Class: Hammer it Closed!®: Buying Signs
Summer 2024
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31m
One of the hallmarks of great closing is knowing how to be assertive, but also reasonable. One of our guideposts to achieving this is the recognition of buying signs. In this class we explore the verbal, and non-verbal, signals a buyer communicates when they are inching toward desire. Exploring both activity as well as language, we teach what the most common signals are, how to recognize them in different types of buyers, and how to capitalize with the appropriate close.
Up Next in Summer 2024
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Class: Voice Mail: Should I or Should...
Voicemails may seem like a black hole, but they are a key part of any outreach strategy. When do you leave them? What do they sound like? And how do they fit into your cadence? CeCe and Jeff share all the do's and don'ts of phone and voice mail in this class.
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Class: How to Increase Engagement Bef...
Engagement during any sales call should never be assumed. Even the most motivated buyer is often conditioned to remain aloof, standoffish, and reserved when greeted with an unsophisticated seller. In this class, we explore a variety of techniques that can be deployed before, during, and after e...
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Class: Start the Deal™: Prospecting f...
In this class, you will explore the techniques to:
-Engage sponsors, speakers and attendees of events
-Get someone you don’t know to respond to you
-Close for meetings and internal referrals
-Avoid the SPAM filter
-Capture attention in 30 seconds
-Effectively sidestep gatekeepers
