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Monday Morning Sales Workout 


ABOUT THE EXPERT

Victor Antonio is an author, speaker, and business consultant. He has a B.S. in Electrical Engineering and his MBA and has built a career as a top sales executive and then CEO of a tech company over the last 20 years. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management. His success in sales and management also helped him establish channels internationally. He has conducted business in: Europe, Asia, Latin America, UAE, Australia, South Africa and The Middle East. 

COURSE OVERVIEW

Description: If you're a SALES LEADER or MANAGER, this video series will allow you to facilitate a weekly workout for your salespeople to improve their sales performance.  There are (14) facilitation videos to help you lead the Monday Morning Meeting along with a EXERCISE WORKSHEET for each workout.  Each weekly workout is designed to focus in on developing, enhancing or reinforcing a specific sales skill set.

Exercises:

  • Week #1: Five Reasons Clients Don't buy
  • Week #2 - Profiling Your Buyer
  • Week #3 - Defining Your Sales Process
  • Week #4 - Cost of Discounting
  • Week #5 - Buying Process
  • Week #6 - Working on Behavioral Goals
  • Week #7 - Client Research Before the Meeting 
  • Week #8 - Data-mining Your Database for Buying Profiles
  • Week #9 - 5 Positioning Strategies when Presenting
  • Week #10 - Using a Comparative Analysis
  • Week #11 - Buyer Motivations
  • Week #12 - Switching Costs
  • Bonus Exercise - Handling Objections
  • Bonus Exercise - Using Price Anchors
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