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Level Two - Getting the Customer to "Yes"

The Level Two Sales Training class focuses on six main objectives:

• Performing the X-Ray – Now that you have the first meeting, what are the steps to take to get the deal closed?
• What’s Working and What’s Not? – A refresher course dealing with the Level One Sales Training
• Role Playing – Continuous role playing and implementation of what was learned in the Level One Sales Training Class
• Qualifying Opportunities – Motivating your customer to move forward
• Overcoming objections & Stalls – Tips and techniques to help you eliminate the top objections you hear on a daily basis
• Deal Maker Café – Where your actual prospects are discussed and action items are taken for closing the deals

The Level 2 Sales Training class is a follow up to the required Level 1 Class “Getting to First Base in the Sales Cycle.”  In the Level One Sales Training class, you focused on what is needed to get in the door.  You learned the steps to take to get the first meeting with a customer/prospect.

The emphasis of this class is on the steps needed to take that opportunity from the first meeting to closure as quickly as possible.  In keeping with the baseball analogy, closure is represented by 3rd Base, or when the customer says, “Yes, you’ve got the business.”  Crossing home plate comes with their signature! 

The class focuses on a technique called, “Performing the X-Ray,” which shows you how to close business before ever showing the customer your product.  Actual deals, stalls and objections are discussed with specific action items needed to move these opportunities forward.

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