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"Are They Really a Prospect?"
Webinar Featuring Tony Cole
The capacity to invest time, money and resources is critical when determining if a prospect is a qualified prospect. Too often sales people are faced with investment or money objections at presentation time because this step is skipped or ignored earlier in the sales process. This workshop will help you become more effective earlier in the sales process, so that you can shorten the sales cycle, eliminate stalls and “think it overs” at the closing table and close more business.
In this session attendees will learn:
- What is getting in the way of your gaining more commitments from prospects
- Specific questioning techniques to uncover your prospect’s commitment to find the time, money and resources to make a change
- Why it is essential that you have the money discussion before presenting any of your solutions and how to have that dialog with your prospect
About the Presenter:
An author and seasoned business consultant, Tony Cole has successfully coached thousands of people. He brings proven wisdom and expertise to companies nationwide, illustrating a parallel between army basic training, a no-excuses mentality and the accountability required for excellent performance in the corporate world. Tony graduated from the University of Connecticut with a degree in Education. A scholarship athlete, upon graduation Tony leveraged his experience to coach Iowa State University and University of Cincinnati athletic teams. He then spent more than 15 years in sales and sales management positions in the exercise equipment and insurance industries. This unique combination of coaching and selling led him to launch Anthony Cole Training in 1991, which builds sales cultures within organizations nationwide.
Linda & Tony Cole published their first book Resurrecting Anthony: A True Story of Courage & Destination in January, 2011.
There are a limited number of seats for each program, so be sure to register early!
Webinar hosting by Greenlight Collaboration - FREE TRIAL.
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Tony Cole
CEO
Anthony Cole Training Group
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