| January 9 |
 Uncovering the Prospect’s Budget
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.
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| January 16 |
Identifying the Prospect’s Decision Making Process
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.
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| January 23 |
Closing the Sale (Fulfillment and Post-Sell)
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.
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| January 30 |
Improving Your BAT-ing Average
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.
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| February 6 |
Prospecting Behavior
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.
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| February 13 |
Why Have a System
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.
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| February 20 |
The Importance of Bonding & Building Rapport
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.
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| February 27 |
Elements and Terms of an Up-Front Contract
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.
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| March 5 |
Identifying Reasons for Doing Business (PAIN)
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.
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| March 12 |
Questioning Strategies
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.
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| March 19 |
Uncovering the Prospect’s Budget
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.
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| March 26 |
Identifying the Prospect’s Decision Making Process
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.
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| April 2 |
Closing the Sale (Fulfillment and Post-Sell)
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.
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