Situational Selling: Focus on the Customer

A three-day Program for salespeople of all experience levels that provides an in-depth examination of the attitudes and skills practiced by top-achieving sales professionals. Participants gain the ability to understand clients’ needs, present their property’s features and benefits, and apply customer-focused selling skills in confirming business and overcoming buyer concerns.

Managing and Coaching the Situational Salesperson

Designed to support managers in coaching their salespeople in the practice of Situational Selling. A two-day “hands-on” Program providing reinforcement through practical examples and group discussions, as well as guidelines for call observation, performance planning and review, and other sales management tools.

Making Effective Presentations

This highly interactive three-day Program provides participants with tools and techniques to build on their strengths as presenters. A unique learning format allows participants to develop and practice individual presentations focused on specific customer needs, while enhancing the ability to communicate with power and persuasion.

Prospecting: Finding New Business in the 21 st Century

A two-day program designed to make the most of participant’s proactive selling time by providing practical, useful learning outcomes that can be applied immediately to the real world. Key skills include sourcing new business opportunities, qualifying clients’ needs, authority and resources, and ensuring maximum R.O.T.I. (Return on Time Investment) for the seller.

Negotiating Winning Agreements

An advanced Program for experienced salespeople, this two-day program provides creative techniques for reaching agreements which are beneficial to all parties involved. Problem-solving and conflict resolution skills are analyzed and practiced.

Selling: It's Everybody's Business

Designed for front-line employees, managers with customer-contact, and support staff, this one-day Program provides an understanding of selling and the role that all employees play in the sales process. Topics covered include product knowledge (features and benefits), customer expectations, competitive advantages, and basic communication skills.

Account Management Strategies

This three-day Program is an advanced sales program for sellers who want to gain an edge in the market by taking a more thoughtful, productive and long-term approach with key accounts. The Program provides a process for making better informed, strategic decisions to develop a broader base of business from existing accounts by building mutually beneficial partnerships over the long-term.