Training Programs
The following "core" programs might meet your needs with minimal or extensive customization. The more you allow customization, the greater the likelihood for significant success and long-term value.
We can modify these programs in many ways, possibly combining objectives from two or more programs, for example. Likewise, we can develop a new program not directly related to these seminars.
CLIENT-CENTERED SELLING: "SALES 101-201"
GOAL: To enhance the sales skills of less experienced sales reps so they increase productivity, revenue and job satisfaction
OBJECTIVES: Participants will...
- Demonstrate an understanding of their current sales and presentation skills by using the TM Consulting self assessment tool prior to the program
- Understand all the components of the sales process, from identification and qualification of prospects to formal needs assessment to presentation of VALUE through client-centered solutions to formally closing the sale and negotiating contracts to offering service post sale
- Demonstrate many aspects of the sales process, individually or in small groups
- Understand the value of a top-down sales approach and review a variety of tactics to succeed in reaching and building credibility with top executives
- Review and practice many basic interpersonal communication skills: voice, energy, movement, eye contact, listening, pausing, questioning, summarizing, mediating, facilitating, etc.
- Understand the basic elements of a formal presentation and practice developing one
- Develop a personal action plan for "ongoing self assessment" and "professional development"
- Develop a personal sales plan for the next three months
- Use web based tools to identify target companies and executives
METHODOLOGY: Facilitator presentations, review of participants' self assessment profile, review of sample marketing/sales/comp plans; review of plan for ongoing "self assessment" and professional self-development; group activities to demonstrate "client-centered" vs. "self-centered" selling;
PARTICIPANTS: New sales reps or those with one to three years experience who have had minimal formal sales training
SCHEDULE: Two consecutive days
NOTE: Participants will bring a cell phone to the program and if possible, a laptop with wireless capability