We have many excellent workshops but these are our most popular. Cost-effective webinar training also available.
Seven Steps To Successful Selling
This extremely popular workshop covers the basic steps in sales: Prospecting; Developing Rapport; Needs-Analysis Interviewing; Presenting Features, Benefits and Advantages; Overcoming Objections; Closing The Sale; Follow-Up After The Sale. Skill Practice Exercises are conducted throughout the class and evaluations are presented after each role play. Each Student is asked to complete a Selling Skills Assessment prior to the workshop.
Selling Creatively During Tough Economic Times
During this downturn in the economy, we must be more determined and innovative than ever before in order to sell our product and/or services. This course helps the student examine creative ways to sell more and be more valuable for customers and prospects.
Mastering Formal Presentation Skills
Today’s salesperson needs to have excellent presentation skills in order to stand out in the very competitive sales arena. Students learn the necessary components of a great sales presentation. After the instructor presentation, each student creates a sales presentation which is then presented it to the class. The presentation is videotaped and individual assessments are provided. Building upon the recommendations of the instructor—and those in the class—the student gives a second more powerful presentation.
Improving Negotiation Skills
If we do not have effective negotiation skills, we will walk away as the loser in every negotiation situation. During this workshop, students learn the critical skills necessary in today’s tough negotiation circumstances. The course covers the Five Negotiation Principles: Strive For Common Interests, Separate the People From The Problem, Generate All Possible Options, Understand the BATNA (Best Alternative To a Negotiated Agreement), and Stick To Fair And Established Criteria. Students participate in a variety of Skill Practice Exercises and a Homework Assignment is given.
Creating Customer Delight Not Just Customer Service
Almost seventy percent of business is lost due to poor customer service and only three percent of businesses are judged as superior in customer service. This class teaches the student specific steps he or she can take to create not only great customer service but exceptional customer delight. Emphasis is placed on how to effectively handle irate customers. Skill practice exercises are a major part of this workshop as well as a Customer Service Assessment Questionnaire.
Developing Powerful Public Speaking Skills
It has been said that one of the best ways to improve our selling skills is to master our public speaking skills. This course helps the novice–as well as the more experienced speaker—develop more persuasive public speaking skills. Every student is given the opportunity to present three five-minute presentations in front of the group. Instructor, as well as student, evaluations are given after each presentation. You’ll be amazed at the progress students make during the class. Because of the personal attention given to each student, class size is limited to nine students.
Improving Public Speaking Skills For The Experienced Speaker
This course is for the more experienced public speaker with the purpose to hone his or her speaking skills. Students give five different speeches during the class. Three of these are prepared speeches and two are extemporaneous speeches. All speeches are videotaped and evaluations are provided by both the instructor and fellow students. Because of the extensive class participation, the class size for this course is limited to seven students.
Operation Tri-Plan: Helping Advertisers Plan Effective Advertising Campaigns Over A Three Month Period Of Time
Planning advertising campaigns is one of the most effective ways advertising salespeople can assure that they get their share of the advertising budget. During this course, students learn the MBC Principle—Media, Business and Community factors that influence advertising planning. There are three types of planning: Reactionary Planning, Trend Planning, and Future Factor Planning. This course concentrates on the only effective way to plan, namely Future Factor Planning. Students come prepared to create a three-month plan with their Pareto Accounts. Pareto Accounts are the 20% of their account load that generate 80% of the revenue for their territory. This course is best given as a two-day seminar with a class size of no more than twelve.
Selling Against The Broadcast Media
Millions of dollars are stolen from newspapers every year by radio and television salespeople. Most newspaper advertising salespeople are not only ignorant of how broadcast media is sold, broadcast terms, etc. but they also do not know how to confidently sell against it. During this course, students learn the terminology of the broadcast media, the weaknesses of radio and TV, and how to logically take advertising dollars away from these media without losing advertising effectiveness. Many skill practice exercises occur during this workshop and it is best if it is taught over a two-day period of time.
Designing Effective Advertising Copy, Layout and Design
David Ogilvy, the father of modern advertising, said, “Don’t tell me that my ads look great. Tell me that they work great.” A salesperson has only accomplished half of his or her job when he or she has sold a client advertising space. The other half is creating an effective ad that will bring results. There are seven factors that influence the results of an ad: Copy, Artwork, Layout Design, Frequency, Size, Timing, and Position. This course concentrates on creating powerful copy and creative ad layout and design. Students are given the task to redesign ads that have failed the test of effective ads and present their redesigned ad to the class with rational for their redesign.