9:00AM-10:30AM
Becoming First in the Prospect's Mind
"There is no substitute for victory." - Unknown
There are 199 ways to get beat, but only one way to win: get there first. If you are not the first person to call, then you had better be the first to develop a relationship, the first one to deliver a custom value proposition, and the first one to offer a compelling office space solution. Learn how to gain the advantage of becoming first by engaging your resources, team, and sales skills to create an environment and office space solution so compelling that there is no way they can say no.
10:30AM–10:45AM
Break
10:45AM-12:00PM
Becoming First in the Prospect's Mind, Continued
12:00PM-1:30PM
Lunch
1:30PM-2:45PM
Negotiating a Win-Win
"Great works are performed not by strength, but by perseverance." - Samuel Johnson
Negotiating and closing are more than things that happen at the end of a call or center tour. The process starts before you meet with the prospect when you set objectives for the meeting, identify areas for negotiating, and visualize success.
By handling negotiating and closing as a process, not an event, it is easier to ask for and receive the prospect's business. Learn how to handle negotiating and closing as a process in order to gain the prospect's business and create a win-win solution.
2:45PM-3:00PM
Break
3:00PM-4:00PM
Negotiating a Win-Win, Continued