2008 Events

All Sessions 9AM - 11 AM
Sales Track Sales Management Track General Management Training Reports Expectations
Name of Module Topics Include Dates
Introduction to the Selling Process Introduction to Baseline Selling: The 4 Bases of Selling; Representation of Each Base; Visual Pipeline; Benefit of a Selling System 1/18
2/8
3/7
4/4
5/2
6/6
7/11
8/5
9/5
10/3
11/7
12/5
Getting to 1st Base Mindset; Process; Technique.  Overcoming Call Reluctance; Phone Manner; Preparation; The Call; Getting to First Base; Taking a Lead
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Listen to Dave Kurlan on Leaving Messages:
  		1/8
3/11
5/27
8/19
10/14
Uncovering Buying Strategies
 		 How to Create Rapport; How to Establish Bonding; Getting People to Like You; Listening Skills; Questioning Skills; Uncovering Buying Strategies; Presentations; Art of Observation; Getting to Yes. 1/11
4/18
6/20
9/9
Charting Your Course
 		 Personal Dreams; Goal Setting; Creating Sales Plan; Accurate Forecasting; Self-Managing Behavior; Eliminating Slumps; Staying Motivated; Desire; Commitment; Accountability. 1/22
6/27
9/12
11/14
Eliminating Success Barriers
 		 Overcome Major Weakness; Self-Limiting Records; Discomfort with Money; Controlling Emotions; Fear of Failure; Rejection; Need for Approval; Buy Cycle. 2/5
5/9
7/15
9/19
12/2
Closing Setting Expectations;  The Inoffensive Close 2/26
5/13
7/29
9/30
12/9
Getting to 3rd Base Qualifying; Budgets, Decision Makers, Timelines, Requirements, Process, Specs, Hoops, etc. 1/29
4/8
6/24
9/2
11/4
Running Home Presentations and Proposals, Presentation Skills and Techniques 2/12
4/15
7/8
9/16
11/25
Strategic Account Management Horizontal and Vertical Selling; Account Maintenance; Account Defense 1/4
4/1
6/3
8/22
10/24
Making Objections Obsolete
9am-11am		 Eliminating Objections; Getting to the Real Problem; Asking Questions; Getting to No. 3/28
5/30
8/1
10/17
Application of Baseline Selling Applying Baseline Selling to Your Real World Prospects and Sales Calls 1/25
2/29
3/18
4/29
5/20
6/17
7/22
8/12
9/23
10/21
11/18
12/19
Positioning Statements Workshop to help you create customized positioning statements used when getting to 1st Base. 2/15
4/11
6/13
8/15
10/31
12/12
The Cycle The Prospect That’s Happy; With Who They Buy From; With The Way They Do It; With Their Situation; How to Turn Them Around. 3/14
7/25
10/7
Generating Referral Business
9am-11am		 How to Give and Get More Referrals and Introductions; How to Eliminate Cold Calls. 3/4
5/16
7/18
9/26
11/21
Getting to 2nd Base Finding Need, Creating Urgency, Developing a Relationship, Establishing the S.O.B. Quality 1/15
3/25
6/10
8/26
 10/28