Pleasant
Hill Training, Mondays
9:30-11:30 am
San Francisco Training, Mondays
2-4 pm
- same topics as Pleasant Hill |
| 2008 |
|
|
Jan
7th : |
Developing a Formula for Success |
S
|
Jan
14th : |
The 5 Levels of Selling/Sandler Rules |
S |
Jan
21st : |
MLK Day - No session |
|
Jan
28th : |
The Dummy Curve |
|
Feb
4th : |
Negative Reverse Selling and PAIN Trees |
S |
Feb 11th : |
Post-Sell (Bring the future to the present) |
S |
Feb 18th : |
Open Problem Session |
|
Feb 25th : |
Using the Submarine as a Tool AND Closing the Sale |
S |
Mar 3rd : |
Cold Calling is NOT Enough – Other Prospecting Methods |
|
Mar 10th : |
Pain Funnel and Prioritizing Your Pipeline |
S |
Mar 17th : |
Advanced Transactional Analysis |
S |
Mar 24th : |
Questioning Techniques - Intermediate |
S |
Mar 31st : |
Goals and Breaking Through Your Comfort Zone (Part 2) |
|
Apr 7th : |
Customizing the Pain Funnel and Surface Pain |
S |
Apr 14th : |
Open Problem Session |
|
Apr 21st : |
Customizing Sandler Presentation Techniques |
S |
Apr 28th : |
Advanced Budget. It’s More Than Just the Money! |
|
May 5th : |
Post-Sell |
S |
May 12th : |
Clear Futures and Up-Front Contracts |
S |
May 19th : |
Call Reluctance, Karpman’s Triangle and Gatekeeper Techniques |
|
May 26th : |
Memorial Day - No Session |
|
Jun 2nd : |
Decision Makers/Decision Making Processes |
S |
Jun 9th : |
Selling vs. Marketing (Prospecting Plan) |
S |
Jun 16th : |
I/R. Rejection and Techniques To Preserve Your Self-Esteem |
|
Jun 23rd : |
Open Problem Session |
|
Jun 30th : |
Decision Making Process # Artificial Decision Making |
S |
Jul 7th : |
No Guts, No Gain |
|
Jul 14th : |
30 Second Commercials and the Psychology of Referrals |
S |
Jul 21st : |
Do Your UFC’s Make the Grade? Understanding More Than PALO |
S |
Jul 28rd : |
I/R and Behavior Management |
|
Aug 4th : |
Speaking, Letters and Prospecting |
S |
Aug 11th : |
Advanced Bonding and Rapport / Bonding Throughout the System |
|
Aug 18th : |
What You Know Can Hurt You. Using Product Knowledge Effectively. |
S |
Aug 25th : |
Open Problem Session |
|
Sep 1st : |
Labor Day - No Session |
|
Sep 8th : |
Questioning Techniques – Why “General” Questions Don’t Work |
|
Sep 15th : |
System vs. Template. Controlling the Long Cycle Sale. |
S |
Sep 22nd : |
Goals and Breaking Through Your Comfort Zone (Part 1) |
|
Sep 29th : |
Re-writing Scripts and Self-limiting Beliefs |
S |
Oct 6th : |
Cold and Warm Call Techniques |
|
Oct 13th : |
Open Problem Session |
|
Oct 20th : |
Developing a Formula for Success |
S |
Oct 27th : |
The 5 Levels of Selling/Sandler Rules |
S |
Nov 3rd : |
The Dummy Curve |
|
Nov 10th : |
Negative Reverse Selling and PAIN Trees |
S |
Nov 17th : |
Post-Sell (Bring the future to the present) |
S |
Nov 24th : |
Why You're Not Asking for Enough Referrals |
|
Dec 1st : |
Using the Submarine as a Tool AND Closing the Sale |
S |
Dec 8th : |
Goals and Breaking Through Your Comfort Zone (Part 2) |
|
Dec 15th : |
Advanced Transactional Analysis |
S |
Dec 22nd : |
Open Problem Session |
|
Dec 29th : |
No Session |
|
