Sales & Management Courses

7 Steps To Purchasing:

One of our most eye-opening courses. This two-day course walks salespeople through the seven steps loyal customers’ minds go through to become that, ranging from “I’ve never heard of you” to “I wouldn’t do business with anyone else”. It details the steps, how to identify which one your prospect/customer is in and what kind of information moves them to the next level. Our most popular course.

Controlling The Next Sales Step:

I’ve personally watched brilliant initial sales calls only to be shocked at how I watch the customer take control of the next step with comments such as “come back and see me later” or “let me think about it and I’ll let you know.” This course shows how to control the next step(s) in progressing from an opening to an eventual closing of a sale..

What Size Is Each Account & Why It Matters:

Some companies disregard purchase volume potential in their customer bases. And most customers should have some continuity among company policies. But, where the sales force spends its time is crucial. This presentation outlines how to qualify size and better yet, shows you the difference in why that matters.

Turning Cold Calls Into Warm Relationships:

Prospecting new customers is typically a salesperson’s most feared task. In my several decades of selling, I’ve watched hundreds of salespeople and sales managers approach this in the wrong manner, and this course shows you how to redefine the process of adding people to your customer list.

Managing The Difficult Customer:

We all have them. Customers you just can’t make happy, or a surprise customer who suddenly becomes upset over this issue or that. And most salespeople cringe in fear. But, these behaviors offer tremendous opportunities IF we look at them through a different lens and act accordingly.

Creating Buying Behavior Change:

“This is the way I do things.” We hear it all the time. And the way someone buys just doesn’t fit into our business or product model. But…can that buying behavior be changed? You bet. Learn how to make your brand and product fit into preconceived patterns of purchasing.

Your Best 5 Selling Friends:

So much sales advice…what works and what doesn’t? This course guided me through decades of successful management, raising a family, attracting new business and adding volume to the businesses with whom I’ve worked. It’s simple to understand and takes practice to learn. We’ll teach both.

How Sales Time Management Changes Through The Year:

Does buying behavior actually change through the year? You bet it does and it does so based on a lot of issues. And that certainly impacts salespeople. Yet, we often observe dogged determination to use the same practices on every call, regardless of its appropriateness at the time. We’ll discuss how to consider the customer timeframe and mindframe throughout the year and how it should impact selling behavior.

Emotion vs. Logic In Selling vs. Buying:

Facts. Figures. Logic. That’s what salespeople tend to use. Trust. Loyalty. Familiarity. Comfort. That’s what buyers tend to use. This terrific course teaches salespeople how to convert their approach into emotions buyers can buy.

The 7 Sales Blunders:

Through the years, I’ve kept track of selling mistakes I’ve made or watched others make. And there are seven common denominators that continue to surface to this day. We’ll show you what they are…and why…and how to change them.

How To Overcome Objections:

Loyalty. Price. No reason to change. Don’t think so. Objections exist at seemingly every stop when reselling or selling new products or prospecting. We outline the top five and show lots of details on how to overcome those.

Justifying Price…No Matter Where It Is:

Salespeople tend to struggle with buyer’s number one objection; price. How do I sell something that is higher priced than the competitor? THAT is a critical question to answer and we’ll show you precisely how to do it.

Giving Buyer’s Choices: The Art of Value Differentiation:

This is another take on price objections, which most buyers use BECAUSE they don’t understand any differences between what you are selling and what they are using. This course carefully outlines how to build differentiation in your brand, product, service and policies so buyers see unique values to specific brands.

Using Trial Closes To Close A Sale:

Is the buyer ready to pull the switch? We all wonder that. This course shows you how to use “trial closes” to firmly answer whether there is more selling to do, identifies what that “more” is, shows how to present it and then use another trial close to see if we’ve moved the buyer into the comfort of trying or buying our product.

Selling Different Generations:

One of the most dangerous habits salespeople fall into (much like customers) is using their “style of success” or “this is how I do it”. But, today’s buyers have different values than their parents and grandparents. We see that in experienced salespeople struggling to gain newer, younger customers. This course outlines the values different generations place on product and brand selection and teaches how to adapt our selling presentations to those preferences.

Four Buyer Types And How To Sell Each:

The four different personality types that have historically been identified by psychologists are very different in how they proceed through life, including buying things. This fascinating and cutting-edge presentation reveals the four types, identifies which one each salesperson is and shows how to identify buying type (personality) on each stop and how to mirror that behavior in our presentations. Guaranteed to impact success.

Body Language Speaks Louder Than Words:

Did you know audiences favor looking at the left side of a person’s face is more assuring than looking at the right side? Weird, huh? But true in scientific studies. And that’s not all. Body language is literally screaming at your customers and prospects from hand motions, posture, facial features, approach. And we show you how large this impact is…literally louder than words. Then, we coach you on how to consider body language in your next sales call.

Interpersonal Communication:

This is a critical course for any salesperson. It dives deeply into how people perceive YOUR communication. After all, it’s not intent you have that is measured; it’s interpretation by your prospect/customer. We’ll show you how your personal communication is viewed and measured by people. It’s a fun-filled, but nearly breathtaking course once you realize how you might be perceived.

Fallback Selling; The Response to A Customer “No”:

“Well, that’s over,” said the salesperson. “He said no”. Whoa there. That doesn’t mean IT is over. There is a way to fall back from your original desire is and still maintain a relationship at a secondary level which can lead to a primary relationship. We’ll show you how to step back after hearing “no” and maintain that relationship you thought was over.

Using Body Language & Physical Tools:

We often couple this course with “Body Language Speaks Louder Than Words”, but this goes deeper into using not only body language but also physical selling tools besides product guides and order forms to instantly intrigue and continuously influence your buyer.

Taking Your Marketing Into The Field:

In far too many instances, salespeople despise marketing and vice versa. Yet, these two disciplines REQUIRE an understanding of one another’s role that is far too often missing. Marketing can pre-sell a sales call and support it once made. And selling is the sole purpose behind marketing. Understanding the STRATEGIC role behind sales and marketing and then implementing the TACTICAL roles appropriately can make magic occur.

A Dozen Key Moves:

This fundamental company check-up boils down to 12 things that salespeople are impacted by and how they should manage those 12 issues that highly affect their performance. It provides an insight to the brand decisions made by management that helps salespeople understand WHY they were made and how to implement them in the field.