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Event Listings for August 2014
August Special
Add to Calendar
08/05/2014 8:30 am
08/05/2014 10:30 am
August Special
August 5 & 12, 8:30 – 10:30 a.m. Conquering Cold Calls. Whether you are a salesperson responsible for business development or manage a team of salespeople, you know cold calls are a critical part of your prospecting plan. Even with the growth of LinkedIn tools, cold calls are inevitable and essential. However, most professionals hate them or claim they are ineffective. This two-part series will address the headtrash commonly associated with call reluctance, discuss best practices (getting past the gatekeeper, speaking to the correct contact, voicemail jail), and create a :30 pitch which will work every time. Participants will make LIVE cold calls to actual prospects (theirs and Book of Lists), debrief, and book appointments. Cold calls made NOW will generate appointments LATER which will ensure your 4th quarter is off to a great start. $149/person
August 15, 8:30 – 11:00 a.m. – Maximize LinkedIn. Learn how to effectively and efficiently use LinkedIn, the most powerful tool for proactive prospecting. Want to identify quality opportunities, pinpoint the decision maker, and then find someone within your network who can introduce you? Want to turn your cold calls into warm introductions? Then this session is for you and your sales team. An interactive session demonstrating how to incorporate these tactics into your prospecting plan utilizing examples in YOUR world. $149/person.
August 28, 8:30 a.m. – 5:00 p.m. – Foundations of Sales boot camp. In this full-day training, you and the team will learn together how to:
Ø Ask effective questions that help close the deal
Ø Quickly identify the decision-makers
Ø Uncover the true reasons people buy
Ø Eliminate unpaid consulting
Ø Shorten your selling cycle
Ø Generate more referrals – proactively
Ø Keep control of the sales process
Ø Effectively handle stalls and objections
Ø Stop giving away your profits by selling on price
Ø Nurture your client into an agreement
$900 for three events!
810 Gleneagles Court
Suite 103
Towson, MD 21286
lori.rogers@sandler.com
MM/DD/YYYY
8:30 am - 10:30 am
Suite 103
Towson, MD 21286
August 5 & 12, 8:30 – 10:30 a.m. Conquering Cold Calls. Whether you are a salesperson responsible for business development or manage a team of salespeople, you know cold calls are a critical part of your prospecting plan. Even with the growth of LinkedIn tools, cold calls are inevitable and essential. However, most professionals hate them or claim they are ineffective. This two-part series will address the headtrash commonly associated with call reluctance, discuss best practices (getting past the gatekeeper, speaking to the correct contact, voicemail jail), and create a :30 pitch which will work every time. Participants will make LIVE cold calls to actual prospects (theirs and Book of Lists), debrief, and book appointments. Cold calls made NOW will generate appointments LATER which will ensure your 4th quarter is off to a great start. $149/person
August 15, 8:30 – 11:00 a.m. – Maximize LinkedIn. Learn how to effectively and efficiently use LinkedIn, the most powerful tool for proactive prospecting. Want to identify quality opportunities, pinpoint the decision maker, and then find someone within your network who can introduce you? Want to turn your cold calls into warm introductions? Then this session is for you and your sales team. An interactive session demonstrating how to incorporate these tactics into your prospecting plan utilizing examples in YOUR world. $149/person.
August 28, 8:30 a.m. – 5:00 p.m. – Foundations of Sales boot camp. In this full-day training, you and the team will learn together how to:
Ø Ask effective questions that help close the deal
Ø Quickly identify the decision-makers
Ø Uncover the true reasons people buy
Ø Eliminate unpaid consulting
Ø Shorten your selling cycle
Ø Generate more referrals – proactively
Ø Keep control of the sales process
Ø Effectively handle stalls and objections
Ø Stop giving away your profits by selling on price
Ø Nurture your client into an agreement
$900 for three events!
President's Club: Making the Call Part I
Add to Calendar
08/05/2014 8:30 am
08/05/2014 10:30 am
President's Club: Making the Call Part I
Overcoming Call Reluctance and Making the Call Week One: Empower yourself to neutralize gatekeepers and vastly improve your confidence and ability to set sales appointments.
Sandler Training Center - Towson
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 10:30 am
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
Overcoming Call Reluctance and Making the Call Week One: Empower yourself to neutralize gatekeepers and vastly improve your confidence and ability to set sales appointments.
Foundations of Sales
Add to Calendar
08/05/2014 3:00 pm
08/05/2014 5:00 pm
Foundations of Sales
Investment: $625 per person. This class is broken up into 2 hour sessions over the course of 10 weeks. Attendees will reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients. Workshop attendees will be learning some of the most successful telephone sales strategies and communication tactics available today - techniques you can implement immediately to see real results.
810 Gleneagles Court
Suite 103
Towson, MD 21204
keith.daw@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Suite 103
Towson, MD 21204
Investment: $625 per person. This class is broken up into 2 hour sessions over the course of 10 weeks. Attendees will reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients. Workshop attendees will be learning some of the most successful telephone sales strategies and communication tactics available today - techniques you can implement immediately to see real results.
Executive Briefing
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08/06/2014 8:30 am
08/06/2014 10:30 am
Executive Briefing
This free seminar is designed for Business Owners, Executives, and Sales Leaders.
During the workshop you will learn:
•The three most common mistakes sales people make – and how to fix them
•How to sound different from all of your competitors
•How feature and benefit selling is actually costing you sales
•How to shorten your sales cycle
•How to get in front of more qualified prospects
No charge,but registration is required for this event.
Sandler Training Center - Towson
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
kdaw@sandler.com
MM/DD/YYYY
8:30 am - 10:30 am
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
This free seminar is designed for Business Owners, Executives, and Sales Leaders.
During the workshop you will learn:
•The three most common mistakes sales people make – and how to fix them
•How to sound different from all of your competitors
•How feature and benefit selling is actually costing you sales
•How to shorten your sales cycle
•How to get in front of more qualified prospects
No charge,but registration is required for this event.
Maximize LinkedIn
Add to Calendar
08/08/2014 8:30 am
08/08/2014 11:00 pm
Maximize LinkedIn
Learn how to effectively and efficiently use LinkedIn, the most powerful tool for proactive prospecting. Want to identify quality opportunities, pinpoint the decision maker, and then find someone within your network who can introduce you? Want to turn your cold calls into warm introductions? Then this session is for you and your sales team. An interactive session demonstrating how to incorporate these tactics into your prospecting plan utilizing examples in YOUR world.
$149 investment
Sandler Training Center - Towson
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5169
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 11:00 pm
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5169
Learn how to effectively and efficiently use LinkedIn, the most powerful tool for proactive prospecting. Want to identify quality opportunities, pinpoint the decision maker, and then find someone within your network who can introduce you? Want to turn your cold calls into warm introductions? Then this session is for you and your sales team. An interactive session demonstrating how to incorporate these tactics into your prospecting plan utilizing examples in YOUR world.
$149 investment
Maximize LinkedIn
Add to Calendar
08/11/2014 2:30 pm
08/11/2014 5:00 pm
Maximize LinkedIn
Learn how to effectively and efficiently use LinkedIn, the most powerful tool for proactive prospecting. Want to identify quality opportunities, pinpoint the decision maker, and then find someone within your network who can introduce you? Want to turn your cold calls into warm introductions? Then this session is for you and your sales team. An interactive session demonstrating how to incorporate these tactics into your prospecting plan utilizing examples in YOUR world.
$149 investment
108 E. Wheel Road
Suite 102
Bel Air, MD 21015
keith.daw@sandler.com
MM/DD/YYYY
2:30 pm - 5:00 pm
Suite 102
Bel Air, MD 21015
Learn how to effectively and efficiently use LinkedIn, the most powerful tool for proactive prospecting. Want to identify quality opportunities, pinpoint the decision maker, and then find someone within your network who can introduce you? Want to turn your cold calls into warm introductions? Then this session is for you and your sales team. An interactive session demonstrating how to incorporate these tactics into your prospecting plan utilizing examples in YOUR world.
$149 investment
President's Club: Making the Call Part II
Add to Calendar
08/12/2014 8:30 am
08/12/2014 10:30 am
President's Club: Making the Call Part II
Empower yourself to neutralize gatekeepers and vastly improve your confidence and ability to set sales appointments.
Sandler Training Center - Towson
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 10:30 am
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
Empower yourself to neutralize gatekeepers and vastly improve your confidence and ability to set sales appointments.
How to talk their language & Close more sales
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08/12/2014 10:45 am
08/12/2014 12:15 pm
How to talk their language & Close more sales
Ever find yourself in a situation where you said and did everything ‘just right’ but yet the prospect just didn’t seem to get it? Feel like you relate quickly with some people and not so much with others? Learn the psychology behind behavioral styles, yours and theirs, and how to observe and adapt to close more sales. Participants will be assessed via the Extended DISC system and instructed on how to utilize their style effectively while adapting to cues from clients and prospects, adapting to their style and greatly increasing their likely to make the sale.
$95 Investment
Sandler Training Center - Towson
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
keith.daw@sandler.com
MM/DD/YYYY
10:45 am - 12:15 pm
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
Ever find yourself in a situation where you said and did everything ‘just right’ but yet the prospect just didn’t seem to get it? Feel like you relate quickly with some people and not so much with others? Learn the psychology behind behavioral styles, yours and theirs, and how to observe and adapt to close more sales. Participants will be assessed via the Extended DISC system and instructed on how to utilize their style effectively while adapting to cues from clients and prospects, adapting to their style and greatly increasing their likely to make the sale.
$95 Investment
Foundations of Sales
Add to Calendar
08/12/2014 3:00 pm
08/12/2014 5:00 pm
Foundations of Sales
Investment: $625 per person. This class is broken up into 2 hour sessions over the course of 10 weeks. Attendees will reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients. Workshop attendees will be learning some of the most successful telephone sales strategies and communication tactics available today - techniques you can implement immediately to see real results.
810 Gleneagles Court
Suite 103
Towson, MD 21204
keith.daw@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Suite 103
Towson, MD 21204
Investment: $625 per person. This class is broken up into 2 hour sessions over the course of 10 weeks. Attendees will reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients. Workshop attendees will be learning some of the most successful telephone sales strategies and communication tactics available today - techniques you can implement immediately to see real results.
Management Class
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08/13/2014 8:30 am
08/13/2014 11:30 am
Management Class
Management programs often revolve around “ivory tower” concepts and theoretical contextual frameworks. Participants learn the “what,” “when,” and “why” behind management theories. They are left, however, with the burden of discovering how to put theory into practice in real-world situations.
The Sandler Management Solutions program brings both the “how” and the real world into the training room. The program emphasizes active skills training exercises and skills application specific to your actual goals and challenges and to your specific work environment.
Sandler management training enables you to become more effective by helping you develop, refine, and apply the skills necessary for success in your most demanding management situations. These areas include developing accurate and functional job profiles and identifying and hiring the best-fit candidates; supervising, coaching, training, and mentoring your people to attain greater levels of success and become more self-sufficient; helping your staff members align personal and professional goals with department and corporate goals; and planning and executing strategic growth initiatives for specific market segments, geographic territories, and targeted accounts.
As a Sandler-trained manager, you’ll not only understand what needs to be done, but you’ll be able to apply the skills you’ve developed…and get the job done efficiently and effectively.
Sandler Training Center - Towson
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5169
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 11:30 am
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5169
Management programs often revolve around “ivory tower” concepts and theoretical contextual frameworks. Participants learn the “what,” “when,” and “why” behind management theories. They are left, however, with the burden of discovering how to put theory into practice in real-world situations.
The Sandler Management Solutions program brings both the “how” and the real world into the training room. The program emphasizes active skills training exercises and skills application specific to your actual goals and challenges and to your specific work environment.
Sandler management training enables you to become more effective by helping you develop, refine, and apply the skills necessary for success in your most demanding management situations. These areas include developing accurate and functional job profiles and identifying and hiring the best-fit candidates; supervising, coaching, training, and mentoring your people to attain greater levels of success and become more self-sufficient; helping your staff members align personal and professional goals with department and corporate goals; and planning and executing strategic growth initiatives for specific market segments, geographic territories, and targeted accounts.
As a Sandler-trained manager, you’ll not only understand what needs to be done, but you’ll be able to apply the skills you’ve developed…and get the job done efficiently and effectively.
Management Class
Add to Calendar
08/13/2014 8:30 am
08/13/2014 11:30 am
Management Class
Management programs often revolve around “ivory tower” concepts and theoretical contextual frameworks. Participants learn the “what,” “when,” and “why” behind management theories. They are left, however, with the burden of discovering how to put theory into practice in real-world situations.
The Sandler Management Solutions program brings both the “how” and the real world into the training room. The program emphasizes active skills training exercises and skills application specific to your actual goals and challenges and to your specific work environment.
Sandler management training enables you to become more effective by helping you develop, refine, and apply the skills necessary for success in your most demanding management situations. These areas include developing accurate and functional job profiles and identifying and hiring the best-fit candidates; supervising, coaching, training, and mentoring your people to attain greater levels of success and become more self-sufficient; helping your staff members align personal and professional goals with department and corporate goals; and planning and executing strategic growth initiatives for specific market segments, geographic territories, and targeted accounts.
As a Sandler-trained manager, you’ll not only understand what needs to be done, but you’ll be able to apply the skills you’ve developed…and get the job done efficiently and effectively.
Sandler Training Center - Towson
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5169
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 11:30 am
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5169
Management programs often revolve around “ivory tower” concepts and theoretical contextual frameworks. Participants learn the “what,” “when,” and “why” behind management theories. They are left, however, with the burden of discovering how to put theory into practice in real-world situations.
The Sandler Management Solutions program brings both the “how” and the real world into the training room. The program emphasizes active skills training exercises and skills application specific to your actual goals and challenges and to your specific work environment.
Sandler management training enables you to become more effective by helping you develop, refine, and apply the skills necessary for success in your most demanding management situations. These areas include developing accurate and functional job profiles and identifying and hiring the best-fit candidates; supervising, coaching, training, and mentoring your people to attain greater levels of success and become more self-sufficient; helping your staff members align personal and professional goals with department and corporate goals; and planning and executing strategic growth initiatives for specific market segments, geographic territories, and targeted accounts.
As a Sandler-trained manager, you’ll not only understand what needs to be done, but you’ll be able to apply the skills you’ve developed…and get the job done efficiently and effectively.
Maximize LinkedIn
Add to Calendar
08/15/2014 8:30 am
08/15/2014 11:00 am
Maximize LinkedIn
Learn how to effectively and efficiently use LinkedIn, the most powerful tool for proactive prospecting. Want to identify quality opportunities, pinpoint the decision maker, and then find someone within your network who can introduce you? Want to turn your cold calls into warm introductions? Then this session is for you and your sales team. An interactive session demonstrating how to incorporate these tactics into your prospecting plan utilizing examples in YOUR world.
$149 investment
810 Gleneagles Court
Suite 103
Towson, MD 21204
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 11:00 am
Suite 103
Towson, MD 21204
Learn how to effectively and efficiently use LinkedIn, the most powerful tool for proactive prospecting. Want to identify quality opportunities, pinpoint the decision maker, and then find someone within your network who can introduce you? Want to turn your cold calls into warm introductions? Then this session is for you and your sales team. An interactive session demonstrating how to incorporate these tactics into your prospecting plan utilizing examples in YOUR world.
$149 investment
President's Club: Comfort Zone Part I
Add to Calendar
08/19/2014 8:30 am
08/19/2014 10:30 am
President's Club: Comfort Zone Part I
Breaking Through Your Comfort Zone Week One: Examine the self-imposed limits you've placed on your achievement and institute a plan for overcoming them.
Sandler Training Center - Towson
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 10:30 am
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
Breaking Through Your Comfort Zone Week One: Examine the self-imposed limits you've placed on your achievement and institute a plan for overcoming them.
Foundations of Sales
Add to Calendar
08/19/2014 3:00 pm
08/19/2014 5:00 pm
Foundations of Sales
Investment: $625 per person. This class is broken up into 2 hour sessions over the course of 10 weeks. Attendees will reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients. Workshop attendees will be learning some of the most successful telephone sales strategies and communication tactics available today - techniques you can implement immediately to see real results.
810 Gleneagles Court
Suite 103
Towson, MD 21204
keith.daw@sandler.com
MM/DD/YYYY
3:00 pm - 5:00 pm
Suite 103
Towson, MD 21204
Investment: $625 per person. This class is broken up into 2 hour sessions over the course of 10 weeks. Attendees will reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients. Workshop attendees will be learning some of the most successful telephone sales strategies and communication tactics available today - techniques you can implement immediately to see real results.
Sales and Leadership: Back To The Basics
Add to Calendar
08/20/2014 8:00 am
08/20/2014 2:30 pm
Sales and Leadership: Back To The Basics
An M&T Bank-sponsored event offers you an exciting opportunity for professional development. Event speaker Dave Mattson, CEO of Sandler Training and author of The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, will lead two sessions focused on key behaviors that you can adopt to improve your sales and leadership skills. Breakfast and lunch will be provided.
Robert H. Smith Business School--Baltimore Suite
801 W. Baltimore Street, Suite 100
Baltimore, MD 21201
lori.rogers@sandler.com
MM/DD/YYYY
8:00 am - 2:30 pm
801 W. Baltimore Street, Suite 100
Baltimore, MD 21201
An M&T Bank-sponsored event offers you an exciting opportunity for professional development. Event speaker Dave Mattson, CEO of Sandler Training and author of The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, will lead two sessions focused on key behaviors that you can adopt to improve your sales and leadership skills. Breakfast and lunch will be provided.
Stress Free Prospecting Series - Phone Camp, Session 2
Add to Calendar
08/25/2014 2:30 pm
08/25/2014 4:30 pm
Stress Free Prospecting Series - Phone Camp, Session 2
• Learn warm calling 2.0.
• Differentiate yourself from your competition in 15 seconds.
• Stop getting trapped in voice mail and have live conversations.
• Discover your “Head Trash” that’s costing you money.
• Leave voice mail messages that get returned.
• Understand the psychology to overcome Call Reluctance and develop the right mindset
• Interrupt and eliminate “salesy” patterns
• Make a referral call that gets results
• Make a “No-Pressure” Cold Call (How to engage & get past gatekeepers
Cost is $250 for Session 1 & 2!
Sandler Training Center - Bel Air
108 E. Wheel Road, Suite 102
Bel Air, MD 21015
410-569-8803
kmcdonell@sandler.com
MM/DD/YYYY
2:30 pm - 4:30 pm
108 E. Wheel Road, Suite 102
Bel Air, MD 21015
410-569-8803
• Learn warm calling 2.0.
• Differentiate yourself from your competition in 15 seconds.
• Stop getting trapped in voice mail and have live conversations.
• Discover your “Head Trash” that’s costing you money.
• Leave voice mail messages that get returned.
• Understand the psychology to overcome Call Reluctance and develop the right mindset
• Interrupt and eliminate “salesy” patterns
• Make a referral call that gets results
• Make a “No-Pressure” Cold Call (How to engage & get past gatekeepers
Cost is $250 for Session 1 & 2!
President's Club: Month in Review
Add to Calendar
08/26/2014 8:30 am
08/26/2014 10:30 am
President's Club: Month in Review
Month in Review: Summarize topics we discussed this month, review goals and plan for September.
Sandler Training Center - Towson
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 10:30 am
810 Gleneagles Court, Suite 103
Towson, MD 21286
410-339-5168
Month in Review: Summarize topics we discussed this month, review goals and plan for September.
Connecting Over Coffee
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08/27/2014 7:30 am
08/27/2014 9:00 am
Connecting Over Coffee
Once a month business development representatives gather together for the purpose of supporting one another, exchanging ideas and potentially business. 7:30-8:00 is open networking and from 8-9 we talk about strategies to open more doors and close more sales.
$10 in advance or $15 at the door
810 Gleneagles Court
Suite 103
Towson, MD 21204
keith.daw@sandler.com
MM/DD/YYYY
7:30 am - 9:00 am
Suite 103
Towson, MD 21204
Once a month business development representatives gather together for the purpose of supporting one another, exchanging ideas and potentially business. 7:30-8:00 is open networking and from 8-9 we talk about strategies to open more doors and close more sales.
$10 in advance or $15 at the door
Foundation of Sales Boot Camp
Add to Calendar
08/28/2014 8:30 am
08/28/2014 5:00 pm
Foundation of Sales Boot Camp
Investment: $625 per person. This clinic is designed to drastically reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients.
Workshop attendees will be learning some of the most successful telepone sales strategies and communication tactics available today - techniques you can implement immediately to see real results - FAST!
Sandler Training
810 Gleneagles Court
Suite 103
Towson, MD 21286
410-339-5168
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 5:00 pm
810 Gleneagles Court
Suite 103
Towson, MD 21286
410-339-5168
Investment: $625 per person. This clinic is designed to drastically reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients.
Workshop attendees will be learning some of the most successful telepone sales strategies and communication tactics available today - techniques you can implement immediately to see real results - FAST!
Prospecting Boot Camp
Add to Calendar
08/28/2014 8:30 am
08/28/2014 5:00 pm
Prospecting Boot Camp
Investment: $625 per person. This clinic is designed to drastically reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients.
Workshop attendees will be learning some of the most successful telepone sales strategies and communication tactics available today - techniques you can implement immediately to see real results - FAST!
Sandler Training
108 E. Wheel Rd. Suite 103
Bel Air, MD 21015
410-569-8803
keith.daw@sandler.com
MM/DD/YYYY
8:30 am - 5:00 pm
108 E. Wheel Rd. Suite 103
Bel Air, MD 21015
410-569-8803
Investment: $625 per person. This clinic is designed to drastically reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients.
Workshop attendees will be learning some of the most successful telepone sales strategies and communication tactics available today - techniques you can implement immediately to see real results - FAST!