Session 2a - Meeting Execution
Driving to Close • 7m 18s
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 efficiently and consistently
- How to create and use templates for agendas, taking notes, and the follow-up summary e-mail to maximize results.
Up Next in Driving to Close
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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... -
Session 3 - Proactive Objection Handling
In this session we explore why objections are so challenging for most sales reps to deal with and how to put ourselves in the best position possible to handle them effectively.
You will walk away with:
- The reason the client usually wins when it comes to objections
- Why it’s so important to b...
