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Closing the Big Deal Webinar Series (4 Webinars)
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11/30/2017 to 12/20/2017
When: November 30, 2017 | December 08, 2017 | December 14, 2017 | December 20, 2017
Where: Online Webinar
United States
Presenter: Ed Wallace & Jose Palomino
Contact: Chelsea May

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Webinar 1: Advancing Key Relationships 
Date: Thursday, November 30, 2017
Where: Online Webinar 

This webinar introduces The Relational Ladder®, a repeatable process for you to transform contacts into high performing relationships as a foundation for getting to a close. Ed Wallace will help you connect the achievement of your goals to this 5-step Relational Ladder process. 

Participants will learn:
  • How to identify, measure and advance important business relationships connected to real goals
  • Improved relationship skills—listening, proactive problem solving, building trust, and ensuring that a real personal connection is made with existing and new contacts
  • Supports a focus to become the top 1 or 2 provider for the account
  • Where they stand on the ladder based on their contacts’ behaviors 
  • How to locate the Relational GPS of every contact leading to deeper business relationships
  • At least one concept from this webinar that can be used immediately
Webinar 2: Great First Meetings
Date:  Friday, December 08, 2017
Where: Online Webinar

Every journey begins with a first step. This webinar helps participants understand how to effectively launch every business relationship. The ability to prepare and conduct business conversations with your clients and prospects is critical to your on-going business relationship. We call these conversations “targeted” because they require the ability to prepare and understand the goals and struggles that a client may be experiencing and then to conduct your interactions in away that continues to advance your credibility with the account.

Participants will learn: 
  • How important your credibility is when launching a new business relationship
  • Learn about “targeted conversations” and why this approach will distinguish you with clients
  • Plan for a targeted conversation by developing “credibility” advancing questions for the interaction
  • Apply a proven, 3-step process called ROC® that makes targeted conversations easy to conduct
  • Practice by developing a draft targeted conversation for your next client/prospect meeting
  • How targeted conversations will provoke lasting thought
Webinar 3:  Mapping a Negotiation Session for Larger Transactions
Date:  Thursday, December 14, 2017
Where: Online Webinar

This webinar introduces the Negotiation Quadrant™, a repeatable process for you to “game plan” in advance of a significant negotiation meeting—specifically for larger, long term opportunities. Value Prop Interactive’s CEO, Jose Palomino will help you plan for your significant follow-up meetings in a practical, simple and powerful process.

Participants will learn:
  • How to identify the real “asks” to make
  • How to prepare in advance for likely buyer requests
  • How to develop a “trading value” strategy to advance relationships and success
  • How to plan for likely objections
  • Why this approach can be used for every significant,large opportunity
Webinar 4: Closing the Sale before the Last Meeting
Date:  Wednesday, December 20, 2017 
Where: Online Webinar 

With strong relationships and with a carefully executed negotiation and objection handling plan, it remains for the sales professional to actually close the big deal. This webinar helps participants understand how to effectively prepare and make sure that buyer concerns are fully addressed before the last “closing meeting.” Mastering this process of “closing before the close” will ensure that sales efforts aren’t wasted on a deal that’s just not ready to close yet. Further, this process will help sellers advance an opportunity and connect with buyers’ concerns in a way that enhances rapport and builds trust. Most every large purchase requires the buyer to be confident about five specific things about the offer:
  • Does this company (yours) align with us?
  • Does this purchase make financial sense (not just cost)?
  • Does this purchase meet our needs? 
  • Is this the best we can do in this category?
  • Is this a “safe” purchase to make?
Participants will learn;
  • Ways to assess the real likelihood of closing a specific deal
  • How to overcome misalignment before the “big meeting"
  • Apply a five-step checklist on any opportunity to avoid being “blindsided” at the last minute of a significant deal