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Location: Manchester
October 9th, 2014
9:00 am - 11:30 am
Territory Management
• Your Territory Management Process
• Territory Management Process: Step 1 - Do the Research
• Territory Management Process: Step 2 - Analyze the Data
• Territory Management Process: Step 3 - Identify Goals
• Territory Management Process: Step 4 - Develop Strategies
• Territory Management Process: Step 5 - Develop Action Plans
Location: Manchester
October 14th, 2014
9:00 am - 11:00 am
Learn the importance and details of how to ask questions in order to gather the information needed to make decisions about going forward or not.
Location: Manchester
October 14th, 2014
3:00 pm - 5:00 pm
Practice asking questions – Reversing - What to listen for in asking questions.
What are you really trying to learn from your prospect?
Location: Manchester
October 28th, 2014
9:00 am - 11:00 am
Uncovering the Prospect’s Budget
Learn why talking about the investment issues early in the process will identify the key areas required to assure commitment to making the required investment
Identifying the Prospect’s Decision Making Behavior
Learn how the prospect and/or the prospect’s organization make decisions. This is more than finding out just who decision maker is.
Location: Manchester
October 28th, 2014
3:00 pm - 5:00 pm
Learn the secrets that top sales people know. If you’re going to be great, then getting prospects and clients to make & keep their commitments is key