ONLY A FEW SPACES REMAINING

Limited Attendance Immersion Program

Rockville, Maryland - suburban Washington DC  - Early Registration available until Deember 30

• Do Opportunities take forever to close?
• Are you giving away too much free advice?
• Do clients see you as selling something, or helping them solve challenges?

Become Outrageously Successful Targeting and Winning Business. Discover How To:

• Reverse the buyer-seller dynamic
• Earn your better than fair share of referrals
• Increase average deal size
• Improve win-rates
• Stop giving free consulting

Who Should Attend

• Professional services partners and executives
• B2B or B2G sales professionals
• Sales leaders
• Executives who want to regain margins and grow revenue

What others have to say about Selling MBA

"We realized a 3-1 ROI on Selling MBA within months."

"We closed a deal the first week without discounting.  This program pays for itself many times over."

"Ian has an ability to make complex concepts easy to learn and apply."

"We know stand head an shoulders above our competitors.  Thanks!"

The Selling MBA system is a step-by-step, integrity-based system to shorten sales cycles, grow average deal size, and accelerate finding the truth in complex selling situations.

Selling MBA Participants Discover 5 Things that Grow Revenue:

1. Why buyers buy, and how to keep our message on target
2. Which opportunities are ripe for the picking, and which ones are rotten
3. How to minimize time and money wasted on deals that will never happen
4. How to reverse the buyer-seller dynamic
5. How to ensure your message does not fall on deaf ears

What if you could spend less and close more business? Selling MBA gives you the system, skills, practical exercises, and hands-on support to sharpen your focus and know which prospects have earned your attention, and which ones have not. You just might realize life-changing results.

It's Pre-Season Training for Revenue

Just like top athletes, top executives, entrepreneurs, and professionals attend “spring training” each year to hone their skills. Goal oriented professionals constantly take their game to the next level. Most of our clients have already realized some success – Ian helps you become outrageously successful targeting and winning business.

Practice Makes Permanent

Reinforcement is critical for success. Practice makes permanent. Sticking to that principle, the Selling MBA class is one part of the program.  Selling MBA attendees also have the option to enroll in  follow-on activity and interaction to reinforce concepts, address challenges, and deliver results. It takes extra time and effort from each of us, but it is worth the investment of our time to become outrageously successful targeting and winning business.

Registration Information

• Investment: $1,295 per student or $995 if you register and pay by December 30, 2011
• Breakfast and Lunch included. Please let us know any special dietary requirements such as "my doctor says I have to eat lobster at lunch..."  (You can ask)

Agenda

• How times have changed, and why previous methods do not work
• Current research that validates the Selling MBA approach
• Define how and why today’s customers make decisions
• Discover how to avoid deals that result in a non-decision
• Reverse the buyer-seller dynamic
• Target to win using DIG
• Strategic Account Targeting
• The Selling MBA methodology, step-by-repeatable-step
• Selling MBA tactics to control the conversation
• Specific role play with real-world situations