Sample of Workshop Topics (or scroll down)
Upcoming Sales Skills Workshops or Events
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"I want to take the time to thank you for your assistance in my success. I believe that without your workshops I would not have been as successful in my sales career as I have been. Like most sales professionals, I too was thrown out into the field without any formal training feeling a little lost and frustrated. I attended your workshops and took away skills and ideas that I have been able to utilize while cold calling and in face to face meetings.
I would recommend your workshops to any sales professional who wants to learn how to prospect, negotiate and identify personality traits of their buyers. Thank you Mike; for providing me the tools to not only win two company wide sales competitions in a row but to also become a President’s Club member."
Chelsi Huffman - Operations Manager of NESCO Resource in Tempe, AZ
Workshop Topics & Descriptions
A Dozen Ways to Do Sales
Learn about the many ways to approach sales. This module covers 12 ways to get in front of your customers, and discusses how to increase sales opportunities, while concentrating on improving you and your team’s "batting average."
Building and Leading a Successful Sales Team
This leadership discussion focuses on tips for hiring successful sellers, creating team synergy, and striving for overall team excellence. Learn valuable leadership tips, communication tools, and how to plan effective team meetings. Also incorporates a non-physical leadership exercise.
Creating & Selling Your Total Value
Understand the 5 components of Total Value and how your products and services fit into this model. Understand how to determine which components of Total Value are important to your customer. Understand how to communicate your Unique Sales Proposition positioning the Total Value of your solution.
Creating Customer Loyalty – The Ultimate Customer Satisfaction
Loyal customers will stay with you longer than customers who are merely satisfied, and they also can act as additional (unofficial) sales resources for your company. Learn tips for transforming “satisfaction” into “excellence," and building loyal long-term customer relationships.
Creating Effective Sales Collateral Tools
How clear is your sales message? What is the first impression your customer has of your company and your product or service? Learn tips to add clarity to your sales message, increase the chances of your collateral material being thoroughly reviewed, and making your sales material easier to understand.
Creating Your Effective Networking Commercial!
After learning some tips to develop an effective 30-second networking commercial, we will work on your specific message. Your opening statement will create customer interest and assist you with developing networking relationships that are critical to your business development activities.
Developing & Conducting a Professional Sales Call
Learn tips to assist you with planning and executing a professional sales call. From preparation techniques to communication skills, this topic covers the elements that will set you apart from your competition.
Developing Your Sales Process
A solid sales process will significantly enhance your sales effectiveness. Learn how to develop a winning sales process that can be used on a repetitive basis, yet be customized to your customer’s specific situation.
Effectively Communicating With Different Personality Styles
Learn tips on how to quickly identify a customer’s personality type so you can customize your conversations throughout the sales process to meet their behavior style and deliver the information in the manner that they expect to hear. These techniques will maximize your sales success.
Expanding & Leveraging Your Sales Results
Closing the initial sales opportunity for a customer is rewarding. A portion of the sales process is selling yourself (to some people this is the hardest part). Once the initial sale has been made, your team can learn how to up-sell and cross-sell other applications to solve customer needs and build additional revenue sources for your business.
Holding Salespeople Accountable for Achieving Results
This topic is designed for supervisory managers by giving you tips and techniques to hold your sales people accountable for achieving maximum results. Accountability includes recognizing performance and leveraging successes, as well as coaching and counseling for non-performance. Yesterday’s results do not guarantee tomorrow’s successes.
Increasing Revenue Through Negotiation
When, why, and how do you lower your sales price? Is it even necessary to lower your price? What else is the customer looking for? In order to be able to negotiate with your customer, it is imperative that you understand what is driving their behavior. There may be several ways to come to an agreement with your customer that will satisfy their needs and close the deal.
Is SALES a numbers game?
Once you set your goal, it’s time to review the ways that you can get there (and there are many different ways). Discover the impact of slight improvements to your “batting average” as well as understanding what your time is worth.
Preparing a Professional Presentation
How will you articulate the value that you will bring to the customer? Learn tips for developing a winning written proposal that will get you noticed, and compel your customer to take action. Then learn additional tips you can use when making a formal face-to-face presentation that will convince your customer that you are the right vendor for them.
Refining Your Closing Skills - Don’t Talk Past the Close!
Is it time to close now, or was it time to close a while ago? Not closing at the right time can lengthen your sales process or even end your sales process. Discover ways to recognize the buying signals that are given to you by your customer. Learn to trial close early in the process, and ask for the sale at the right time.
The Secrets of Selling Benefits
Are you or your team using the “feature dump” to sell your products or services? Learn an effective questioning & listening technique to understand your customer’s specific needs. This data gathering skill will assist you and your team with proposing solutions that are beneficial to your customer’s business.
Tips for Profitable Prospecting
The need to understand and create an active sales funnel is critical to the success of a sales person. You and your team will learn ways to identify and cultivate sales opportunities, as well as building an effective prospect/project pipeline to maximize these sales throughout the year.
Customized workshops can also be designed to meet your specific needs! Just ask!