Customized Corporate Sales Training

For larger companies with bigger training budgets, our program can be customized and delivered privately to those companies either onsite or offsite at a venue of their choosing. Every corporate program we conduct is tailored for that organization.

We also offer the option of delivering our program live via teleconference using GoToMeeting or GoToWebinar and our Client Builder Online Training Center powered by TeamworkPM.

Client Builder Sales Training

All of our training programs are built around twenty-four separate training modules that can be mixed and matched based on the client’s needs.  All of them can be customized and combined to create the perfect program for your sales organization or group.  Here is a list of the different training modules:

Selling and Client Development:

1.   Why People Buy What You Are Selling: Understanding the concept of pain and what motivates people to buy your product or service.

2.   The Power of a Sales Process:  How to save time, replicate your success and improve your odds of closing every deal.

3.   Preparation: Identifying Your Target Market and Preparing Your Opening Strategy.

4.   Enhanced Communication:  How to build rapport and avoid the hidden traps that sabotage your interactions with prospects and customers.

5.   Advance Agreements: The mortar that holds your sale together and helps you stay in control of the sales process.

6.   Diagnosis:  Uncovering the problems and opportunities that you can help your prospects solve and capture.

7.   Investment:  When and how to discuss the investment your prospect will have to make to buy your products or services.

8.   Decision Process:  Uncovering the who, how, when, why and what of your prospect’s decision-making process.

9.   Closing the Deal: Establishing the commitment, presenting your proposal and finalizing the deal.

10. Confirmation:  How to safeguard your deals, manage expectations and build lasting client relationships.

11.  The Psychology Behind the Sale:  Why people do what they do when it comes to making buying decisions.

12.  Advanced Listening and Questioning Tactics:  How to use questions to uncover pain, create a sense of urgency and accelerate the sales process.

13.  Overcoming Resistance: How to change your prospects’ mindsets without making them defensive.

14.  Priming the Pain Pump: How to get meaningful conversations started about the problems you can help solve.

15.  Drilling for Pain: How to tap into the emotions that motivate people to buy from you.

16.  Complex Selling Situations: How to sell to groups and committees and control a longer sales cycle.

Prospecting:

17.  Proactive Prospecting: Developing your personal prospecting plan and putting it into action.

18.  Power Networking: Quit eating the appetizers and talking to people you already know.

19.  Creating a Referral Generation Machine: How to design and implement a process for consistently generating quality referrals.

20.  Cold Calling Made Easier – Part 1: Overcoming call reluctance, gathering intelligence and making the calls.

21.  Cold Calling Made Easier – Part 2: Getting through to decision makers in spite of voice mail and gatekeepers.

22.  Podium Prospect Strategies: Building Your Business Through Educational Seminars and Public Speaking

Improving Your Mental Game:

23.  Improving Your Mental Game:  How to generate greater self confidence.

24.  Overcoming the Enemy Within: How changing your beliefs will change your results.

In addition to these twenty-four formal workshops, we also offer a problem-solving clinic entitled “Principles and Problem Solving” wherein we resolve specific sales challenges utilizing the Client Builder Selling model and the specific Client Builder principles. Participants love these sessions because it provides them with answers to their most pressing problems while they are still fresh in their minds or in need of immediate resolution.


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