2008 Teleconference Audio Programs
In the buyer's officeRoll Play - from 3/14/08 A role play with three people and commentary from among the scores around the world focusing on how to use language to move the buyer to a decision. Great fun yet very focused learning. You can use these skills immediately, and should listen to this CD on the way to any prospect meeting. Price: $75.00 Case Study - from 4/25/08 A case study in the buyer's office, with three "volunteers" trying to negotiate the shoals and reefs, and the remainder of the participants weighing in. What would you do? Price: $75.00 |
Reviewing the proposal with the buyerRoll Play - from 5/23/08 Learn what happens in very realistic role plays when the buyer has major and minor objections to the proposal. Through the interactions and ensuing discussions in real time, learn when to "hold" and when to “fold” and why we often get in the way of our own proposals. Learn the difference between prolonged haggling and a very quick acceptance on your terms. Price: $75.00 Case Study - from 6/27/08 Learn how our discussion group deals with a buyer who wants to involve a new human resources director, choose a more expensive option, but delay the start of the project. What is the ideal route through this jungle? Listen to what the group decides and to Alan’s resolution. Price: $75.00 |
Launching the projectRoll Play - from 7/25/08 Engage with Alan and the rest of the gang in a role play that my or may not threaten a large project with the best of intentions from the implementer. Can this be easily handled, or is it a potential deal-breaker? The answers will surprise you in a situation that has not doubt happened to you. Price: $75.00 Case Study - from 8/15/08 Learn how to handle a union/management difference of opinion on how best to implement your project, including whether to involve the buyer, whether to change the timing, and how much you should or should not alter your methodology. The answers might just surprise you. Price: $75.00 |
Mid-course correctionsRoll Play - from 9/26/08 Learn what happens when a project suddenly develop unforeseen issues, and apparently legitimate motive threaten to create havoc with a methodical plans. Learn how to deal with seemingly negative turns of events to build your relationship, assist the client, and create order from what seems like chaos. Price: $75.00 Case Study - from 10/24/08 Learn how to deal with an abrupt change in your client's situation, including environmental forces, which could derail you or make you a hero. What do you say when the client confronts you with new information and says, "You're the expert, what do we do now?" Price: $75.00 |
Repeat/referral businessRoll Play - from 11/21/08 Listen and learn from role plays in which consultants attempt to obtain repeat business and referral business from a pleased client, and find it hard to do. Experience to huge “traps” that Alan sets and bags otherwise unsuspecting referral-seekers. Use this CD to immediately improve your ability to increase this low cost of acquisition business. Price:
$75.00 Case Study - from 12/12/08 Experience four situations where you may or may not obtain referral or repeat business, and find out how our merry band of consultants in an 'open mike' environment performed. Learn how to handle any response in order to gain referral business. Price:
$75.00 |