Your Sales Process

Your Sales Process is a course that offers every professional salesperson something he or she must have (if he or she is to fully-optimize precious time invested in selling): A proven and well-documented track to run on. Before presenting this course, we’ll examine your sales process as it currently stands: What are the steps involved? What are the inputs and outputs for each step? What tasks must be performed within each step and by whom? What guiding principles can help ensure a successful completion of the step? What are the potential pitfalls and how can they be mitigated? What tools (templates, checklists, etc.) might we include to help the business developer successfully (and efficiently) complete the step? The result of such an analysis of your sales process is: 1.) a concise, yet comprehensive, quick-reference manual that is to be the centerpiece of a one-half day training session about your firm's sales process, and 2.) a ready-reference (online and in print) to be used when actually marketing and selling your firm's products and/or services.

Getting Valuable Leads and Referrals: A Systematic Approach to Networking

Getting Valuable Leads and Referrals: A Systematic Approach to Networking recognizes that one of the best ways to acquire new business is through direct, ongoing communication with existing clients, other professionals who serve your clients, members of civic and professional organizations, and firm alumni. Topics addressed in this one-half day workshop include: when and how to ask for leads and referrals, how to prevent the "out of sight, out of mind" syndrome by maintaining regular contact with network members, and how to manage, leverage and continuously improve the depth and breadth of one's network.

Questioning as a Sales Strategy

Questioning as a Sales Strategy can help distinguish your sales people from the competition's. It is a fact that asking the right questions can do more to build credibility with a prospect than anything that could be said about oneself or one's firm. How to formulate and ask a customized set of questions that will surface potential opportunities while conveying expertise is explained, demonstrated and practiced in this one-half day workshop.

Presenting the Proposal

Presenting the Proposal addresses how to strategically prepare for, present and close whether presenting to one decision maker or a team of decision makers. Excellent presentation skills backed up with an excellent written proposal do not guarantee a win. In this one-day workshop, participants will learn the value of knowing in advance who their presentation audience will be, the environment in which they are to present the proposal, how to engage the decision maker(s) at the outset of the presentation and much more.

The Psychology of Winning

The Psychology of Winning provides the answers to questions every serious sales person should ask: What factors distinguish the "best of the best" from all the rest? How can ordinary professionals who sell become extraordinary? Useful nuggets from the field of performance-improvement psychology are engagingly explained, using examples from sports and business. Each participant will leave this one-half day workshop knowing what is hindering his or her performance and what to do about it.