If a prospect cannot or will not make the necessary investment of time, money, energy, or change necessary to acquire a product or service, it’s better to know sooner rather than later. Participants will learn the second step in qualifying or disqualifying the opportunity—uncovering the prospect’s investment issues.

How a prospect will make a buying decision should not be a mystery. If it is not clear ahead of time exactly what a prospect will need to see or hear to make a buying decision when they make their presentation, it’s unlikely that they will leave with a decision. In this module, participants will learn the third and final step in qualifying or disqualifying an opportunity—identifying the process by which prospects make buying decisions.

All too frequently, business opportunities are lost because the vendor/service provider didn’t know when to stop “developing the relationship” and ask for a commitment. In this module, participants will learn how to increase their chance of closing the business opportunity.

In order to lead you to the top of your professional career, you will need to focus on three areas for your continued growth and improvement: attitude, behavior and technique. Although techniques are important, they alone will not take you to and keep you at the top. This lesson will show you how your attitude drives everything, your behavior makes things happen and the techniques are the tools you need to get it done. Discover the areas in which you need to personally improve in order to help you be and stay a success.

Learn how to develop a prospecting system that, when used regularly, will produce a consistent and predictable number of leads, which can be converted into sales. Learn how to understand the prospecting system, overcome roadblocks, and become an expert in this crucial technique.

Successful sales people have a systematic approach to developing business opportunities. They follow a tried and true, step-by-step process that produces a definite outcome each time it is practiced. Participants will learn about the Sandler System and how by following it, they can build relationships that lead to new business.

Developing rapport and creating a bond with a prospect is an integral part of the selling process. In this module, participants will gain a deeper understanding of the dynamics of interaction and learn how to bond and build rapport with prospects by using specific communications skills.

One of the keys to successful client development is to maintain control of the process. The Up-Front Contract is the tool that will enable participants to maintain control of situations and create more favorable predictable outcomes. Participants will learn when and how to establish Up-Front Contracts with prospects and customers.

Prospects buy for their reasons. In this module, participants will learn how to define a prospect’s needs, wants, challenges, and/or problems from the perspective of how products or services address those issues.

In this module, participants will learn how to apply the Dummy Curve Theory, Reversing Strategies, and Softening Statements to get the information they need from potential clients. By using these strategies, they will subtly persuade prospects to open up and ask the real questions or discuss the real problems.

If a prospect cannot or will not make the necessary investment of time, money, energy, or change necessary to acquire a product or service, it’s better to know sooner rather than later. Participants will learn the second step in qualifying or disqualifying the opportunity—uncovering the prospect’s investment issues.

How a prospect will make a buying decision should not be a mystery. If it is not clear ahead of time exactly what a prospect will need to see or hear to make a buying decision when they make their presentation, it’s unlikely that they will leave with a decision. In this module, participants will learn the third and final step in qualifying or disqualifying an opportunity—identifying the process by which prospects make buying decisions.

All too frequently, business opportunities are lost because the vendor/service provider didn’t know when to stop “developing the relationship” and ask for a commitment. In this module, participants will learn how to increase their chance of closing the business opportunity.