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Session 1 - Objective Negotiations

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Ep.186: Michael Phelan On Booking New Meetings In A Programmatic Wa‪y

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  • Session 1 - Objective Negotiations

    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 Reci...

  • 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...