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Dale Carnegie Sales Training: Winning with Relationship Selling

To win in business, it is not about the sale. It’s about the relationship.
By approaching your clients with the right attitude and focusing on their success as opposed to just your own, you will make a connection based on mutual respect and trust.

About This Course

In Dale Carnegie Sales Training: Winning with Relationship Selling, learn how to build productive relationships built on reciprocal trust that comes from established credibility and a mutual understanding of value. These relationships happen when the seller can demonstrate a genuine comprehension of the client’s world—their real needs—based on asking powerful questions and listening skills that identify opportunities and challenges and uncover unknown or unexpressed requirements. In an environment where the seller can’t always win on price, it’s important to be focused on the real customer wants and needs that will ensure mutual success. Dale Carnegie's proprietary Sales Model and Process is adaptable within any sales culture and fits any salesperson’s style. You should treat sales like you treat other relationships. It’s give and take, with a heavy emphasis on give!

Course Objectives | Why You Want to Learn It | What You Can Expect During The Course | How It Will Help You | Who Should Attend | Duration | Course Brochure | The Dale Carnegie Methodology

What You’ll Learn

Many salespeople and their organizations have pivoted to a virtual selling model or blended model with a combination of in-person and virtual meetings. While the psychology of the process stays the same, different delivery styles are often needed. This course covers both leading practices in virtual selling as well as in-person.

Selling in today’s complex and volatile world is brutal, as the competition is always nipping at your heels. The advantage you had yesterday may be gone today. Additionally, customers, who have become more informed, have higher expectations, and greater power through their ability to share their experiences with the world and learn from others via the Internet and social media.

If your approach is insincere or inappropriate, and/or if you fail to build the necessary relationships with your target audience, you can wave your quota goodbye! Unsuccessful salespeople focus on trying to get the sale at any cost by trying to figure out what to say or do to get the prospect to buy. Successful salespeople know that when they try honestly to see things from the prospect’s point of view, that they can provide insight and a unique solution are focusing on building a mutually beneficial relationship, not just one sale.

While it is true that selling has changed dramatically over the past few decades due to customer knowledge, globalization, technology, the internet, etc., what hasn’t changed over thousands and thousands of years is how people buy. To decide to buy, the seller has to go through five distinct mental processing steps. A skilled professional understands the psychology of this process (Connect-Collaborate-Create-Confirm-Commit) and is thereby able to facilitate—not manipulate— the process. A thorough understanding of this process helps the salesperson stay out of the way to allow a client to buy.

 

Course Objectives

The Dale Carnegie Sales Training: Winning with Relationship Selling course equips you to:

1. Create and demonstrate sales strategies that facilitate the buying process through relationship-oriented techniques.

2. Use methods to establish a connection with customers to gain access and establish trust.

3. Construct solutions in collaboration with customers while offering insights and establishing value.

4. Apply the Dale Carnegie Sales Model to eliminate objections and minimize the need for negotiation.

5. Employ proven techniques to maintain customer relationships and encourage repeat business.

Why you want to learn it

When customers have completed 70% of the buying process or can complete many online purchases without ever engaging with a single salesperson, traditional sales tactics simply no longer work. Your customers are the personification of the empowered consumer, knowledgeable beyond the need for basic information. You need a relationship-selling approach that leads to a profitable relationship.

 

What You Can Expect During the Course

Discover: Discover the unique value you bring to your customers as a professional salesperson – You. Along with the skillset to achieve your desired performance change, you will strengthen your mindset to sustain your performance change.  

Expect Thoroughly Trained Trainers: The participants in Dale Carnegie Sales Training: Winning with Relationship Selling are made up of a spectrum of experience from people new to sales to veterans retooling their skills. Psychological Safety is emphasized to create a safe place to try out new skills and ideas. The trainers are highly vetted and undergo intense training that is ISO9002 certified to achieve consistent results globally. While part of a global organization, they are connected to your local culture, customs and language. As a bonus, all Dale Carnegie Sales Trainers are successful salespeople and add their credibility and experience to yours.

Expect Breakthroughs: Each time a new tool is introduced, it is demonstrated and practiced the ‘right’ way and coached in the moment before moving it out into your sales practice. Once a tool has been tested with customers and others, the group holds itself accountable by reporting back on what did or did not work. This fascinating approach makes it possible for everyone to learn from each other’s efforts.  By experiencing a series of successful attempts with positive reinforcement, habits are changed, and new skills are ingrained.

How it will help you

By mastering a relationship-based selling approach, you can offer your customers value they can’t find on the Internet: You! And you position yourself for long-term partnerships that bring positive outcomes for all parties. As a result, you can expect:

-Increased sales

-Cross-selling and upselling opportunities

-Proven success backed up with testimonials

-Ways to incorporate leading practices in virtual selling as well as in-person

-Greater customer loyalty, which equates to more repeat sales

-Lower costs of sales, as it is far less expensive to keep a current customer than acquire a new one

-Discovery of more opportunities for sales

-Better customer satisfaction by being better able to meet their wants and needs

-More effective prospecting

-More sharing of information between buyer and seller can lead to co-creation of value and innovation for the company in terms of new solutions

 

Who Should Attend

Sales professionals who are willing to invest their time and are open to coaching to build their skills at any stage of their career.

 

Duration

Dale Carnegie Sales Training: Winning with Relationship Selling is designed to meet a variety of schedules, time frames, and preferences. There is a standard 8-session program in-person, live online or a hybrid Learn From Anywhere blended option. There is also an immersion experience of 3 in-person days. Please check your local Dale Carnegie office for schedules. Find a Location > 

Supplemental Resources

Course Brochure


Closing the Sale by Building Customer Relationships

Principles from How to Win Friends and Influence People show you how to influence others to support your vision. Discover 9 techniques for enhancing relationships, and fundamental techniques for becoming a respected leader. Tips for handling criticism and stress set you free to move forward with new ideas and stronger partnerships. Read More > 

The Dale Carnegie Methodology

The Dale Carnegie® methodology is time-tested with thousands of testimonials attesting that it works. From the very start, on an individual level, you will set stretch goals and with the support of the social learning environment, the ‘in-the-moment’ coaching by the highly trained facilitator(s), the accountability to commitments, progress will be visible to yourself and others. In the Dale Carnegie® methodology, we focus on building strengths to overpower our weaknesses. We believe that everyone has inherent greatness, and it simply needs to be identified and nurtured.

 

Features

What is eVolve?

eVolve is a transformational learning platform designed to build skills through experience, social collaboration, practice and application in the real world. eVolve is the only online learning platform to harness the time-tested principles of Dale Carnegie and the unique training methodology that creates performance change. In courses elevated by the eVolve learning platform, you will connect with your trainer and peers before, during and after the course and unlock digital content to supplement your learning journey. Sustain and sharpen your skills with 12 months extended access.

 

What does Learn From Anywhere mean?  

Courses with the Learn from Anywhere option allows you to select where you are most comfortable learning; in the training room or live online. You choose how you would like to attend, session to session. Don’t let your schedule get in the way of advancing your career or your personal improvement. With Dale Carnegie Learn from Anywhere, you can now experience our programs in a truly flexible format. Join live online one week and in person the next. You control how you want to attend. Whether in person or live online, your experiences are the same. Learn through the same trainer, alongside the same classmates, and grow with the same content experience regardless of location. (Group size must be maintained for optimal experience. Subject to approval by Trainer.)

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+39 02 2056991
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Windsor, ON | HYBRID PROGRAM ACCEPTING BOTH IN PERSON AND LIVE ONLINE ATTENDEES , N8W 5K5
800.463.6732
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Windsor , ON | HYBRID PROGRAM ACCEPTING BOTH IN PERSON AND LIVE ONLINE ATTENDEES , N8W 5K5
800.463.6732
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Sacramento, CA
Dale Carnegie Training Center
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North Charleston, SC
Dale Carnegie SC
4055 Faber Place Drive
Suite 100
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Alameda/Oakland, CA
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2201 Harbor Bay Pkwy
Training room
Alameda/Oakland, CA , 94502
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8:30 AM - 4:30 PM
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Alameda/Oakland, CA
Oakland
2201 Harbor Bay Pkwy, Training Room
Alameda/Oakland, CA , 94502
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8:30 AM - 4:30 PM
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Randburg
257 Jan Smuts Ave
Dunkeld West
Randburg, GAUTENG , 2196
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Mar 30 - Apr 1
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7:30 AM - 3:30 PM
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Alameda/Oakland, CA
Oakland
2201 Harbor Bay Pkwy, Training Room
Alameda/Oakland, CA , 94502
5102924221
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7:30 AM - 3:30 PM
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Calgary, AB
Calgary Training Center
#760 - 999 8th Street SW
Calgary, AB , T2R 1J5
4032655344
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8:30 AM - 4:00 PM
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Auckland, AUCKLAND
NZ Marine Board Room
85 Westhaven Drive
Westhaven
Auckland, AUCKLAND , 1010
0800 328 7246
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West Des Moines , IA
Dale Carnegie Training - West Des Moines
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West Des Moines , IA , 50266
6413730647
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Ville de Québec, QC
Hôtel Québec Inn
7175. boul. Wilfrid-Hamel Ouest
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Ville de Québec, QC , G2G 1B6
(418) 204-0785
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May 19
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Apr 11 - Apr 13
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8:00 AM - 4:00 PM
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Long Beach, CA
North-West College
3799 E. Burnett St
Long Beach, CA , 90815
562-726-2720
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Apr 13 - Apr 15
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8:30 AM - 5:00 PM
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Scottsdale, AZ
Dale Carnegie
7373 N. Scottsdale Road, Suite A216
Scottsdale, AZ , 85253
(602) 954-8044
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Apr 13 - Apr 27
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BURNABY, BC
Metrotower I
4710 Kingsway
BURNABY, BC , V5H 4N2
6042995115
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Apr 18 - Apr 20
Time (EST)
8:00 AM - 4:00 PM
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West Caldwell, NJ
West Caldwell, NJ
1140 Bloomfield Avenue
Suite 109
West Caldwell, NJ , 07006
973-890-0909
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Apr 20 - Apr 22
Time (EAST)
9:00 AM - 5:00 PM
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Kenmore, QLD
The Kenmore
841 Moggill Rd
Kenmore, QLD , 4069
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Apr 20 - Jun 8
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12:00 PM - 3:00 PM
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Omaha , NE
In-Person Training
TBD
Omaha , NE , 68007
6128890589
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Apr 25 - May 9
Time (EST)
8:00 AM - 4:00 PM
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Camp Hill, PA
McKonly & Asbury
415 Fallowfield Road
Camp Hill, PA , 17011
800.296.2188
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May 6 - May 20
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Marseille, REGION SUD
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Marseille, REGION SUD , 13008
+33 491 530 530
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May 11 - May 25
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Amsterdam, DOWNTOWN
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Woodland Corporate Tower
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Suite 140
In Person_ Downers Grove, IL , 60515
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May 11 - Jun 29
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Hauppauge, NEW YORK
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Wien
Wien
Wien, WIEN , 1030
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Dale Carnegie Tampa Bay Training Center
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May 26 - Jun 30
Time (BRT)
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Natal, RN
Dale Carnegie
Training
Leticia Melo
Natal, RN , 60150-161
+55 (84) 99938-5759
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May 27 - Jul 8
Time (JST)
9:00 AM - 6:00 PM
Location
Face to Face (Classroom), LANGUAGE: JAPANESE
Face to Face (Classroom)
東京都港区赤坂2-19-8 赤坂2丁目アネックス5階 〒107-0052
Akasaka 2-chome Annex 5F 2-19-8 Akasaka, Minato-ku, Tokyo 107-0052
Face to Face (Classroom), LANGUAGE: JAPANESE , 場所: 東京 Tokyo
03-4563-1963
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Jun 2 - Jun 16
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Location
Orléans, Centre-Val de Loire
Dale Carnegie Training
5 rue de la Bourie Rouge
Orléans, Centre-Val de Loire , 45000
02 38 65 43 10
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Jun 7 - Jun 9
Time (CET)
8:00 AM - 5:00 PM
Location
Milano, LOMBARDIA
Sede Dale Carnegie Italia
Milano
Milano, LOMBARDIA , 20100
+39 02 2056991
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Time (GMT)
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Lancaster Terrace
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Jun 14 - Jun 16
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8:00 AM - 4:00 PM
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Princeton, NJ
Dale Carnegie of Central & Southern NJ
500 College Road East
Suite 210
Princeton, NJ , 08540
(609) 631-0500
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Jun 15 - Jun 17
Time (PST)
8:00 AM - 4:00 PM
Location
Santa Ana, CA
Dale Carnegie of Orange County
1805 East Dyer Road, Suite 109
Santa Ana, CA , 92705
949-833-3253
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Jun 15 - Aug 3
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12:00 PM - 3:30 PM
Location
Sioux City , IA
Sioux City
TBD
Sioux City , IA , 51054
319.331.2620
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Jul 13 - Jul 15
Time (PST)
7:30 AM - 3:30 PM
Location
Alameda/Oakland, CA
Oakland
2201 Harbor Bay Pkwy
Training room
Alameda/Oakland, CA , 94502
5102924221
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Jul 14 - Jul 28
Time (EST)
7:30 AM - 4:00 PM
Location
Greensburg, PA
TBD
TBD
Greensburg, PA , TBD
412-471-3500
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Date
Jul 19 - Jul 21
Time (EST)
8:00 AM - 4:00 PM
Location
West Caldwell, NJ
West Caldwell, NJ
1140 Bloomfield Avenue
Suite 109
West Caldwell, NJ , 07006
973-890-0909
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Jul 20 - Jul 22
Time (PST)
7:30 AM - 3:30 PM
Location
Los Angeles, CA
Los Angeles
TBD
Los Angeles, CA , TBD
8774523253
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Aug 1 - Sep 26
Time (PST)
5:00 PM - 8:30 PM
Location
Santa Ana, CA
Dale Carnegie of Orange County
1805 East Dyer Road, Suite 109
Santa Ana, CA , 92705
949-833-3253
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Honolulu, HAWAII
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650 Iwilei Road, Suite 201-B
Honolulu, HAWAII , 96817
808-538-3253
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Aug 3
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Aug 15 - Aug 17
Time (CST)
7:00 AM - 4:00 PM
Location
In Person-Downers Grove, IL
In Person
1333 Butterfield Road
Suite 140
In Person-Downers Grove, IL , 60515
630-390-6050
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Date
Aug 24 - Aug 26
Time (NZST)
8:30 AM - 4:00 PM
Location
Auckland, AUCKLAND
NZ Marine Board Room
85 Westhaven Drive
Westhaven
Auckland, AUCKLAND , 1010
0800 328 7246
Kickoff
Aug 15
Sustainment
Oct 18
Event Details
Date
Aug 24 - Aug 26
Time (PST)
7:30 AM - 3:30 PM
Location
San Diego, CA
San Diego
2831 Camino Del Rio South, Suite #202
San Diego, CA , 92108
6194886488
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Sep 7 - Sep 9
Time (EAST)
9:00 AM - 5:00 PM
Location
Kenmore, QLD
The Kenmore
841 Moggill Rd
Kenmore, QLD , 4069
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Date
Sep 21 - Sep 23
Time (PST)
7:30 AM - 3:30 PM
Location
Alameda/Oakland, CA
Oakland
2201 Harbor Bay Pkwy
Training room
Alameda/Oakland, CA , 94502
5102924221
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Date
Oct 6 - Oct 20
Time (U)
9:00 AM - 5:00 PM
Location
Orléans, Centre-Val de Loire
Dale Carnegie Training
5 rue de la Bourie Rouge
Orléans, Centre-Val de Loire , 45000
02 38 65 43 10
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Oct 11 - Dec 6
Time (EST)
5:00 PM - 9:30 PM
Location
Cranberry Twshp, , PA
Hyatt Place
36 Emeryville Drive
Cranberry Twshp, , PA , 16066
4124713500
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Oct 14 - Oct 16
Time (CST)
9:00 AM - 5:00 PM
Location
Shanghai, SHANGHAI
Shanghai
Room 10010, building 1, No. 335 Guoding Road, Yangpu District, Shanghai
Shanghai, SHANGHAI , 200092
+86-021-33626788
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Oct 24 - Oct 26
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St. Louis, MO
Dale Carnegie St. Louis
1600 S. Brentwood Blvd.
Suite 210
St. Louis, MO , 63144
314-439-8090
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Date
Oct 26 - Dec 21
Time (PST)
5:00 PM - 9:30 PM
Location
Santa Ana, CA
Dale Carnegie of Orange County
1805 East Dyer Road, Suite 109
Santa Ana, CA , 92705
949-833-3253
Event Details
Date
Nov 2 - Nov 4
Time (PST)
7:30 AM - 3:30 PM
Location
Alameda/Oakland, CALIFORNIA
Oakland`
2201 Harbor Bay Pkwy
Training room
Alameda/Oakland, CALIFORNIA , 94502
6505913253
Event Details
Date
Nov 9 - Nov 11
Time (PST)
8:30 AM - 4:30 PM
Location
San Diego, CA
Dale Carnegie of San Diego
2831 Camino Del Rio South
#202
San Diego, CA , 92108
6194886488
Event Details
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