and money for sales training are big concerns for any business.
Still, your company’s ability to compete effectively is directly
related to its commitment to well-trained sales force. Our training
“By the Slice” workshops focus on the skills
required for intangible, consultative selling. Each “Slice”
is an individual training module delivering a big impact in a short
time period (2 hours to a full day).
Training “By The Slice”
What does it take to be a successful sales person? Continuous, effective,
and efficient prospecting. Unfortunately, a lot of time is spent chasing
dead-end leads. Why? Because sales people don’t take the time
to plan this fundamental activity. They don’t pre-qualify, they
don’t know who the decision-makers are, and they don’t understand
the prospect’s real need for the product. In this half-day session
learn proven techniques to find new business or new revenue streams
from existing clients. Understand the importance of networking. Learn
how to use the Internet as the key to unlock hidden information. Learn
how to use this information to get appointments with decision-makers.
Then practice how to get that appointment with the person who writes
The Consummate Sales Consultant
Consultative selling may sound like a buzz phrase, but the truth is
– it works! Great sales people don’t have the “gift
of gab”, they have they “gift of listen”. In this
half-day course you will understand the importance of a great client
needs analysis. A listening assessment will be given to pinpoint how
to improve this essential skill. Learn to ask the right questions by
probing. Finally, decide if and how your product will solve the prospect’s
challenges. A customized client needs analysis will be developed for
your industry based on actual scenarios.
This course is designed for industries that provide advertising and
promotional products. More than just Marketing 101, in this half-day
workshop participants will understand how to work with a customer to
define their specific marketing objectives. The end result will be formulating
a campaign that moves your customer’s business forward by using
your product correctly. Utilizing a fun and interactive case study we
will practice uncovering the real marketing objectives and creating
an effective solution.
Do you present proposals that make your prospects eye glaze over? Knowing
how to turn data into a compelling reason to do business with you is
a valuable skill. One that can be learned in this full day workshop.
Using actual industry client proposals, we will show you how to put
in what’s necessary and take out what’s not. You will finish
with a dynamic proposal that hits the mark and dramatically increases
your closing ratio.
This one-day workshop is valuable to all members of your sales team,
especially managers. Whether speaking to one client or to a group, acquire
the skills to give your ideas the greatest impact. Learn to overcome
public speaking fears. Understand how to deliver your message with conviction.
Participants will be videotaped and given immediate feedback. Truly
an eye-opening lesson with practical applications your team can use
the very next day. Class size is limited to ten participants per workshop.
Does your sales team give up too easily? Do they give away the store
for the promise of future business? Did you know prospects understand
this philosophy better than sales people? Learn about common buyer tactics
that too often have you leaving money on the table. “Win-win”
is not just a concept; we show you how to turn that into reality. This
one-day workshop prepares you to negotiate on the spot by understanding
your value, identifying buyer tactics, knowing when to stay –
or walk away!
This fast-paced session provides a lot of practice in handling customer
objections. Discover the differences between valid and invalid objections.
We discuss actual objections in your industry. Then learn to effectively
handle them. This two-hour workshop is the ultimate time saver and helps
you move through the sales cycle more efficiently.
The sale doesn’t end when the contract is signed. How can we keep
our customers after we worked so hard to get their business in the first
place? It’s about building trust and genuine rapport. Your customer
will learn to treat you like a member of their team. Learn to apply practical
customer service principles and prevent dreaded churn.
Heiman is a leading sales international sales consultant firm. Strategic
Selling is one of their top programs that teach you how to work with complex
sales. Learn why change is important in making a sale. Understand the
different buying influences in every sale. Then develop a strategic plan
to secure that important deal. We use real-life accounts so the plans
that are developed can immediately be implemented. Only sales people working
with larger accounts involving more than one decision-maker should attend
this course. It is mandatory for their manager to also attend. Strategic
Selling is a two-day stand-alone program.
following programs focus on developmental skills that, once learned and
applied, can make the difference between your company and the competition.
They will motivate and instill confidence in your employees.
Individual and Team
“High performing teams are an asset that few organizations can afford
to be without” – Elaine Biech
Much is made about the saying “there is no “I” in “TEAM”.
Well, actually a team is made up of several “I’s”. Since
there are a number of characteristics that make up successful teams, we
first do an assessment of all of the team members prior to attending the
workshop. Once the results are evaluated, we focus on understanding the
different behavioral styles and how they work together. The workshops
are effective for cohesive teams but also work wonderfully with cross-functional
teams. Depending on the desired outcome, this training program will be
either one or two days.
Employee Orientations are traditionally lacking in a very important component
– transferring the company culture to the new hire. This course
is actually taught internally by department heads. We work closely with
you over a 30-day period to develop the content, company vision, and goals
that will be part of the new hire’s culture. We will also customized
a training plan for you sales and sales management teams that will put
them on the right track for success with your company.
The key to a successful company is having a team of managers who positively
impact team performance. This leadership program is based on assessments
to target areas such as coaching, hiring, managing conflict, building
teams, and performance reviews. The course offers guest speakers who are
experts in the leadership field as well as insightful videos. There are
many opportunities to role-play throughout the program lasting 21 days.
Make the commitment to develop your strength at the top.
Do you ever feel like your daily activity compromises your ability to
communicate effectively? This one-day workshop is geared toward managers
(though sales people can benefit as well). We will cover how to conduct
effective meetings, business writing, and email efficiencies. Say what
you want to say without the dreaded misconceptions. Also learn the importance
of non-verbal communication during presentations, coaching sessions, and
Now You Can!
If you need to recharge your team’s battery, this half-day program
is just for you. Through motivational videos and fun learning activities,
we will focus on handling adversity, accepting change, and remaining positive.
Treat this session as a reward for your hard-working teams.
How many programs have you attended that teach you how to set goals? This
half-day workshop teaches you how to follow through on those goals. We
will work on exercises to come up with goals for six significant areas
of your life – both professional and personal. Then we take several
examples and develop a blueprint for reaching those goals. It’s
realistic, practical, fun, and motivating.