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SALES
AND SERVICE
• Decision Process Selling – Winning and keeping customers
by constructively influencing the buyer’s decision making process.
Sales ‘best practices’ from initial contact through closing.
more
• Selling Against Competition – Analyzing targeted competitors
and their products and devising conversation management strategies
for selling against specific competitors to specific prospects.
more
• Strategic High-Level Selling – Selling to multiple decision-influencers,
including CEO- and VP-level contacts.
• Conversation Management – Guiding consultative discussions
to ensure a productive exchange of information and ideas.
• Managing a Sales Territory – Effective use of time and
resources to achieve targets and develop account relationships.
• Sales Coaching – Coaching salespeople through personal
observation of sales calls, analysis of sales behaviors and creation
of realistic accountabilities.
• Customer Service – Protecting and enhancing business
relationships with customers through rapid recovery from service
failures, professionalism in communications and proactive attention
to concerns.
• Building Customer Loyalty – Ensuring repeat business
through memorable service and relationship continuity.
• Dealing with Delinquent Customers – Collecting delinquent
receivables in a way that preserves the customer relationship and
minimizes costs.
WRITTEN BUSINESS
COMMUNICATION
• Writing Business Proposals – All stages of proposal
writing from initial data-gathering regarding customer expectations
and requirements, formulation of recommendations and construction
of a responsive and creative proposal document.
• Designing Sales Literature – Developing direct mail
and catalog product descriptions.
• Rapid
Reading for Professionals – Improving
personal productivity through faster reading with greater
comprehension.
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INTERPERSONAL
SKILLS
• Collaboration – Skills to communicate in a way that
ensures understanding, promotes cooperation and avoids resentment.
• Directing the work of others – Giving direction and
feedback for maximum clarity and motivation.
• Negotiating – Give-and-take communication to achieve
a mutually beneficial agreement.
• Selection Interviewing for Hiring – Conducting a selection
interview in a way that yields appropriate information on which
to base a hiring decision.
• Presentation Skills – Designing and delivering presentations
for maximum persuasive effect and audience attention.
BUSINESS PLANNING
AND ORGANIZING
• Problem Analysis and Decision Making – Techniques for
systematically diagnosing gaps between actual and preferred situations
and for making optimal business decisions.
• Sales and Marketing Planning – Organizing and directing
sales operations to achieve revenue and market penetration goals.
• Understanding Business Finance – Understanding basic
dynamics of cash-flow, capitalization, investment of resources and
business planning.
• Culture Blending – Skills for accommodating
differences resulting form a merger or acquisition.
TRAINING
• Designing Effective Training – Applying principles of
on-the-job behavior change to creating efficient and lasting learning
experiences.
• Training Facilitation – Conducting seminars and classes
for maximum involvement, motivation and effectiveness.
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