Training Events to Improve Sales Skills
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April 2019
Comparison Shopping
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.
Find out more »May 2019
Evaluation and Decision Process
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.
Find out more »June 2019
Comfortable Talking About Money
Identify the prospect's budget. Help them qualify their "pains" and their willingness to invest, as well as their ability to find the money even if it hasn't been budgeted.
Find out more »July 2019
Reversing
Hearing “no” shouldn’t affect your self-image. Learn how not to take it personally when you are rejected professionally. Discover how to be “OK” with putting yourself in “high-risk” scenarios, how to put a negative last episode behind you, and how to probe for alternatives and offer options.
Find out more »August 2019
Reaching the Decision Maker
Bypass gatekeepers and get straight to the decision makers. Speak their language and be comfortable even with tough, intimidating prospects. Discover how to their get their attention — and the appointment.
Find out more »Funnel and Drill Down
Getting to the 3rd or 4th level of pain. Making sure there are compelling reasons to buy. How to attempt to “end it” if there is not pain. Getting to the business results and personal wins of the prospect. Learn how not to do “dog and pony shows.”
Find out more »September 2019
October 2019
Handling Stalls and Objections
Tactics on how to deal with potential concerns, apprehensions and potential risks prospects may have.
Find out more »Handling Stalls and Objections
Tactics on how to deal with potential concerns, apprehensions and potential risks prospects may have.
Find out more »SMC Boot Camp
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.
Find out more »