Selling Skills that Make It Rain Work

 

Relationship-Based Selling I

Hundreds of thousands of sales take place worldwide. Regardless of the size or location of the sale, the process is fundamentally the same — understanding customer needs, building relationships and helping people avoid or solve problems.

In this course, participants will learn the importance of understanding your customer, your company and the features and benefits of your product. They will discover how to develop qualified leads, prepare for an effective sales call, set call objectives and initiate effective first contact with new customers.

Relationship-Based Selling II

Relationship-Based Selling II is a continuation of Relationship-Based Selling I and presents skills required to present products and services effectively, handle objections, negotiate and close sales with customers.

After completing both Relationship-Based Selling I and II, you will have the fundamental skills in place to bring in profitable business for your organization.

Turning Objections Into Sales

Most salespeople cringe at the thought of an objection.

The solution is to anticipate them in advance so you can convert them into opportunities. By doing so, you will find that hearing objections won’t have such an emotional impact on you.

Instead of feeling shaken, you will feel confident that the prospect is giving you a foundation to stand on as you chip away at the problem.

This program deals specifically with the processes involved in handling objections as well as turning objections into closing opportunities.

Prospecting

In today’s hyper-competitive marketplace, cold calling has become a largely ineffective form of finding new sales opportunities. Knowing how to market effectively to generate consistent, high-quality leads is the key to new-business success.

In this program, salespeople will learn how to develop a prospecting plan that increases the ability to set high quality, productive appointments with qualified decision-makers.

Closing the Sale

Traditional closing techniques salespeople have relied on for decades just don’t work anymore. Failure to properly close puts control of a sales call exactly where it shouldn’t be — in the prospect’s hands.

Any prospect worth closing can spot worn out tactics and will be on the defensive before the presentation even begins.

This program presents your sales team with a revolutionary, yet remarkably simple system for regaining control, removing pressure and ultimately closing more sales. The marketplace is changing and the time is now for improving closing skills and increasing sales.

Understanding Communication Styles

How to create total understanding is the focus of this program. Why do some people need to “see,” others need to “hear,” and still others need to “get a feel” for what you have to offer?

A fun and popular program, Understanding Communication Styles looks at how to communicate clearly to all people.

Participants will learn how to get their message across and why, at times, they may have to change they way they communicate in order to be effective.

Managing Your Time

Perhaps the greatest single problem people have today is “time poverty.” Working people have too much to do and too little time for their personal lives.

Most people feel overwhelmed with responsibilities and activities, and fall further behind despite working harder. This sense of being on a never-ending treadmill can cause a person to fall into the reactive/responsive mode of living.

In this unique course, participants will discover that time management is a skill that can be mastered quickly and easily. Employees will learn how to create a blueprint for each day that benefits not only their production level at work, but also the time spent with family and friends.

Management Skills for Getting
the Most Out of Your Workers

 

Management Basics I

Management Basics I provides the fundamental skills for becoming an effective manager.

This course outlines the characteristics of great managers and provides tips for managing a work culture that reinforces the direction you want to take your team. Finally, you will learn how to develop your unique management style for maximum impact.

Management Basics II

This course picks up where Management Basics I left off, providing managers, supervisors and team leaders with additional tools and techniques to improve their leadership skills.

Motivating Employees for Results

People make at least two decisions about motivation every day they come to work.

One is whether to stay in the organization or look for another source of work. The other is how much effort to put into performance on the job.Consequently, managers need to be concerned about two corresponding aspects of motivation: motivating workers to stay on the job and motivating them to perform at their best.

In this course, participants will determine motivational factors to keep employees on the job and to perform their best. In addition, they will identify factors that motivate people to perform, diagnose sources of performance problems, and learn to apply appropriate methods to motivate employees to achieve desired results.

Customer Service Skills that Create
Customers-For-Life

 

Dealing With Difficult Customers

It is easy to work with people you like, and it is even easier to work with people who like you. But that is not always the case. Sooner or later, you will encounter a difficult customer.

In Dealing With Difficult Customers, you will be able to view difficult customers with a new perspective and adopt the customer’s perspective when working toward a solution.

You’ll be able to deal with customer emotions that often cloud what the customer really wants. You’ll learn tips to effectively communicate in order to develop win-win solutions. Finally, you’ll learn the importance of following through on solutions in an effort to build lasting, profitable customer relationships.

 

Delivering Exceptional Service I

How do you cultivate customer relationships and manage their changing needs, while satisfying the ever increasing demands for speed, convenience and customized solutions?

All organizations, regardless of size, need a service philosophy, program and action plan for exceeding customer expectations in order to increase market share and customer value.

This course will help you get to know your customer by using tools for conducting customer audits and listening to customer feedback. Participants will learn techniques for developing and committing to excellent customer service. A company-wide customer friendly culture will be just one of the payoffs you will get from using the methods and approach presented in this course.

Skills for Your Staff

 

Power of Attitude and Choice

Building a positive attitude toward one’s self and others starts with understanding our own attitudes and how attitude impels us to action. People often lack the words to articulate why they do what they do, or why they feel the way they feel.

This program unfolds the steps for developing and projecting a positive attitude in the workplace and beyond. Participants will learn how to determine the attitude types of co-workers, how to effectively deal with those attitudes and how to maintain a positive attitude despite their circumstances.

Sexual Harassment Awareness

Sexual harassment lawsuits can be devastating for almost any business.

Small businesses can be ruined even by the mention of a sexual harassment lawsuit. Protection for any business and its employees starts with education and training.

This course will help employees quickly learn and apply ways to carefully and correctly handle sexual harassment issues. This course offers a detailed overview of sexual harassment, explains legal definitions, discusses sexual harassment prevention, shows how to handle sexual harassment complaints and maintain a positive work environment.

Preventing Workplace Violence

Workplace violence has become so common that only the most shocking incidents make national news. Yet most people deny the possibility that such a catastrophe could occur in their workplace — even by one of their own employees.

This course will increase awareness of workplace violence issues and give you tools to recognize, defuse, and prevent it.

Participants will learn common causes of violent and aggressive behavior, the destructive results that mild forms of aggression can create and the warning signs of those who might pose a risk to a safe, secure workplace.

Building Effective Work Relationships

In today’s customer-oriented business environment, “people skills” are critical for personal and organizational success.

This course equips employees with tools to build and maintain effective work relationships. Participants will learn ways to engage other employees in positive work relationships that benefit the individual and the organization.

Learning how to encourage and find the strengths and skills of those in your work environment, and then effectively using those abilities to achieve your goals, will help each person achieve success.

Professional Telephone Skills

Often, the telephone is the first link customers have with your organization.

This self-study course will help you learn to properly communicate by phone with your business in mind. You will learn four steps to effective communication using correct telephone techniques for planning outgoing calls, receiving incoming calls and using voice mail.

Whether servicing customers on the telephone is a big or small part of your job, this program will ensure you make a positive impression and relay a professional image.