Session 1 - Objective Negotiations
Driving to Close • 11m
In this session we discuss the main goal of negotiations, when to negotiate and the importance of objectivity and equality throughout the entire process.
You will walk away with:
- The ultimate goal of negotiations and when to negotiate
- The difference between Quid Pro Quo and the Rule of Reciprocity in negotiations
- How to create a Scorecard to objectively measure the health of any opportunity in your pipeline and improve forecast accuracy
Up Next in Driving to Close
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Session 2a - Meeting Execution
In this session we explore how to put structure into our preparation, execution and follow up to meetings that will put us in the best position possible for a positive outcome.
You will walk away with:
- Why meetings are so challenging
- How to develop a checklist to prepare for meetings effici... -
Session 2b - Questioning Skills
In this session we review the art and science of questioning and how to use the various types of questioning at the different stages of the sales process to get what we want.
You will walk away with:
- An understanding of open-ended, close-ended and layering questions and when and how to use ea... -
Session 2c - The Perfect Meeting
In this session we walk through a process for how to prepare for meetings with the Perfect Meeting structure with the goal of elevating our questioning and the engagement level of the client.
You will walk away with:
- Why most meetings are a waste of time based on the approach we take as sales...
