Course Catalog

Tons of Content – Lots of Value

Strategies

  • LASER™ Account Planning
  • LASER™ Account Mapping
  • LASER™ Call Planning
  • Target Account Identification
  • Compelling- Introductory Messages
  • NUMERAL™ Opportunity Analysis

Client Engagement

  • Complex Buying Processes
  • Opening & Closing the Room
  • Conversational Interrogation™
  • Handling Objections
  • Selling at a High Altitude
  • Presentation Concepts and Skills
  • Presenting Your Corporate Capabilities
  • Making the Case
  • Effective Negotiating

Client Engagement

  • Complex Buying Processes
  • Opening & Closing the Room
  • Conversational Interrogation™
  • Handling Objections
  • Selling at a High Altitude
  • Presentation Concepts and Skills
  • Presenting Your Corporate Capabilities
  • Making the Case
  • Effective Negotiating

Sales Coaching

  • The Performance Pyramid
  • The Top Gun Periodic Table of Performance™
  • The Role of a Coach
  • Coaching Skills and Tactics

General Selling Points

  • You Bring Value
  • The Sales Knowledge Architecture
  • Five Engagement Mistakes That Sales Pros Make
  • The ZEN of Consultative Selling
  • The Cardinal Sin of Self–Interest
  • The Selling Relationship Spectrum
  • Seven Reasons You Lose Deals You Should Win

General Selling Points

  • You Bring Value
  • The Sales Knowledge Architecture
  • Five Engagement Mistakes That Sales Pros Make
  • The ZEN of Consultative Selling
  • The Cardinal Sin of Self–Interest
  • The Selling Relationship Spectrum
  • Seven Reasons You Lose Deals You Should Win

Executive Briefs

  • CRM - Why Yours Might Not Be Working
  • How to empower vs. entangle
  • Five Critical Concepts to Drive Demand Generation
  • What they don't Tell you about Digital Marketing
  • Call Centers - The secrets to effective out-bound telesales and digital marketing
  • Selling Concepts for Non-Selling Professionals
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