This session is primarily dedicated to assessing the buyer. We use this assessment to create a framework from which you can approach each new opportunity. After the completion of session 1, students will be assigned a small homework assignment that should require less than 30 minutes of work in advance of session 2.
This session is primarily dedicated to understanding the business environment in which you and the buyer are working to finalize the sale. We evaluate the primary buyer’s relationship with other key stakeholders in the company who are part of the sales cycle; help you understand the motivations of the players; and provide practical advice on how to overcome various obstacles and objections.
Both sessions of this master class will begin promptly 11:00am CT and will last for two and a half hours and end at 1:30pm CT.
In addition to the core concepts, we interject ideas and small case-studies in the training to give you new perspectives on buyers and how to interact with them. Our deep experience as buyers influences each module in this training. We end the training with a free-from half-hour question and answer session.
The sessions are designed to be as interactive as possible. The entire curriculum remains rooted in reality, and it partially functions as a “workshop”. As we go through each section, we ask each participant to apply the learnings to a current lead.