Navigating the Closing Process (1 CPE)


A major part in negotiating your terms is effectively navigating the decision-making process.  Nothing is worse than investing a lot of time into a prospect and then not winning the deal because of a surprise at the very end.  Identifying the decision-makers and their process takes a lot of those surprises away along with actually giving you the tools to navigate the process quicker and more efficiently.


*This course qualifies for 1 Communications & Marketing CPE credit.


See the description below for additional information on this course.





Learning Objectives:

  • Define the 4 things to know about the decision-making process
  • List the 4 main players you could deal with a new business opportunity
  • List the 7 personas that you could deal with a new business opportunity
  • Determine the best personas to help in your sales process
  • Determine the worst personas involved an opportunity



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