Training Events

Tuesday, March 17 | 9:00 am - 11:00 am

Learn how to get a commitment, good preliminary agreements, and a "yes" or "no" decision. Stay focused when getting a "no" answer, find your prospect's conviction level, and ensure you always know what will happen next.

Tuesday, March 24 | 9:00 am - 11:00 am

Ever get intimidated selling to Presidents or higher ups? Do you find it difficult getting through all the assistants and coordinators just to find out you’ve got the wrong VP? We’ll provide rational tactics to get decision-makers' attention and obtain appointments while working through gatekeepers and the like. Hone your communication skills with powerful, demanding decision-makers.

You’re close to the end of your sales process. Soon you’ll be asked to present your proposal. Learn how to set the rules for comparison and understand why positioning your offering is crucial to a victory.

Impress your CEO. For two days, you will be the most powerful person in your company. You will learn sales strategies (that no one else knows) like how to define your selling system, find your Differentiating Value, build a personal list of essential questions, and know what to say at your next first call, dissect real world case studies and gain a high-performance mindset.

Getting to the 3rd or 4th level of pain. Making sure there are compelling reasons to buy. How to attempt to “end it” if there is not pain. Getting to the business results and personal wins of the prospect. Learn how not to do "dog and pony shows".

Bypass gatekeepers and get straight to the decision-makers. Speak their language and be comfortable even with tough, intimidating prospects. Discover how to get their attention — and the appointment.

To make a sale you must first understand your prospect's pain. This clinic will help you design questions to identify a prospect's pain — and convey the pain of doing business without you.

Learn to master the tactical responses to handling price objections. We will help you create a very robust, compelling response.

What behaviors are holding you back? We’ll help you identify characteristics that may be limiting your ability to succeed and give you the specific tools and applications to overcome them.

Our successful formula — backed by mountains of research — will give you detailed information on when, where, how and how often to leave effective voicemail and email messages. Discover communication tactics that our clients tell us ALWAYS work.

Review and qualify the prospects in your pipeline.

Tactics on how to deal with potential concerns, apprehensions, and potential risks prospects may have.

You will learn how to overcome the need to be liked versus taking care of the business. It's one of the hidden "Record Collections" on the OMG Sales Force Evaluation.

Did your OMG Evaluation indicate that you have "non-supportive" records/beliefs? Then you must attend. Establish goals for what you want and learn to make quick decisions about personal purchases. Learn to buy NOT based on price, and how to make major purchases without a lot of time or research.  

Review: Gain agreement to, identify pains and motives and the importance. Extract all the costs of the pains. Confirm adequate resources are available. Draw exact date to begin benefits of solution.

Hearing “no” shouldn’t affect your self-image. Learn how not to take it personally when you are rejected professionally. Discover how to be “OK” with putting yourself in “high-risk” scenarios, how to put a negative last episode behind you, and how to probe for alternatives and offer options.  

Bring a case study (or an acutely stressful sales deal) to class; we'll dissect it and show you how to win it. Come prepared to share.