Business Hybrid Workshop

Needing to improve the performance of your team fast? How about a hybrid workshop which includes either the Business Calling Workshop or the Client Engagement Workshop AND the Initial Meeting Workshop. This condensed format is specifically designed for salespeople looking to improve their performance.

Sample Schedule

MORNING SESSION     8:30 am – 11:30 am

BUSINESS CALLING/CLIENT CALLING

• Introduction and Program Objective
• The Value of Developing New Business
• The Six Mistakes Making Prospecting Calls
• The Value of Using a Calling Guide
• How to Effectively Deal with Gatekeepers/Rejections
• Skill Building Exercises Using the Calling Guide

AFTERNOON SESSION     12:15 pm – 5:00 pm

INITIAL APPOINTMENT

• Morning Session Recap and Questions
• The Six Steps of the Sales Process
• What are Your and the Prospect’s Objectives for the Appointment
• Pre-Call Planning
• The Value of an Effective Opening Benefit Statement
• The Two Reasons People Buy Something
• Developing the Need
• Constructing a Successful Conversation
• The Four-Step Questioning Process
• Skill Building Exercises Using the Four-Step Questioning Process
• Overcoming Valid Objections
• The Lost Art of Trial Closes and Closing
• Negotiating Skills that Work
• Using Advancement vs. Continuation/Conclusion