Curso - Helping clients succeed®: qualifying opportunities®

1 - Foundation | (20mins)

• Learn the mindsets and behaviors of top performers.
• Establish specific goals to ensure a measurable return on investment at the end of the 12-week implementation process.

2 - Enable decisions | (70 mins)

• Understand the importance of enabling decisions for clients.
• Create a specific call plan that addresses the client's key issues -nothing more and nothing less.
  Call plan

3 - Win fast, lose fast | (165 mins)

• Learn how to effectively overcome the traditional dysfunctions of the buyer/seller relationship by focusing on the client's issues first.
• Become proficient at developing business cases with clients by identifying their most important issues, clearly defining the impact on their organization, and mapping the decion-making process.
• Establish an accurate snapshot of the sales pipeline.
• Make significant strides towards become a trusted business advisor.
  Opportunitiy worksheet
  Decision grid
  Qualification snapshot
  

4 - Handle objections | (120 mins)

• Gain the confidence needed to overcome objections and push-backs by anticipating and practicing beforehand.
• Prepare to deal effectively with gatekeepers.
  Practice cards
  

5 - The playbook | (15 mins)

• Commit to implementing the strategies and tools over the course of 12-weeks to ensure a sustained change in behavior.
  12-week playbook
  Implementation videos
  

12-WEEK IMPLEMENTATION PLAYBOOK

• Each week, for 12 weeks, participants implement the
  principles they learned in the work session.
• Participants are held accountable through regularly
  scheduled report backs to their sales leaders or coach

"Nowhere in the sales process do a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction." 
RANDY ILLIG, CO-AUTHOR, LET'S GET REAL OR LET'S NOT PLAY