Course curriculum

    1. Introduction

    2. Creating a Win/Win Environment

    3. The Lion’s Den

    1. What the Customer Expects

    2. What Makes the Customer Defensive

    3. How to Lower a Customer's Defensive Posture

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    1. Do’s and Don’ts

    2. Process Steps

    3. Guiding the Customer

    4. Understand the Impacts

    5. Generating Additional Revenue

    1. Understanding the Purpose

    2. How to Engage Customers

    3. Mastering Specific Steps

    4. How to Gather Information

    5. Ways to Navigate with the Customer

    6. Identifying Needs / Opportunities

    1. Proper Way to Prepare an Estimate

    2. What to Include or Exclude

    3. How an Estimate can Damage Your Approval Chances

    4. How to Engage Through the Presentation

    5. The Steps to a Successful Presentation

    1. Guiding the Customer

    2. Adding Value

    3. How the MPI Can Hurt You

About this course

  • $79.00 / month
  • 65 lessons

Discover your potential, starting today

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