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SALES EXCELLENCE SUITE

Lead Generation… Preparation & Prospecting

  1. Prospecting Opportunity
  2. Qualifying Opportunity
  3. Sales Funnel Strategy
  4. Telephone Effectiveness
  5. Corporate Contact
  6. Appointment Strategies

Needs Analysis… Connecting & Discovery

  1. Relationship Building
  2. Selling Language
  3. Discovery Questions
  4. Discovery Categories
  5. Questioning Strategies

Value Positioning… Presenting & Solutions

  1. Positioning Value
  2. Building Value
  3. Positioning Benefits
  4. Benefit Selling
  5. Value Articulation

Negotiating Concerns… Objections & Agreement

  1. Understanding Concerns
  2. Defining Concerns
  3. Objection Strategy
  4. Objection Techniques
  5. Leveraging Emotions

Confirming Agreement… Closing & Follow-Up

  1. Understanding Closing
  2. Urgency & Enthusiasm
  3. Trial Closing Techniques
  4. Buying Signals & Warning Signs
  5. Strategic Closes
  6. Follow-Up Strategies

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