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What I Do - Sales Training

The first question you should maybe ask yourself is “Why do I need someone from outside to come in and speak to my staff?” Good question. We have a saying up here in the northland, “The fish are always biting on the other side of the lake.” What that simply means is that even IF you were to tell your staff the exact same ideas; concepts with the same motivational inspiration, it will be perceived differently since to them I am “the other side of the lake” so they “expect” to catch more fish! If I should touch on some of the same subject matter that they have already been exposed to it will reinforce in their minds its importance.

Reinforcement is a good thing. Reinforcement helps us remember what we are supposed to do and why. When my golf swing goes bad (a frequent occurrence) I go back to the basics; left arm straight; right elbow close tight; swing with the left side; swing easy and follow through. When I make a bad shot, I can usually tell immediately what I did wrong and fix it. The same should be true in sales IF we totally understand the “Sales Skeleton” and the “Basic Laws of Communication”. When your staff DOESN’T make a sale, can they go back mentally and figure out why AND FIX THE PROBLEM or will they simply find someone or something else to blame for their failure? Most businesses spend a large portion of their advertising budget trying to get in front of as many prospective clients or customers as possible. Once you’ve done that, shouldn’t you be absolutely positive that your sales staff is prepared to make the sale?

Classes are listed below. Please click on each title for more information.

The first of a two part sales class designed to help the participant better understand the sales process. Many “NEW” sales classes are quite frankly like putting lipstick on a pig and in the process you forget what’s important! I have taken bits and pieces from every industry that I have been associated with in the last 50 years and organized it into a class teaching the guidelines every sales person needs to understand and practice. Most industries spend too much time focusing on technical data and often lose track of what their primary objective, which is to sell something! It breaks the sales process down into four separate yet very important steps and teaches the sales person how to recognize if and when each step has been accomplished.

1½ hr

Once a person understands “The Skeleton of The Sales Process” they need to develop the communications skills to take a prospective customer through those steps. “Tools for Understanding Basic Laws of Communication” does just that! How do we communicate as individuals? What do we need to be aware of as we flow through the sales process? We discuss the JOHARI WINDOW and how its principles relate to the sales process. It’s a fun class that drives home the basics of how we all communicate daily. The periods of interaction among the attendants create some tremendous “Aha” moments!

1½ hr

This class was developed for a customer who didn’t have 3 hours of time to dedicate for the previous two 1½ hr classes but still wanted the basic sales class. I’ve stripped the previous two classes down to the bare bare minimums, which is great from a time perspective and beneficial for any individual involved remotely in sales.

1½ hr

This is an in depth program that requires significant time commitment from the company. It involves:

  • One on one interviews with key management personnel.
  • Analyzing existing sales methodology.
  • Analyzing existing competition.
  • Development and implementation of surveys to all sales and related staff looking for feedback on primary issues affecting sales. This survey is ONLY developed after the initial management interviews. Management will see the TABULATION of results, but no individual comments or critiques will attributable to any individual. It is my belief that to get honest feedback, people need to know that they are not going to lose their job because of that feedback.
  • Observation of existing sales staff “in action” including, joint sales meetings as required.
  • Compilation meeting showing results of surveys to management and sales staff.
  • Written report with recommendations including time table for implementation.
  • System for monitoring future results to verify success of program.

This program is for the company that wants honest, positive feedback as to where they are and how they might improve their entire sales program. I often ask a question prior to my sales class “How do you get to Detroit?” People will give all sorts of directions until someone will ask the correct question “From where?” You see you can’t know how to get where you want to go until you know where you are! This process tells you BOTH where you are and examines the best ways to get to where you want to be!