Home / Course catalog / CBFA 06 - Advance Agreements


Get this course

CBFA

CBFA 06 - Advance Agreements


Description
The mortar that holds your sale together and keeps you in control of the sales process.
Content
  • Advance Agreements
  • Advance agreements
  • Larry Lewis explains what an advance agreement is and why it is so important
  • Dr. Michael Pantalon on the importance of positioning the "No"
  • The pitfalls of not using advance agreements
  • Advance agreements help you maintain control of the sales process
  • Larry Lewis & Brian Quaranta explain the three elements of an advance agreement
  • Brian Quaranta explains how you set the AA at the end of your seminar
  • Larry Lewis explains the objective of the first scheduled appointment
  • Examples of advance agreements from beginning to end
  • Role-play: Brian Quaranta establishes an AA at the start of the first meeting
  • Role-play: Larry Lewis sets the AA at the start of the first appointment
  • Role-play: Another initial AA featuring Andrew Nida
  • Advance agreements transition you from one step in the sales process to the next
  • An advance agreement for subsequent appointments
  • Mike Weinberg on ending a sales call well by securing the next step
  • Larry Lewis explains how to set the advance agreement for the second meeting
  • Special situations - An advance agreement for beginners
  • FREQUENTLY ASKED QUESTIONS
  • FAQ - What if the # of seminar participants who schedule appointments declines?
  • FAQ - How can you use the advance agreement to get back on track?
  • The Commitment Step
  • The ultimate advance agreement (the commitment step)
  • The toughest selling decision you will ever face
  • Larry Lewis explains the importance of the commitment step
  • Regaining control of the sales process
  • MENTAL PREPARATION BEFORE EACH CALL
  • Mental preparation prior to the call
  • Jill Konrath on the best way to prepare for a sales call
  • Laugh at Dwight Schrute from "The Office" as he mentally prepares for a call
  • Jill Konrath on how pre-call preparation helps you control your emotions
  • Test Your Knowledge and Build Your Playbook
  • Quiz: Advance agreements
  • Build your playbook: The advance agreement for the initial scheduled meeting
  • Build your playbook: The advance agreement for subsequent appointments
Completion rules
  • All units must be completed
Back