Sales Training Courses Directory
To review our workshop overviews, read the short course descriptions found on this page or click on the course links to see the complete outlines.
If you have a need our existing programs do not address, please contact us about creating a custom workshop for your team.
- H – Half-Day Onsite Training Course
- F – Full-Day Onsite Training Course
- M – Multi-Day Onsite Training Course
All things being equal or close to it, people like working with people they know and trust. This relationship-selling course focuses on the skills salespeople need to foster strong relationships with their clients and customers in an age where many customers complete the bulk of their initial research before picking up the phone. During this interactive and hands-on workshop, we will explore the customer-centric mindset, unique selling proposition, customer pain points, the relationship-selling process, networking, sales call choreography, responses to objections, closing skills, and servicing relationships after an initial sale.
This introductory course addresses the fundamentals of sales and the selling process. It is designed for those new to the field and for people who have recently had sales added to their existing workplace responsibilities. During the workshop, participants will explore the salesperson’s role, articulate the features and benefits of the products and services they offer, describe and follow their organization’s sales model, adhere to processes for staying organized, research their customers, follow up appropriately, and build rapport with their customers and clients.
Without prospects, a business can’t grow, or for that matter and in most cases, stay level. This course focuses on prospecting and skills for feeding the sales pipeline. During this hands-on workshop, participants will examine their current prospecting practices, their prospecting needs in light of their attrition rates and sales goals, and their prospect to sale ratio. Additionally, we will develop a prospecting model specific to their organization and action plans for various prospect segments. Also, we will discuss techniques for reactivating lost accounts, leveraging and building a sales network, and skills for using the phone as an effective awareness tool.
In sales, objections are inevitable, but that doesn’t mean they should stop the process or prevent a purchase. The key is understanding a buyers’ reservations and responding to them with information that addresses their needs. This workshop explores the ins and outs of objection handling. During the program, we will look at the source of objections; preventative, pre-emptive, and response strategies; tools for understanding and outlining a buyer’s decision-making process; a framework for gaining insight about competitors; a model for meeting buyer needs; and language for answering objections. This interactive course incorporates multiple role-play exercises and ample opportunities to practice addressing the objections participants experience in the field.
Most people don’t like telemarketers, but if done correctly, telephone selling can be in a league of its own. This consultative-selling course is designed specifically for people who use the phone as their primary vehicle for communicating with customers. During this interactive working, we will cover such topics as knowing your products and services, opening calls in a way that people are interested and willing to give you their time, staying positive throughout the day, following a call schedule, choreographing a call, and closing conversations in such a way that they most often lead to a sale or the next stage in the selling cycle.
The ability to conduct chat is only part of the chat selling puzzle. This chat sales course is designed specifically for people using chat as a communication tool in the selling process. This dynamic program covers the basics of relationship selling and the specifics of using chat when interacting with customers. Throughout the session, the program offers multiple opportunities to practice skills learned. For a full day of training, this workshop can be combined with Let’s Chat: Customer Service Skills for Online Service and Sales Representatives.
Too many companies deploy staff to a trade show with no plan for making the most of the organization’s investment. This trade show sales and selling course covers the ins and outs of successfully staffing a booth, setting realistic goals, generating foot traffic, qualifying leads, acting with professionalism, and following up after events. The program comprises practical discussions, role plays, case studies and facilitated planning and goal setting. By its conclusion, participants should have the basic skills they need in place to successfully navigate their next show.
Strong product demonstrators are experts at showcasing a product and helping an audience envision themselves using it. This course is part sales training and part presentation skills workshop. The program explores the ins and outs of great product demos: researching an audience, conducting one-to-one and one-to-many demonstrations, presenting in person and virtually, incorporating stories, and avoiding sales-killing mistakes. The course also suggests tactics for building rapport and encouraging audience engagement, as well as skills for introducing innovations with which prospects are not familiar. During the seminar, participants will have ample opportunities to practice what they’ve learned and develop their ability to move prospects to the next phase of the sales cycle.
Solid presentation skills are critical for anyone who must get up in front of clients. This sales presentation skills workshop teaches deck creation, platform techniques, questioning skills, and other essential competencies anyone who routinely presents to clients must have. During this course, we will map a pitch and identify strengths and opportunities. Next, we will discuss steps for setting the stage and doing advance work in preparation for a meeting. We will then talk about the importance of asking questions before launching into a pitch. Following those introductory topics, we will spend time designing a presentation choreographing a meeting. The course concludes with a robust discussion around planning for the unexpected and staying calm under a wide range of unforeseen circumstances.
The best salespeople understand the value of stories in the sales process. After all, a well-spun tale can reinforce a customer’s belief in a product, service, or company. Great stories can also help customers envision themselves using a particular product or service to solve a problem. In fact, a strong and memorable narrative can build brand awareness and strengthen a relationship with customers and potential customers alike. During this interactive workshop, participants will learn how to use stories to enhance their presentations and address the issues their customers care about.
For banks transitioning from large branch staffs with a range of roles to offices staffed with fewer people who can perform a wider range of tasks, the transition can be difficult. This course addresses the universal banker concept and the soft skills required to be successful in the role. The program covers such topics as managing change; defining brand-specific actions, attitudes, and appearance; engaging customers; building profiles; relationship selling, and planning contacts. The workshop is ideally suited for banks and credit unions that have moved or will move to a universal banker model in their branches.
Onsite Training Course Reminders
Our instructor-led training courses are available to private groups. These workshops are not offered in a public seminar format. Please contact us to speak with a facilitator about your needs and bringing training to your organization.
We offer training in the District of Columbia and the following US states: Alabama, Alaska, Arizona, Arkansas, California, Colorado, Connecticut, Delaware, Florida, Georgia, Hawaii, Idaho, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Montana, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, North Dakota, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, South Dakota, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin, and Wyoming.
We also travel to Africa, Australia and New Zealand, Asia, Canada, Central America, Continental Europe, the Middle East, and the United Kingdom.
Please contact us about your location.