Identify the most leverageable and defensible points of difference for your business and develop robust tactics for offensive and defensive scenarios.

No one is ever at ease when faced with a buyer's question about what it costs. This is human nature. However, some have specific roadblocks keeping them from broaching the subject at a time when it's most advantageous to the sale. Learn what might be keeping you from doing your best work and more importantly learn when and how to ask those awkward money questions.

Ever get intimidated selling to Presidents or higher ups? Do you find it difficult getting through all the assistants and coordinators just to find out you’ve got the wrong VP? We’ll provide rational tactics to get decision-makers attention and obtain appointments while working through gatekeepers and the like. Hone your communication skills with powerful, demanding decision makers.

What behaviors are holding you back? We’ll help you identify characteristics that may be limiting your ability to succeed and give you the specific tools and applications to overcome them.

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.