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Fundamentals of Maintenance Sales- Session 3

October 23, 2018 @ 8:00 am - 12:00 pm CDT

Instructor: Paul Szymczak

The keystone of this session is how to present a Maintenance Agreement proposal to a prospective customer. This will include team practice sessions to help master presentation techniques. Course participants will receive objective critiques to help them become more successful in closing sales.

We will analyze the primary objections from prospective customers, and train on how to overcome them. This session will then explore alternative sales strategies employed to improve effectiveness and shorten the sales cycle. Closing strategies and techniques will be covered, along with how to follow-up after a presentation, and how not to. Discussion will include the power of a “proposal take back”. We will identify the sales situations appropriate for consultative selling versus feature-benefit selling.

*This program is part of the new Fundamentals of Maintenance Sales Certificate Program

Details

Date:
October 23, 2018
Time:
8:00 am - 12:00 pm CDT

Venue

MCA Construction Education Institute® – Burr Ridge
7065 Veterans Blvd.
Burr Ridge, IL 60527 United States
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