Are Your Prospects Controlling the Sales Process?
You have a strong product or service. Your team knows what they’re doing. Yet good opportunities still stall, prospects disappear, sales cycles drag on, and too many conversations end with “let me think about it.”
If that sounds familiar, the problem may not be your people — it may be the system they’re using.
During this interactive workshop, we’ll explore what really happens in the Buyer-Seller Dance and why traditional selling behaviors can unintentionally give prospects control of the sales process.
- Prospects seem interested — then disappear
- Salespeople spend too much time chasing opportunities that never close
- Proposals and expertise are given away without real commitment
- Discounting becomes the easiest way to move a deal forward
Those are directly grounded in the Wimp Junction/Buyer-Seller Dance material you're actually teaching: gathering information, committing to nothing, hiding/chasing, and the salesperson defaulting to the prospect's system.
What You'll Discover
A different way to approach sales conversations, one that puts you and the buyer on equal footing.
Why Traditional Selling Breaks Down
Most salespeople have been taught to present, persuade, follow up, overcome objections, and keep pursuing the opportunity.The problem? Buyers have learned how to respond to that system.
During this workshop, you'll see how common selling behaviors can actually make it easier for prospects to take control — leaving salespeople chasing answers instead of leading the process.
You'll explore how to:
✓ Recognize the Buyer-Seller Dance before you're trapped in it
✓ Stop giving away expertise without commitment
✓ Have more honest conversations about whether an opportunity is real
✓ Establish clear next steps instead of endless follow-up
You'll leave with practical ideas you can immediately apply to your next sales conversation — whether you're the business owner, leading the sales team, or selling yourself.
Ready to Join Us?
Join business owners and sales leaders for an interactive THRRIVE Sandler Workshop.
Upcoming Workshops
Join us in person in the Pittsburgh area or live online.
SEPTEMBER
September 8 • September 15 • September 17 • September 22
OCTOBER
October 13 • October 15 • October 20 • October 22
Select your preferred date and format when you register.
About Your Trainer
Charity Kimes
President, THRRIVE LLC | Sandler
Charity Kimes works with business owners, sales leaders, and sales professionals to build stronger, more consistent sales organizations.
Through THRRIVE and Sandler, she helps organizations address the behaviors, processes, and systems that can hold back sales performance, from inconsistent prospecting and stalled opportunities to lengthy sales cycles and difficulty converting opportunities into business.
Her approach is practical, interactive, and focused on helping leaders and their teams identify what's getting in the way of growth and what they can do differently.