Professional Sales Training in this Economy

Business to Consumer/ Business to Business Review the Workshops and make a selection—
Register on-line or call Monica Hart at 916-441-7761 or 916-214-7363

This is a small sample of customized workshops with a brief description of what you can expect to learn!

Workshops include a half-hour networking + 2 hours. coaching (learn new skills with highly interactive practices materials, handouts and recommended professional books, articles and publications to support your learning experience.

Call me if you don’t see the workshop you want!

Consultative/ Relationship Selling — The “TRUST” Connection

- Become a partner/friend/educator/advisor)
- Listen to what they say
- Learn to build authentic trust
- Set the stage for the decision makers
- Stay connected in the moment
- Complete the cycle for long-lasting relationships and referrals
- Move to the next step in the relationship process

Customers — “I Want It My Way”

- Learn the different “DISC” behavioral styles
- Understand what drives your customers
- Serve-up the options the way they want
- Dominant
- Interactive
- Steady
- Compliant
- How to adapt to each style

The Art of Customer Service—Beyond All Expectations

- Your business lifeline for success
- How to show gratitude, respect and appreciation
- Shape customer perceptions
- Separate yourself from the competition
- How and when to ask for referrals
- Correct customer misconceptions
- Create additional product/service opportunities
- Recognize customers = word-of-mouth advertising
- Select the best rewards—gift certificates, game tickets, etc.

The Customer Service Campaign— Get More Business Today

- Mine the gold in your customer/client base
- Design and implement a customer service focus group
- Honor your top customers/clients—thank them
- The customer service survey that gets referrals
- Discover the untapped business—don’t give it to the competition
- Capture the customer audience
- Take customers/clients to the next level of service

Pre-qualify for Success = Prospects

- Save time and money— pre-qualify
- Gather information to understand their needs
- Turn Suspects into Prospects
- Begin to build the value and trust
- Draft and sculpt a customized presentation
- Evaluate prospects to know if they’ll make an investment
- Build a solid foundation before the appointment

The Sales Agenda—Create Client Connections

- Learn why you need an agenda
- Show them they’re important
- Keep focused with direction
- Create a concise effective agenda
- Know the outcomes you want from the meeting
- Determine who the decision makers are—don’t waste time
- Design the next step to move closer to the sale

Professional Presentations That Win Contracts

- Design a presentation to create the superior value
- Necessary ingredients for presentation image and impact
- How to get buy-in and keep it
- Understand the different presentation methods
- Create a strong foundation to attract the decision makers
- Move to closer to the sale

Proposals that “Sizzle” with Value and Benefits

- Learn to create the best written proposals
- Focus on Value and Benefits to enhance the client’s investment
- Create the greatest Value to hit the target and get a commitment
- Explore how the “sizzle” feels
- Add more value
- Design choices and options the decision maker can’t resis

Communication Skills To Build Relationships

- Verbal and Nonverbal Communications Skills
- Understand what is said
- Get rid of your judgment, attitude and opinion
- Mirror to listen and understand
- Listen between the lines
- Create agreements

Benefits and Features—Create the Value

- Understand how to create the hottest benefits
- Benefits create the customer’s feelings to buy
- Features are just the stuff—learn where to use them
- Create the value to keep them coming back
- Added-value helps the client make the investment
- Learn how to connect customer needs to benefits
- Close the sale with benefit strengths

Overcome Objections—Clients’ Concerns/Fears/ Mistrust

- Why do objections come up
- Learn how to get the “hot potato” objection on the table
- Minimize, but address objections in the presentation
- Specific skills to overcome objections
- Turn the objection into a sale
- Customize your style of overcoming objections
- Practice and keep present to overcome fear

Ask for the Sale—Just Close it

- Overcome your fear to close the sale
- What do you have to lose
- Close effortlessly and seamlessly
- Customize the close to fit their personality style
- Learn how to authentically close the sale
- Practice skills and communication to “ask for the sale”
- Now is the time to ask for a referral

The Sales Consultant’s Contract Sales Tool Kit

- What you need in your tool kit
- Consult an attorney for the best legal words
- Get more contracts signed
- Present the most valuable options
- Negotiate with options
- Position yourself with all the decision makers
- Make a memorable and lasting impression

The Networking Maze

- Learn how to pre-qualify before stepping out
- Do the networking market research
- Identify who the connectors are
- Become a connector
- Evaluate where you need to be
- Create a networking marketing plan
- Circle of influence to meet your goals

Networking— Connect To Create A “Good” Purpose

- Tools to network with
- How do I show up without fear
- Play at the networking party
- Create Networking “GOOD”
- Etiquette that gets you more connections
- Connect, but don’t get stuck
- What do I say when I get there
- Leave them enthusiastic
- Create a memory
- How to connect after the party

Keep Winning as a Champion Sales Consultant

- Get beyond the “washing machine of your mind”
- Create the power of intention
- Who motivates the motivator
- Attitude is everything
- Keep the passion alive
- Why you make a difference
- Balance your mind, body and spirit
- The cycle of good
- Give and receive

The “60” Second Commercial— Separate From The Competition

- One chance to make a lasting impression
- Create a powerful presence
- Choose the words to create mystery and intrigue
- Grab their attention with a positive image
- Give them an enthusiastic picture
- Leave them wondering and asking you questions
- The transition bridge to pre-qualifying

The First Impression— Build Trust

- How to create a first lasting impression
- The beginning of the sales journey
- The main ingredients
- Body language and eye contact
- Listen with interest
- Ask the right number of questions
- Fill the trust bank account

Dressing Success for Men and Women

- Create attention and credibility with professional dress
- Why and how do you need to look
- Increase your image and credibility
- Color that speaks to your audience
- Dressing on a budget
- Find the best buys
- Get a personal shopper for free

The Art of Professional Etiquette

- What people expect
- Don’t turn them off
- Make the right impression
(voice mail, email, notes, etc.)
- Show respect and courtesy
- Don’t leave home without the basics
- Establish a standard of excellence
- What people remember about your etiquette

The Business Plan— A Roadmap For Success

- Focus, direction and results
- Plan the process to get the best results
- What the banks look for
- What you need to know to get started
- An introduction to the plan
- Leave with the basic tools
- Resources to support you

The Marketing Plan— The Revenue Action Plan

- Prepare to start—get the basics
- Mission, Vision = Cause
- Who are your customers
- Products/Services – Your gift to the world
- How to determine a budget
- SWOT
- Competition
- Objectives, Strategies and Tactics

Warm And Comfortable Telemarketing— Dialing for $

- Create a plan with direction
- Identify the market
- Design and write an effective telephone script
- Set goals for focused results
- Reach the decision maker
- Overcome objections
- Schedule the appointment

Direct Mail Campaigns

- Evaluate the market
- Focus direction for results
- Create and write an action message
- Target your market
- Find and evaluate mailing lists
- The follow-up for results

Advertising

- Create a budget for ROI
- Review and evaluate the options
- Explore the best types of advertising to fit your product/service
- Promotional items—What works/where to get it at a good cost
- Cross-marketing to increase your budget
- Evaluate the tools—yellow page, direct mail, associations, newsletters chambers, value-paks, newspaper, radio, TV, cable, email, fax blast, magazines
- What’s working for the competition
- Write powerful copy—get results
- Pre-qualify to select the best advertising agency
- Track results to measure outcomes

The Magic of Public Relations

- The priceless gift = a million $
- How to get publicity
- Create a newsworthy story
- The Press Release
- Who to contact and follow-up
- Learn the process to get attention
- Timing is everything
- Co-create your publicity
- Get the pay-off
- Position yourself as an expert

Website Magic—Brand Awareness

- No website = forget having a business
- The process— image/brand/benefits/results
- What’s your mission/vision/cause
- Who are you—What do you look like
- How to select a web designer to save money
- Powerful marketing copy—gets them to your website
- Link+ Link + Link = market expansion + more customers