Consulting Sales:
Sales Training Courses

Career sales professionals seeking to keep skills fresh to stay on top of their game, senior account executives focused on selling to the highest levels of a corporation as well as those less experienced sales professionals looking to emulate marks of excellence in their field can benefit from the proven skills and methodologies we teach. Just about every sales professional has room to grow by learning from others. Whether looking to face and overcome the difficulties of cold calling to prospect for new customer accounts, seeking to find new ways to deal with seemingly stalled customer accounts or pinpointing ways to cement a client relationship once a sale has been closed, we ensure that participants walk out of our workshops ready to use their skills immediately in the field. This is a system that works - training focused on putting skills to use so that concepts are brought to life from abstract theory to reality.

Whether attending a public workshop on sales negotiations to be able to more effectively deal with concessions or scheduling a private session to improve the ability to provide a solution-based approach to clients, all of our classes focus on strengthening individual skills. Even those with the deepest experience and best intentions find themselves using bad habits that can adversely affect their ability to compete and close sales. Harried sales professionals with large client bases sometimes fail to return calls in a timely manner. Struggling account reps get caught up in the sales process and forget those skills that enable them to deal with common objections. We teach participants to get back to basics, practice perseverance and focus on those key skills that make enable top performers and superstar sales reps to consistently excel in sales.

Our customers know that we believe in a flexible and individual philosophy that does not force companies to utilize a rigid "one size fits all" approach. Sales professionals seeking to focus on specialized issues such as how to build more effective proposals or how to implement an effective system designed to organize and successfully manage customer accounts can work with us to arrange for customized in-house workshops. Consulting engagements build upon our training philosophies and allows us to build sales systems and improve performance across an entire sales organization. From teaching securities professionals how to truly listen to their clients to working closely with a hotel to explore ways to land and close new customer accounts, our performance consultants provide engagements designed to deliver results.

• Build a personal sense of urgency in their sales role to become more effective
• Understand what motivates buyers to buy as well as those critical factors that influence why buyers do not buy
• Find approaches to prospect for new customers or expand existing accounts
• Deal with gatekeepers and admins set on shielding buyers from opportunities
• Get around customer indifference as well as insistent voice mails and a lack of return phone calls that may be keeping opportunities from moving forward
• Understand when it does and doesn't make sense to discuss price
• Build relationships with customers that will lead to long-term customer accounts
• Maintain integrity with both new and existing customers via follow-through
• Connect with, build rapport and establish a level of trust with customers
• Deal with customer indifference and a lack of urgency
• Create and utilize personal benefit statements that can be used to demonstrate value
• Recognize and deal with different buyer types to appeal to their unique needs
• Practice and utilize questioning skills to be utilized during the sales process to understand client needs
• Effectively uncover important issues to properly provide your clients with multiple options to meet identified needs
• Move through the sales cycle to recommend appropriate solutions
• Ensure that every sales call has a defined purpose and enables you to move through the sales cycle
• Overcome customer concerns related to quality or your reliability
• Deal with even the most problematic and difficult customers
• Handle pessimistic customers and their negative comments
• Overcome the most commonly faced roadblocks such as price objections as well as those objections that require you to empathize with customers
• Close customer accounts by providing alternate choices to seal a deal
• Utilize other popular closing techniques such as the summary close as well as the trial close
• Put into practice closing techniques when a customer is slow to make a decision
• Act appropriately once a customer has been asked to close the sale
• Recognize particular "signals" that tell you when a customer is ready to buy
• Recognize when bad sales opportunities should be avoided as they are not in their best interests

While some classes are delivered as off-the-shelf programs, all course topics can be customized to meet particular client needs. Some of the additional subjects that covered in one of our various high impact training sessions will enable sales professionals to:

• Take care of and reward customers who have proven as loyal and long-term client accounts
• Learn strategies to maintain perseverance during slow economic times and reduced sales periods
• Dress more effectively to make stronger, more positive impressions on clients
• Make yourself more memorable and stand out among a crowded field of competitors
• Avoid the most common pitfalls faced when dealing with voice mail
• Utilize references from satisfied clients as well as an "arsenal" of multiple client testimonials to help sales efforts
• Take advantage of various technologies to streamline the selling process
• Take part in a more in-depth analysis to understand value and its importance to the client

Consider our Telephone Sales Training Course for optimum results.