Overview

* Fifteen closes that can be used to acquire the prospect's commitment. The number of closes is substantially increased by their outline of how to use them in combination with each other* Detailed prospecting process which covers planning and executing the process, setting goals, managing the prospecting pipeline, understanding conversion rates and methods of improving them* A 5-step process for handling objections. How to find points of agreement with the prospect, clarify the details of the objection, assure the prospect that you have heard and understand their concerns, uncover the hidden objections, and provide an effective answer to the prospect* A 5-step negotiation process. Discovering the essence of a negotiation and how to beat the prospect's tendency to demand a lower price

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9781630478292

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Charles Fellingham has dedicated his life to Sales. As a successful sales leader and manager Charles has performed over a quarter century as a successful sales leader delivering over $100 million in new business during his tenure in the Aviation and Aerospace industry. As well, he is a world renowned sales trainer, having coached and developed thousands of business leaders to help them achieve more sales and income. He is also an entrepreneur, developing a successful Online Personal Branding Company and is a lecturer on Social Media Strategies and Policy. Andre O'Brien is an executive trainer and keynote speaker specializing in personal and organizational development. He has dedicated more than 20 years to coaching and developing business leaders across the globe. From Europe, the Middle East and across the United States, he has worked with some of the world's most admired companies across a wide range of industries. While working with all levels of executive management, he has delivered learning systems and solutions and has helped companies train effective leaders and sales managers, acquire new customers, and solve business challenges. Andre also has more than 25 years of professional sales and management experience both in the financial services and telecommunication industries. He also enjoyed the entrepreneurial experience of founding, building and eventually selling, a publishing company that specialized in the creation of materials for nationally recognized public speakers. Andre has been designated a Distinguished Toastmaster by Toastmasters International and is an enthusiastic member of the National Speakers Association and the Association for Talent Development formerly known as the American Society for Training and Development.

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