Work the Deal: The Perfect Meeting™
Statistically most deals die after the first meeting– So what are you going to do about it?
In this two-part Hallmark, you will learn how to run meetings that are designed to get to the heart of why your buyers buy and your customers renew. Desire. By restructuring the order of your questions and embracing Social Paradigms™ you will learn how to side-step negative buyer-seller dynamics and build urgency on every deal.
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Hit: What Do I Do When a Ghost Returns?
Summary of the three things to do when a vanished prospect resurfaces.
You will learn how to demonstrate scarcity, reverse closing, and re-engagement.
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Hit: How Do I Uncover the 'B' in BANT?
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Hit: Company Questions: Customer Qs
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Hit: Company Questions: Mission Statement and Goals
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Hit: How Do I Use the Organization Band in the PM?
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Hit: How to Manage Renewals and Upsells
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Hit: How to Develop the Perfect Industry Question
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Hit: Discovering the 'N' in BANT
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Hit: Discovering the 'T' in BANT
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Hit: The Intro Unplugged
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Hack: How Do I Use My "3-Point" Agenda?
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Hack: How Many Demos Should I Give?
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Hack: How Can I Create Urgency in My Proposals?
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Hack: How Can I Jump-Start My Meeting?
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Hack: How Do I Get Them On Camera?
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Hack: What Do I Do When My Zoom Call Starts Late?
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Hack: How Can I Get Them To Brag?
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Hack: How Do I Listen Better?
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Hack: How Can I Quickly Build Rapport?
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Hack: How Do I Uncover Budget?
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Hack: How Do I Handle a Large Customer Meeting?
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Hack: How Do I Get Engagement On My Demo?
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Hack: How Do I Know What My Customer Wants?
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Hack: How Do I Know My Customer's Motivation?
