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Rules of Engagement in Selling

Rules of Engagement in Selling

Quick Overview

Sometimes it seems like the prospects that you peg your hopes on aren't as good as you initially thought. Join us as sales expert, Walt Gerano brings us this session and explains the rules of engagement for dealing with prospects and how you can know that you have an engaged prospect or not. 


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Duration 1 hour
Location Online Webinar
Formats On-Demand
Instructor Walt GeranoWalt Gerano

Are you (or your producers) working on deals that are stuck? In many cases, the deals are not fully qualified and the salesperson is chasing a deal that will never close. Successful producers have guidelines for the types of businesses that are qualifiable and worthy of the effort to pursue and cultivate as a prospect. We call these the rules of engagement. When followed, these rules lead to more favorable outcomes, and much less time being wasted chasing prospects who can never be caught.

In this course, producers will learn:

  • 3 Questions salespeople must ask themselves to determine if a prospect qualifies
  • How to tailor your message for resonance and speak the prospect’s love language
  • Why following a stage-based sales process will help win more business
  • How to create the rules of engagement for your "closeable opportunity" 
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