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here to return to previous page
Click
here for dates, location, pricing and other details
Click here to
read some testimonials from Charlie Greer's Sales Survival School  "I
cannot say enough good things about what has happened to me.
It was a life
changing experience. I just
did what I was told to do and my sales literally doubled! It cannot be any
more clear for me. Charlie Greer's [Sales Survival School] gave me proven results, and my
company greatly appreciates it!" (9 months later!)
(G.K., Salesman, Milwaukee, WI)
"Just wanted to drop you a note and say thanks. Yes I'm
still working for the same company. I found out today that I am number
three nation-wide on the ILS Year-to-Date Service Technicians Revenue Board! I think a lot of these figures come back to what
you taught me about add-ons and upgrades in the Sales Survival School class a
year ago. Thanks for all your help, Charlie."
(B.G.,
Service Tech, NY)
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DAILY AGENDA |
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DAY ONE:
8:00 a.m.- Noon
First Videotaped
Individual Coaching Session
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These Schools are not a
bunch of good “shows” where you can sit back and daydream without applying
yourself.
One-half of every
single day is spent practicing techniques to close sales and overcome
objections. Everyone is required to participate. The result of this is at
everyone who attends the School is able to start using their newfound
knowledge on the very first call they run when they return to the job.
Attendees have the
option of having their individual performances recorded on video. The video
is excellent, because the camera refuses to lie to make you look better than
you actually are. We all project a multitude of non-verbal cues, which the
camera picks up. Just seeing how they look to others makes attendees better
communicators.
In this first session,
Charlie Greer provides coaching as we establish a "baseline" by video taping
everyone’s responses to:
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"Why
should I buy from you?"
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"I want to think it over"
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"Your price is too high!"
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"I can get this cheaper elsewhere!"
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"I want to get other bids!"
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“I have to talk it over with my husband, wife
or some other higher authority!”
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DAY ONE:
1:00 p.m.- 5:00 p.m.
Classroom Training |
Topics covered this
first day of class are:
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DAY TWO:
8:00 a.m.- Noon
Second Videotaped
Individual Coaching Session |
Attendees are provided
with, and trained on how to use, written, scripted responses to objections.
Their nightly homework
assignment is to familiarize themselves with them overnight and be able to
recite them in a role-playing setting the next morning. Every morning they
are videoed using these techniques in role-playing sessions as they receive
Charlie Greer’s personal coaching. |
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DAY TWO:
1:00 p.m.- 5:00 p.m.
Classroom training |
Topics covered are:
- More responses to the “Price Objection”
- The “’I need to think it over’ Objection”
- The “I need to talk to my husband, wife or some other vague higher
authority” Objection
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DAY THREE:
8:00 a.m.- Noon
Third Videotaped
Individual Coaching Session |
The video taping is tough, but most
participants said that, once they got used to the camera, it was definitely
the best part of the "School."
These sessions provide you with a total of
about one hour of one-on-one coaching and instruction with Charlie Greer. |
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DAY THREE:
1:00 p.m.- 5:00 p.m.
Classroom Training |
Topics covered:
- The steps to running a call
- “Up-selling”
- Selling “add-ons”
- Selling service agreements
- The “’If it ain’t broke, don’t fix it’ Objection”
- The “’I want to get other bids’ Objection.”
"Even if I would've
walked away the first day
I bet my sales would have gone up 25%."
(T. K., Service Technician, St. Paul, MN
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DAY FOUR:
8:00 a.m.- Noon
Final Videotaped
Individual Coaching Session |
This final video taping
session also serves as the “final exam” for the course.
The videos are recorded
on DVD and become the property of the attendees, providing them with a video
record of their daily individual coaching sessions with Charlie Greer. |
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DAY FOUR:
1:00 p.m. - 5:00 p.m.
Classroom Training |
Topics covered:
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NOTE: |
The final class runs until 5:00 p.m. Do
not plan on leaving early or you’ll miss out! |
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What to
bring: |
Calculator, your presentation book, your price book,
paper, pen and pencil. |
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Dress
code: |
Company uniform or Business Casual. Button-down shirt and long pants.
No shorts or t-shirts. |
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Participants are responsible for their own dinner.
Participants are responsible for making their own hotel and travel arrangements.
Click
here to return to previous page
Click
here for dates, location, pricing and other details
Click here to
read some testimonials from Charlie Greer's Sales Survival School
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