Level 1

Getting to 1st Base in the Sales Cycle

The Level One Sales Training class focuses on four main objectives:

  • Motivation – Confronting and conquering your biggest fears; helping you take the road less traveled.
  • Learning the Basics & Fundamentals – Discover how to be different and not sound like everyone else.  That’s the knowledge that will get you the furthest!
  • Cold Calling and prospecting with YOUR accounts – LIVE calls into your accounts and your prospects; when you leave you will know what to say and how to say it!
  • Getting the right meeting, at the right level, right now! Learn how to schedule a qualified high-level meeting with a C (CEO, CIO, COO, CTO, etc.), V (VP), or D (Director) level

In the game of baseball, the object is to move the runners around the four bases as swiftly as possible with the end result having the player cross home plate and register a run scored.  Using a baseball analogy, we will use the Costigan Selling System to shorten the sales cycle and move the opportunity to closure.

We call the Level One Training, “Getting to 1st Base in the Sales Cycle,” because that is exactly what it focuses on – getting you in the door! (1st Base in the analogy is defined as getting the first meeting with the customer and/or prospect)

Concentrating on the basics and fundamentals of the Costigan Selling System, we pay particular attention to prospecting, cold calling, and networking your way into the highest levels of an account to set a qualified appointment.

We will also address the “pre-work” phase in which we will discuss what information is needed prior to making contact with the opportunity.



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