Online Workshop

REVIEW OUR COURSES

PROFESSIONAL | PROFESSIONAL Plus | PROFESSIONAL Advanced

E-Learning + Coaching | Live Online Instructor  

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Consultative Selling

PROFESSIONAL

A great first training program for both new and experienced sales professionals. 

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Handling Objections

PROFESSIONAL

Fine tune your skills to handle the toughest client and prospect objections.   

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Negotiation Skills

PROFESSIONAL Plus

Learn an advanced approach to effective client and prospect  negotiations.

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Presentation Skills

PROFESSIONAL Plus

Learn and practice skills to deliver the 6 types of Sales Presentations.

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Strategic Thinking

PROFESSIONAL Advanced

Build a strategic thinking mindset in account management and new business development.

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Territory Management 

PROFESSIONAL Advanced

Learn advanced selling systems, tools, and concepts to grow your territory.  

CONSULTATIVE SELLING

E-Learning + Coaching

 

CONSULTATIVE SELLING

E-Learning + Coaching

BIGGEST TAKEAWAYS... 

  • Selling systems, tools and best practices to skill-build an effective sales team. 

  • A complete template library to build Territory, Account, Prospect and Sales Call Plans. 

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1-BUILDING A SALES CAREER PLAN

  • What are Sales Best Practices?

  • Why a Professional Development Plan Matters?

  • What is the Sales Training Experts Professional Development Career Path?

  • Consultative Selling Defined

 

SESSION 2: SELF-MOTIVATION TECHNIQUES

  • The Evolution of the Sales Profession and the Future of Selling

  • Self-Awareness in Selling

  • Motivational Techniques

 

SESSION 3: THE SALES PROFESSIONAL'S TOOL KIT

  • The Tools Used in Consultative Selling

  • Time Management & Setting Sales Goals

  • The Power of Persuasion

 

SESSION 4: PLANNING FOR SALES SUCCESS

  • Territory Plan

  • Account Plan

  • Prospect Plan

  • Call Plan

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

  • Identify and agree on a defined coaching plan

  • Checklist of key concepts and tools to review

  • Question and Answer

 

COACHING WORKSHOP 2: MOTIVATIONAL TECHNIQUES

  • What motivates you and drives performance?

  • How is your performance measured? (KPIs)

  • What are the roadblocks to your performance?

  • What Selling Skills will fill performance gaps?

 

COACHING WORKSHOP 3: SALES PROFESSIONAL'S TOOL KIT

  • What tools are required to help improve sales performance?

  • What are the best Time Management practices for you?

  • How can you be more persuasive?

 

COACHING WORKSHOP 4: PLANNING FOR SALES SUCCESS

  • What is your current Territory Plan?

  • What is your current Account Plan?

  • What is your current Prospect Plan?

  • What is current Call Plan?

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HANDLING OBJECTIONS

E-Learning + Coaching

 
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HANDLING OBJECTIONS

E-Learning + Coaching

BIGGEST TAKEAWAYS... 

  • Specifically designed for skill-building best practices in Handling Objections.  

  • The newest and most well researched course material available.  

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1: INTRODUCTION

  • What is a Sales Objection? 

  • The 3 Myths about Sales Objections.

  • What Sales Objections Really Tell You?

  • What are the 5 Most Common Sales Objections?

  • What are the 7 reasons Prospects will Object to your solution?

  • How to recover from Buyer Uncertainty?

 

SESSION2: OVERCOMING COMMON SALES OBJECTIONS

  • 5 Steps for Addressing Sales Objections

  • Price-Based Objections

  • Authority-Based Objections

  • Trust-Based Objections

  • Complacency-Based Objections

  • Competitor-Based Objections

 

SESSION 3: LONG-TERM STRATEGIES

  • Avoiding Common Mistakes

  • Techniques for Handling Any Objections

  • Closing the Sale

 

SESSION 4: PRACTICE

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

  • Identify and agree on a defined coaching plan

  • Checklist of key concepts and tools to review

  • Question and Answer

 

COACHING WORKSHOP 2: COMMON OBJECTIONS

  • What are your most common objections?

  • Which objections are stopping the sale?

  • What are the main causes of the objections?

  • What are your current responses?

 

COACHING WORKSHOP 3: MANAGING OBJECTIONS

  • Planning what to say.

  • What you say and how you say it. It makes a difference!

  • How can you be more persuasive?

 

COACHING WORKSHOP 4: PRACTICE. PRACTICE. PRACTICE.

  • Video review of your objection responses.

  • Coaching the details to deliver the sale.

  • Creating a practice plan.

  • Closing more deals.

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NEGOTIATION SKILLS

E-Learning + Coaching

 
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NEGOTIATION SKILLS

E-Learning + Coaching

BIGGEST TAKEAWAYS... 

  • A complete & comprehensive course designed for sales negotiations. 

  • Unique negotiation concepts, models and best practices for sales professionals only.   

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1: UNDERSTANDING THE FRAMEWORK FOR EFFECTIVE NEGOTIATION

 

  • Where does negotiation begin in the typical sales cycle? 

  • What are reason for Negotiation Objections?

  • How are Influencing Principles used in the Negotiation Process?

  • What are the 2 types of Negotiation and how are they related to Sales Negotiation?

  • What are the Steps in the Sales Negotiation Process?

  • What are the skills you need to be a successful Negotiator?

 

SESSION 2: GETTING PREPARED

  • What are the 7 Steps of Pre-Planning for a Sales Negotiation?

  • How do you set Negotiation Goals before your meeting?

  • How do you determine bottom-line positions?

  • How do you make a connection between your goals and your Prospects'?

  • How do you build a business case?

  • How do you define a concession strategy?

 

SESSION 3 THE NEGOTIATION MEETING

 

  • The 7 Steps in the Negotiation Meeting

  • Managing Negotiation Stress

  • Pinch Points in the Negotiation Meeting

  • Negotiation Plays- What to Say?

 

SESSION 4: PRACTICE

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

  • Identify and agree on a defined coaching plan

  • Checklist of key concepts and tools to review

  • Question and Answer

 

COACHING WORKSHOP 2: YOUR NEGOTIATIONS

  • Review of your most recent negotiations.

  • Which negotiations are stopping the sale?

  • What are the main causes of negotiations?

  • What are your current negotiation strategies?

 

COACHING WORKSHOP 3: MANAGING NEGOTIATIONS

  • The 7 Steps in Pre-Planning

  • What can assume, and what can you count on?

  • How can you be more persuasive?

 

COACHING WORKSHOP 4: PRACTICE. PRACTICE. PRACTICE.

  • Video review of your negotiation plays .

  • Coaching the details to deliver the sale.

  • Creating a practice plan.

  • Closing more deals.

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PRESENTATION SKILLS

E-Learning + Coaching

 

PRESENTATION SKILLS

E-Learning + Coaching

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BIGGEST TAKEAWAYS... 

  • A complete Presentation Skills course that includes all 6 types of sales presentations.   

  • Cold Calling, Buying Group, Sales Call, Client Onboarding, Internal Review, and Account review Presentations are all covered. 

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1: SALES PRESENTATIONS ARE UNIQUE

 

  • Understanding the Sales Dynamic

  • Choosing a Sales Presentation Delivery Approach

  • Exceeding the Buyer's Expectations

  • Overcoming Nervousness

 

SESSION 2: BEST PRACTICES IN THE USE OF INTERACTIVE PRESENTATION TOOLS

  • Creating Fantastic Flip Charts

  • Compelling PowerPoint Presentations 

  • Webinar Presentations that Rock

 

SESSION 3: BUSINESS DEVELOPMENT PRESENTATIONS

  • Cold Call Presentation - The Elevator Pitch

  • Buying Group Presentation - Lead Generation

  • Sales Call Presentation

  • Client On-boarding Presentation

 

SESSION 4: ACCOUNT MANAGEMENT PRESENTATIONS

  • Internal Account Review Presentation for Management and Support Staff

  • Account Review Presentation

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

  • Identify and agree on a defined coaching plan

  • Checklist of key concepts and tools to review

  • Question and Answer

 

COACHING WORKSHOP 2: YOUR PRESENTATION

  • Review of your most recent presentation.

  • What are your biggest planning obstacles?

  • What are your biggest presentation obstacles?

  • What are your current presentations?

 

COACHING WORKSHOP 3: MANAGING PRESENTATIONS

  • Which of the 6 presentations are challenging?

  • What do you know about your audience?

  • How can you be more persuasive?

 

COACHING WORKSHOP 4: PRACTICE. PRACTICE. PRACTICE.

  • Video review of your presentation.

  • Coaching the details to deliver the sale.

  • Creating a practice plan.

  • Closing more deals.

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PRESENTATION SKILLS

E-Learning + Coaching

STRATEGIC THINKING

E-Learning + Coaching

 

TERRITORY MANAGEMENT

E-Learning + Coaching

BIGGEST TAKEAWAYS... 

  • The critical and strategic role reps play in a prospect's or client's purchase decision.   

  • Matching all current sales best practices with the social sciences that support their use.

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1- INTRODUCTION TO STRATEGIC THINKING

  • The Social Science Models that define a Sales Professional

  • The Prospect's Change Management Dilemma

 

SESSION 2: CRITICAL THINKING - A CLIENT'S PERSPECTIVE

  • There is a Model for That!

  • The Key Elements of the Decision Making Process

  • Mirroring your Client's Critical Thinking Path

  • Reducing Risk, and Increasing Opportunity

 

SESSION 3: CONFLICT MANAGEMENT - A REP'S PERSPECTIVE

  • Understanding the 5 Modes of Conflict

  • Creating a Conflict Management Approach

  • Reducing Client Stress, and Increasing Influence

 

SESSION 4: PSYCHOLOGY OF SELLING - CONNECT THE DOTS

  • Critical Thinking in Conflict Management Situations

  • Indecision in Negotiations or Objection Handling

  • Creating a Strategic Thinking Mind Map

COACHING WORKSHOPS

 

WORKSHOP 1- INTRODUCTION TO STRATEGIC THINKING

  • Analyze and discuss various social science model models applied to everyday challenges and opportunities.

 

WORKSHOP 2: CRITICAL THINKING - A CLIENT'S PERSPECTIVE

  • Applying the critical thinking model to your client's decision making process.

  • Apply the critical thinking model to you own sales approach.

 

WORKSHOP 3: CONFLICT MANAGEMENT - A REP'S PERSPECTIVE

  • Know your preferred conflict management approach.

  • Apply best practices in handling conflict situations.

  • Know when stress is required in the decision making process.

 

WORKSHOP 4: PSYCHOLOGY OF SELLING - CONNECT THE DOTS

  • Critical Thinking in Conflict Management Situations-discussed

  • Discussion on Negotiation and Handling Objections

  • Create a Strategic Thinking Mind Map

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STRATEGIC THINKING

E-Learning + Coaching

 

TERRITORY MANAGEMENT

E-Learning + Coaching

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BIGGEST TAKEAWAYS... 

  • A great course for experienced sales professionals or sales teams to learn advanced tools, concepts and selling systems to complement their current best practices.   

  • Comprehensive course material designed to challenge current best practice thinking.  

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1- INTRODUCTION

 

  • What are the 4 Types of Territory Managers?

  • What are the common factors that define Territory Manager positions?

  • Sales 101 Review

 

SESSION 2: BEST PRACTICES OF THE ACCOUNT MANAGER

  • The Key Account Manager

  • Territory Account Manager

  • Territory Plan Tools

  • Account Plan Tools

  • Strategic Thinker Tools

 

SESSION 3: BEST PRACTICES OF THE BUSINESS DEVELOPMENT REPRESENTATIVE

  • The New Business Development Specialist

  • The New Business Sales Representative

  • Prospect Plan

  • Call Plan

 

SESSION 4: TERRITORY PLAN REVIEWS

  • Territory Plan Review

  • Account Plan Review

  • Prospect Plan Review

COACHING WORKSHOPS

 

COACHING WORKSHOP 1: GETTING STARTED

  • Identify and agree on a defined coaching plan

  • Checklist of key concepts and tools to review

  • Question and Answer

 

COACHING WORKSHOP 2: YOUR TERRITORY

  • Review of your Territory Plan.

  • What's working?

  • What's not working