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

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Sales Academy

Systematically double your sales in 2020.

HOW OUR WORKSHOP IS UNIQUE

Experience a complete overview of our selling system for improving productivity and outperforming sales goals. You'll find this advanced training enlightening, entertaining and most importantly, profitable. Work one-on-one with our trainers and in groups with salespeople from other companies that are fighting the same battles you are. You'll also leave with tools that you will be able to implement immediately after the session. 

 

When & Where

When
March 18 & 19, 2020
8:00 am - 4:00 pm

Where
NCOI Training Center
2800 Quarry Lake Drive
Suite 140
Baltimore, MD 21209

Packages

Cost: $2,579.00/person plus applicable sales tax on materials (includes one Vision 2020 ticket and materials)

Register Now.

STAGE ONE OF THE SALES PROCESS

Creating and sustaining a comfortable atmosphere in which to do business is your responsibility.

  • Develop a rapport with prospects.
  • Have a sincere desire to help them solve problems, face challenges, or achieve goals.
  • Control the selling process by establishing up-front agreements with your prospects about the progression of the selling process, and who will be responsible for what.

STAGE TWO OF THE SALES PROCESS

Always be qualifying.

  • Concentrate first on the degree of fit between what you have to offer and the prospect’s problem, challenge, or goal.
  • Determine if the prospect is willing and able to commit the necessary resources to acquire and use the product or service you will eventually propose.
  • Before you begin working on solutions and presentations, determine exactly how your offer will be judged—and by whom.

STAGE THREE OF THE SALES PROCESS

The objective of “closing” is to obtain a “yes” or “no” buying decision (or a decision to move to the next step in a multi-step decision process).

  • Closing activities only take place with prospects who have “survived” the qualifying stage and have agreed to make a decision at the conclusion of a presentation.
  • Presentations should focus only on the pains uncovered earlier in the process—nothing more; nothing less.
  • Post-Sell activities will “lock up” the sale and facilitate the transition of the relationship from buyer-seller to partners working toward a common goal of delivery.

This Sales Academy consistently results in salespeople who:

  1. Efficiently identify and engage new prospects.
  2. Remove prospect stalls and objections from the selling landscape.
  3. Qualify stringently and close easily.
  4. Eliminate eleventh-hour negotiations or demands for concessions.
  5. Control the development process and keep it moving forward.
  6. Avoid making presentations to people who can't make the required investment or a buying decision.

This workshop is designed for sales and sales management professionals that are seeking a process that lets them consistently close more sales.  Discover a systematic selling system that puts the sales person and the buyer on equal terms so that both parties can efficiently uncover reasons for doing business. 

 

Ready to join us?