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Priority Prospect/Project Strategy Sessions
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From time to time, we all get too close to the sales to be objective. Our in-depth knowledge of the customer can actually begin to cloud our thinking on how to handle specific challenges that arise. We need a way to regain our objectivity.

When faced with a road block or an objection that is preventing a sales from advancing, what do you do? You get a team of colleagues together and brainstorm ways to resolve the issue. You draw on their objectivity and past experiences. You get the answers you need and you close the sale. The P3 Strategy Sessions are designed to make sure that you and your team continually get this type of help.

Upon completion of this course you will be able to:

  • Learn and modify the criteria for declaring a prospect priority
  • Differentiate between strategies and tactics
  • Use a pre-developed 53 step master Strategic Sales Plan to customize your specific sales process
  • Know precisely where in the sales process each of your priority prospects are and what needs to be done in order to close
  • Learn and practice the P3 drill so that all team members can get the help they need to keep their sales advancing toward closure
  • Develop P3 tactical session facilitation skills

Our clients who fully implement this process obtain results that are nothing short of incredible. This is a very simple process, that takes very little time, that can produce dramatic results. Plus, there are some very positive indirect benefits:

  • Learning curve for new salespeople is significantly reduced
  • Team building is a natural outcome
  • Increases in sales must result from this process - and they do

Course Content

  • What is a P3 session?
  • Why should I participate?
  • What exactly is a P3 account?
  • What is a strategic plan?
  • How and why does it work?
  • What is the facilitator's role?
  • What are the pitfalls?
  • Commonly asked questions and answers in the sessions.

Course Length: Half Day


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