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BTA MPS Client Engagement Training Series
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1/15/2014 to 1/16/2014
When: 1/15/2014
Where: Missouri
United States

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Member Tuition: $795 for one attendee, $1,995 per dealership

Non-member Tuition: $1,225 for one attendee, $2,425 per dealership

Instructor: Mike Lecak, president, Collaborative Consultant Group

*BTA members may apply their $150 or $250 discount coupon received with their membership toward this workshop. Redeem your coupon upon registration by entering promo code: $150Coupon or $250Coupon.

The BTA MPS Client Engagement Training Series consists of six one-hour, Web-based courses designed to assist participants in the following:

  • Getting the appointment: The C-level challenge.
  • MPS value propositions: There are three. Do you know what they are?
  • Conducting the appointment: How to get to the high level and stay there. How to prepare for surprises.
  • The assessment: The most difficult piece of the puzzle. You will learn to navigate this critical and, often, most overlooked process. Learn where the margin holes are and how to avoid them.
  • The proposal: How to write an effective "executive-level document” designed to move the process forward to contract.
  • Deal implementation: It is a team game. Do you have all the right players involved and are they ready?
  • Client management: How to manage, optimize and refresh your MPS agreement so both you and your customer.
In addition to the six sessions, each attendee (or attending company) will receive three one-hour, one-on-one coaching sessions. During these sessions, you will work with the instructor on three of your specific accounts. You will take these opportunities through the sales process, from appointment through the assessment to the proposal and contract. You will have a chance to gain valuable insight while working on actual "live" prospects.

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