What to Expect
- Expert Guidance: Learn from seasoned industry experts and trainers who bring a wealth of experience and practical knowledge to the table.
- Customizable Solutions: Our training series offers adaptable strategies that can be tailored to your specific sales team, ensuring maximum impact and results.
- Interactive Learning: Engage in hands-on exercises, workshops, and discussions that foster active learning and practical application of knowledge.
- Immediate Impact: The strategies and techniques taught in the series can be implemented immediately, enabling you to see tangible improvements in your sales performance.
Key Topics Covered
This Sprint Series gives you a deeper understanding of Pendulum Theory and the Negative Reverse, one of the most effective sales techniques when used with skill. Across three focused sessions, you’ll explore how to:
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Use the Negative Reverse to lower resistance, create honest dialogue, and build trust in early and mid-stage sales conversations
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Apply "going negative” to maintain control of the sales process, set clearer expectations, prevent “think-it-overs,” and handle them confidently when they happen
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Leverage “going negative” to surface hidden concerns and objections using the “Biggest Fear” technique, protecting deals from falling apart during the post-sale process
Each session gives you practical tools you can use right away to stay in control, navigate resistance, and keep deals moving forward with clarity and confidence.
The schedule for this series will be as follows:
December 3: How to Go Negative Without Being Negative
December 10: How to Go Negative to Build Rapport, Set Expectations, and Stay in Control
December 17: How to Go Negative to Prevent Problems Before They Start