Sales Programs

The following is an overview of our core sales programs. The programs listed here range in duration from one to six days. Each workshop is fully personalized to the needs of individual clients, based on comprehensive pre-session interviews and assessments. For more information about any of our programs, please contact us.

The Art of Making Rain    more info
   Selling Skills for Business Professionals

Sales Mastery    more info
   Sales Skills for the Experienced Sales Professional

Negotiation Skills    more info
   The Art and Science of Getting More of What You Want

Selling and Presenting to Stakeholders and Decision Makers    more info
   How to Maximize Your Impact and Influence when Stakes are High

Customer Service Excellence    more info
   The Art and Science of Customer Satisfaction and Retention

For more information about our sales training programs, please contact us
by phone, via email, or through the web.


The Art of Making Rainback to top
   Selling Skills for Business Professionals

A program designed for “rainmakers” - consultants, business owners and other “non-traditional” sales people whose responsibilities and accountabilities include prospecting for and developing new business. Topics include:

• powerful positioning, differentiation, prospecting and networking strategies
• consultative selling processes, strategies and tactics
• the psychology of selling - applying the principles of compliance, power and influence
• success by design - how to dramatically improve your results through powerful tools

Sales Masteryback to top
   Sales Skills for the Experienced Sales Professional

A comprehensive twelve module program covering virtually every aspect of the sales cycle, and designed primarily for experienced sales professionals. These modules can be delivered individually in one hour, half-day and full-day segments, however they are much more effective when spread out over a series of individual sessions, giving participants the opportunity to properly absorb and apply the tools, techniques and strategies presented. The modules include:

The Sales Process Time Management Prospecting Networking

Trust and Discovery Communication Skills Presentation Skills Negotiation Skills

Building Customer Loyalty Account Mgmt. Territory Mgmt. Leveraging Technology

Negotiation Skillsback to top
   The Art and Science of Getting More of What You Want

This program is designed for sales professionals, executives, consultants and others who wish to learn how to negotiate more effectively. Topics include:

• the four key negotiating styles, and how each one negotiates
• how to effectively identify, adapt to, and negotiate with each style
• core negotiating skills – 3 crucial elements and 7 steps
• handling conflict, resistance and objections in negotiations
• compliance principles – how to apply them, and how they’re used against you
• key negotiating strategies, tactics and guidelines

Selling and Presenting to Stakeholders and Decision Makersback to top
   How to Maximize Your Impact and Influence when Stakes are High

This program is designed for sales professionals, executives, consultants and others who wish to learn how to influence more effectively through presentations. Topics include:

• a look at the consultative selling process
• the psychology of persuasion (the art of compliance, power and influence)
• how to develop a powerful presentation (templates, content tools, etc.)
• effective presentation delivery (opening, delivery and closing skills)
• strategies for using voice, language, presence, movement and visual aids

Customer Service Excellenceback to top
   The Art and Science of Customer Satisfaction and Retention

In today’s competitive marketplace, quality customer service is the key to keeping ahead of the competition. Service excellence requires knowledge, planning and a great deal of effort. This program addresses the science of quality customer service, translating it into proven tools and techniques for effectively dealing with customers. Topics include:

• how to cultivate a customer focused mindset and recognize customer needs
• how to identify and maximize moments of truth and opportunity
• how to develop powerful communication skills that improve customer satisfaction
• how to apply the principles of compliance and consultative selling to service
• key tele-care skills: greeting, listening, building trust & rapport, transferring
• how to deal effectively with difficult, insistent, and abusive customers
• a 7 step process for effectively handling angry customers