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Establishing, Qualifying and Maintaining Relationships: 2 Session Course

May
6
2016
Fri 8:30 AM to 11:30 AM
2 sessions ending Fri, May 13
Topic: Marketing and Sales

Effective selling begins with establishing and maintaining relationships based on trust. Prospects are evaluating you beginning with your prospecting activity to determine if you might be someone that can be trusted with meeting their needs. Beginning with the first few minutes and through-out the selling process sales people are either intentionally adding to their “trust account” or unintentionally making withdrawals and harming the client/salesperson relationship. Along with building this trust, too many salespeople focus on selling and have not really considered whether the prospect is qualified to buy or not. Selling is the easy part of the process if the prospect has been properly qualified. This comprehensive two part course will teach you: • The importance of having an efficient and effective sales system • Why prospects are sometimes so frustrating to work with • The four elements of trust • The true purpose of bonding & rapport building • The value of developing an effective questioning strategy • The 3 levels of “PAIN” • It is hardly ever about the money • A better way to understand the decision process • The sale is virtually closed or lost before the fulfillment step • How not to lose what you don’t have

Speaker(s): Don Overcash, Sandler Training

Class registration is considered complete when payment is received. Payments made the day of event are $10 more. Your registration is not guaranteed until payment is received. A 48 hour notice of cancellation is required for a refund. Innosphere has a parking lot directly in front of the building. There is no street parking on Vine Drive due to bike lanes. We hold many large events and parking is limited, so if parking lot is full, please make use of the overflow parking lot located just east of Innosphere behind the wooden fence.


Fee: $ 80.00

Pay online via credit card

Location

Innosphere
Larimer SBDC 320 E Vine Dr. Fort Collins, CO 80524
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