Training By The Slice

SALES TRAINING :

Time 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).

Sales Training “By The Slice”

Profitable Prospecting
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 checks.

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.

Marketing Maven
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.

Distinctive Proposals
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.

Persuasive Presentations
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.

“Right Now” Negotiating
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!

Objection Rejection
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.




		SALES TRAINING : Time 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). Sales Training “By The Slice” Profitable Prospecting 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 checks. 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. Marketing Maven 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. Distinctive Proposals 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. Persuasive Presentations 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. “Right Now” Negotiating 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! Objection Rejection 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.					Superior Service 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. Strategic Selling® Miller 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. PROFESSIONAL DEVELOPMENT: The 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. Professional Development Individual and Team Team Building “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. Orientation Sensation 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. Powerful Managers 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. Impact Communications 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 sales meetings. 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. Goal Getter 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.