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Neuberger and Company, Inc. | Baltimore, MD and Washington, D.C.

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Foundations Schedule - Rockville

Thursdays - 7:30am-9:00am 
ExecuSuites I-270 - 2275 Research Blvd, Suite 500, Rockville, MD 20850


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