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Part 1: Riding The Generational Tsunami (1:25)

How to engage and sell to the different generations because one size does NOT fit all

• The shocking truth about what’s happening NOW (3:36)
• Selling to Boomers (9:50)
• Selling to Gen Xers (12:38)
• Selling to Millennials (16:56)
• How to incentivize and motivate a Millennial sales force (25:12)
• Key Takeaways and Action Items (46:36)

Part 2: Handling Price Sensitivity (50:42)

When to negotiate and how to stand firm without sacrificing your profit margins

• Your client likes your offer but wants a lower price…now what? (51:40)
• Key factors to consider BEFORE you start negotiating (53:00)
• The secrets to negotiating prices AND protecting margins (1:04:00)
• How to keep yourself in check (1:18:19)
• Addressing the big FEAR everyone has – losing a big client (1:20:55)
• Key Takeaways and Action Items (1:35:51)

Part 3: Getting Paid To Stand Out (1:39:40)

How to set yourself apart in a sea of competition and gain unbreakable client loyalty

• What actually drives client loyalty (1:40:39)
• Providing unparalleled value and landing a huge client (1:48:31)
• Being an expert and serving a Bull’s Eye Market (1:52:48)
• A formula which truly sets you apart and lands more clients (2:00:35)
• What you MUST provide your client (2:05:46)
• Key Takeaways and Action Items (2:06:25)