Coaching the Sale Teleclass via a bridge line

$995.00 Register...

This course is taught in a group session over the telephone. There will also be three individual follow-up coaching sessions given as part of this program.

Here is how the class will be broken down:

Overview of Coaching the Sale

• Why the sales process needs to change
• A definition of coaching the sale
• Benefits to the coaching process
• Presentation of the 3-D model

Phase 1: Discovery – Identify needs and opportunities (using theTBOP process)

• Transitional Opener - Issues and opportunities
• Benefits - to the client
• Obstacles - the client’s challenges
• Plans - current efforts to move forward

Phase 2: Discuss- Strategize solutions

• The 3 Point Play
• Storyboarding - How to create a compelling presentation

Phase 3: Decide - Moving the prospect to a decision

• CAT model for Deciding
• Collaborative close
• Action steps
• Timing and follow up

Building your Action plan

3 individual follow up coaching sessions – These sessions can be used as follows:

• Review any areas of training
• Work on specific blocks in 3D model
• Work on SMART goals that will help take your sales to the next level

Payment and Refund Policy:
Entire class fee is due at the time of registration.  If you choose to cancel at any time, the fee less $250 will be refunded.

For more information contact  Carole Cowperthwaite-O’Hagan at Advantage Coaching & Training. Phone: (630) 293-0210 x14.

Dates and Times:

All dates and times are specific to the event's location time zone.
Teleclasses are in US Central Time zone.

Thursday, October 21, 2010 10:30 AM - 12:00 PM