Seminar Description: The goal of win/win negotiating is to reach an agreement that satisfies both parties and moves the relationship forward. In order to achieve fairness, or at least the perception of fairness, each side needs to uncover a better understanding of what the other really wants. This session demonstrates how a trained salesperson gets […]
Seminar Description: We will look at the concepts of failure, risk and procrastination and the connections among them and how we can get stronger. Key Learning Points: Learn a model that identifies the main behavioural styles to facilitate interaction with people and prepare us to more effectively management motivate other people Learn techniques that will […]
Seminar Description: Socratic method of questioning is a form of cooperative argumentative dialogue between individuals, based on asking and answering questions to stimulate critical thinking and to draw out ideas and underlying presumptions. Key Learning Points: Learn how to ask questions using the 'negative reverse'method. Learn how to ask questions that guide the conversation to […]
Seminar Description: In this session we will explore the importance and significance of using Lunch and Learn or Briefings style of presentations as part of a prospecting program. Participants will create an outline for establishing their own briefing. Key Learning Points: Learn why Lunch and Learns are effective Learn to the significance of using Lunch […]
Seminar Description: In this session we will discuss why using a system in the selling process is a good idea rather than “winging” the call. We will review the flow of a sales call in order to decide as to whether or not the prospect deserved your time. Key Learning Points: Learn why it is […]