This program is for anyone looking to create a common language using a customized “deal scorecard” to objectively measure the health of any opportunity in their pipeline. You'll also find structure and techniques that use throughout the sales cycle to uncover impact, drive urgency and close deals faster.

INSIDE YOU'LL FIND CONTENT RELATED TO:

• Preparing for Meetings

• Aligning Research to Uncover Priorities and Drive Urgency 

• Crafting Questions to Uncover The True Impact of the Client's Problem 

• Confirming & Controlling Meetings

• The Gives and Gets of Objective Negotiations 

• Developing Your Customized Scorecard 

• "Scoring" Your Deals to Improve Forecast Accuracy 

• A "Close/Lost" Deal Review 

• Holding the Client Accountable and Avoiding Ghosting 

• The Techniques and Process of Objection Handling