Overcoming Doubts and Dilemmas

In the workplace, some people get stuck overanalyzing all of their choices—they want a spreadsheet packed with data before proceeding with any decision. Others swear by their intuition and have no data to back up how they arrived at a particular decision.

How can you make a high-impact decision that is effective, practical, and successful? By having a clear objective, gathering and evaluating information in a structured way, avoiding common decision traps, and by using your intuition to confirm or question your decision. This course will enhance your confidence and skill at making—and implementing—tough decisions, allowing you to increase your value to your organization and actively contribute to its success.

Learning Outcomes:

  • Understand the role that emotions play in decision-making.
  • Describe how to make a decision effectively, recognizing key steps to take before, during, and after the decision-making process.
  • Identify your values in order to guide your actions, behaviors, and decisions.
  • Put into practice various methods for collecting and evaluating information.
  • Recognize—and avoid—the most common traps that complicate tough decisions.
  • Develop strategies to overcome your concerns about making and implementing tough decisions.

Program Contents:

  • The Neuroscience of Making Decisions
  • You Really Don’t Know What to Do
  • Decision Traps
  • You Know What to Do, But You’re Concerned

They’ve mastered prospecting, scoped out hot leads, and succeeded in getting their foot in the door. So far, your salespeople are off to a great start. But at this moment, they’re sitting face-to-face with their next (hopefully) new customer, and after an engaging opening, they stop and think, 'hmm… now what?' It’s time to shift the focus to the customer

So before your salespeople have the chance to jeopardize their next big deal, make sure they know how to keep the customer engaged, uncover their needs, learn their decision-making strategies, and know what not to say. Teach them what to ask—and how to listen.

Sales Essentials: What to Ask & How to Listen, the fourth module of the in-depth training series, shows salespeople how to ask the right questions, avoid communication shut downs, maximize business discussions, and learn valuable active listening skills that will move the customer relationship forward.

Learning Outcomes:

  • Discover the questions that uncover customer needs
  • Identify customer needs and challenges
  • Learn how to use active listening to better understand customers
  • Develop strategies for business discussions that get results

Program Contents:

  • Getting a Perspective on Listening
  • Questioning Skills
  • Listening Skills
  • What to Ask in the Business Discussion

Whether you are working with fresh faces or seasoned pros, there are usually gaps between where salespeople are in their development and where they should be. That’s why it’s a good idea to assess skill levels from time to time, establish a baseline, and always have an action plan for improvement. The results are beneficial to the bottom line—for both the individual and the organization.

Selling Essentials: Understanding the Sales Cycle is the first title in a series of in-depth learning experiences aimed at transforming your sales force into true professionals who are prepped and ready for any challenge. Filled with an assessment, activities, worksheets, action planning, and more, this program requires individuals to take an active role in their learning. It starts with self-reflection and measurement, and then shifts the focus to the buyer with an exploration of customer-focused selling and decision-making patterns before ending with action strategies and planning.

Learning Outcomes:

  • Assess selling strengths and areas for improvement
  • Learn about the trends in today’s selling environment
  • Understand the concept of customer-focused selling
  • Learn the steps of the sales process and buying cycle
  • Discover how customers make decisions
  • Describe the steps in the sales process

Program Contents:

  • Assessing Your Sales Savvy
  • Customer-Focused Selling
  • Customer Decision-Making
  • Introduction to the Sales Process

Ask any sales professional about prospecting and most will tell you it’s their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it’s enough to cause even the most seasoned people to cringe. Some even point fingers claiming it’s not within the realm of their responsibility. But prospecting is the vital first step in the sales cycle, and the key to success is preparation, practice, and confidence.

Selling Essentials: Prospecting and Territory Management gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business. Title two of an in-depth training series, this customizable classroom program and e-learning workshop is packed with helpful tools, including worksheet templates, qualifying checklists, practice exercises, strategies, and more.

Learning Outcomes:

  • Learn practical tips for prospecting and qualifying customers
  • Discover how to develop a pipeline of profitable customers
  • Determine how to plan for sales opportunities
  • Identify techniques for making contact with prospects
  • Learn to implement strategies for prospecting and territory management

Program Contents:

  • What is Territory Management
  • Prospecting for New Business
  • Planning to Make Contact
  • Making Contact
  • Planning

It’s true. Preparation is key, especially when it comes to selling. Successful salespeople know it. From mastering product knowledge to understanding what the client wants and figuring out how to clinch the sale, they always do their homework. Always.

But knowing what to prepare—and how to prepare—can’t be left to trial and error. That’s because developing the ability to see through the client’s eyes, pinpoint their needs, think outside of the box, and deliver a convincing presentation takes time, training, practice, and then more practice.

The fifth module of the in-depth Selling Essentials training series, Presenting Solutions, Overcoming Objections, and Closing the Sale , prepares your sales force to approach each sales call with the skill, confidence, and know-how to achieve results.

Learning Outcomes:

  • Learn an easy-to-use model for presenting solutions
  • Understand how to effectively describe features and benefits
  • Become skilled at identifying customer objections
  • Know how to overcome objections using an effective model
  • Learn and master specific steps to close a deal

Program Contents:

  • Presenting Solutions
  • Overcoming Objections
  • Closing the Sale

You never get a second chance to make a first impression.

Ten seconds or less. That’s how long the window of opportunity is open for your salespeople to grab a client’s attention. And that’s why it’s vitally important to arm them with the tools that enable them to be confident, sincere, engaging, and successful—before they set foot in their next face-to-face sales call.

With the proper knowledge and preparation, your salespeople can establish themselves as experts, think on their feet, adapt to client expectations, and capture lifetime clients. Selling Essentials: Opening the Sales Call does just that. The third installment of the in-depth training series, this half-day classroom program and one-hour e-learning workshop is all about learning how to make a great first impression, set a positive tone, and beat the competition.

Learning Outcomes:

  • Understand the importance of preparation
  • Learn an effective framework for opening face-to-face sales calls
  • Discover the traits and characteristics that improve success rate
  • Understand the importance of building rapport
  • Learn how to overcome obstacles and resistance to change

Program Contents:

  • Preparing to Open the Sales Call
  • Practicing: Opening the Sales Call
  • Tips for Opening the Sales Call

From Creativity to Innovation

Innovation is usually less about a revolutionary idea and more abut and evolution and execution.

Simply put, the goal of innovation is to introduce something new or to make something better. But that doesn't mean it has to be complex or difficult. Whether it's improving customer return policies or developing high-tech products, innovation can happen anywhere in an organization — and by anyone.

Learning Outcomes:

  • Realize the common myths and misconceptions about innovation
  • Understand how to apply creativity to any problem or issue
  • Discover how to use multiple intelligences to generate ideas
  • Learn a four-step process for team innovation
  • Understand how to promote innovation without regulating it
  • Find out how to spot sacred cows

Program Contents:

  • Myths and Misconceptions
  • Individual Innovation
  • Team Innovation
  • Organization Actions

What is extraordinary customer service? We have all experienced it and, most likely remembered it. In this course participants will explore the concepts and benefits of superb customer service. Individuals will learn ways of building positive rapport with various types of customers and then apply those skills in activities and exercises throughout the course. They will dive deeper into workplace communication by examining the do's and don'ts of technology, and how to use these advances to further their customer alliances. Further groups will practice learned skills in dealing with difficult situations and making every interaction a positive experience.

Learning Outcomes

  • Explore the concepts and benefits of extraordinary customer service
  • Set extraordinary customer service standards for your area
  • Identify ways of building customer rapport
  • Improve your listening skills
  • Take control of every call
  • Say “no” in a positive way
  • Remain calm when the customer is upset
  • Cool down a hot customer
  • Implement strategies to avoid burnout

Program Contents

  • What is Extraordinary Customer Service?
  • Return on Service Investments
  • Setting Service Standards
  • Building Customer Rapport
  • Influential Communication
  • Keeping Cool When the Customer is Hot
When
Where
Rogers-Lowell Area Chamber of Commerce - 317 West Walnut Street Rogers, AR 72756
Class Details
  • 49.00 per participant *SUPER SPECIAL* Enter Code CHAMBER to save 30% at checkout!
  • All class Materials are provided at no additional cost
  • Small Class size to maximize facilitator/participant interaction

Ask any manager about sales coaching, and you’re likely to see them roll their eyes in response. Why? Because most managers claim they don’t have the time, the skills, the patience, or the need to do it. But in reality, creating a coaching culture will fundamentally change the way business is done. It will enable your organization to develop the potential of its sales team, retain its top performers, and multiply sales. And guess what? Coaching doesn’t involve hours of classroom time, role playing, or a three-day retreat at a faraway conference center. In fact, it’s not that at all. Coaching is about building a trust-based relationship that’s focused on mutual growth, a little know-how about personal style, the ability to be flexible, and knowing when to seize everyday moments as learning opportunities.

The seventh module of the in-depth Selling Essentials training series, Coaching for Performance targets the skills sales managers need to be effective coaches throughout the selling process, from high-level planning in the early stages to tactical decision making later in the cycle.

Learning Outcomes:

  • Understand what the term “coaching” means in a professional setting
  • Comprehend the importance of effective coaching and feedback
  • Know your strengths and areas for improvement as a coach
  • Be able to describe the challenges of coaching
  • Understand and apply a 3-step coaching model
  • Demonstrate the best practices for giving feedback

Program Contents:

  • What Is Coaching All About?
  • Coaching Styles and Motivation
  • Improving Performance Through Coaching

Whether you are working with fresh faces or seasoned pros, there are usually gaps between where salespeople are in their development and where they should be. That’s why it’s a good idea to assess skill levels from time to time, establish a baseline, and always have an action plan for improvement. The results are beneficial to the bottom line—for both the individual and the organization.

The sixth module of the in-depth Selling Essentials training series, Developing Clients for Life focuses on the skills salespeople need to cultivate relationships based on mutual trust and loyalty.

Learning Outcomes:

  • Understand the product implementation process
  • Learn how and why it’s important to develop relationships with existing clients
  • Know how to create a plan to build client loyalty
  • Discover effective strategies for building and maximizing client relationships

Program Contents:

  • Implementation and Follow-Up
  • Building Relationships
  • Capitalizing on the Relationship