, direct mail and voice mail. l Develop your 20-second introduction. l Prevent commoditization of…

To make a sale you must first understand your prospect's pain. This clinic will help you design questions to identify a prospect's pain — and convey the pain of doing business without you.

Tactics on how to deal with potential concerns, apprehensions and potential risks prospects may have.

Learn how to get a commitment, good preliminary agreements, and a "yes" or "no" decision. Stay focused when getting a "no" answer, find your prospect's conviction level, and ensure you always know what will happen next.

Once the deal is secure, learn tactics for being prepared for the presentation.

You’re close to the end of your sales process. Soon you’ll be asked to present your proposal. Learn how to set the rules for comparison and understand why positioning your offering is crucial to a victory.

Impress your CEO. For two days, you will be the most powerful person in your company. You will learn sales strategies (that no one else knows) like how to define your selling system, find your Differentiating Value, build a personal list of essential questions, and know what to say at your next first call, dissect real world case studies and gain a high-performance mindset.