Training the Trainer:
Helping Sales Managers To Develop an Overachieving Sales Force
(Half-day workshop)
This workshop helps sales managers and management to understand the
foundational problem which
stops most salespeople: their lack of an expanded capacity to deal
with risk, challenge and uncertainty
More importantly, it shows them what to do about it. It identifies
the behaviors that sales managers need
to see their salespeople exhibit in order to succeed. Next, it introduces
sales managers to the practices and
processes necessary to overcome this problem and develop a sales
force of overachievers: how to
manage by behaviors, not just by sales quotas; how to practice management
by small steps, not
management by fiat; how to use assessment tools to ensure that the
salespeople they hire or have in
place can execute their selling strategies and are trainable. This
workshop also introduces sales managers
to the Behavioral Change Journal, a powerful tool to assist both sales
managers and salespeople to
manage and monitor their daily behaviors.
Selling success is not a matter of luck, nor is having a sales force
where high achievement is the rule, not
the exception. Both are the result of knowing what truly drives selling
success and translating that
understanding into effective recruiting, training and managing of
salespeople. If you are frustrated by
sales people who are finding too few new opportunities or disappointed
because few of your sales people
ever become the cream of the crop, this workshop will answer why
and what to do about.
See this related article "How
to Develop an Overachieving Sales Force" by Carl Harvey.
What is Stopping You? The Inside Game of Selling Success
(Half-day workshop)
To go to the next level of success and results, sales people need
more than powerful techniques and
approaches. They need to develop the one quality upon which all techniques
and approaches depend: an
expanded capacity to deal with risk challenge and uncertainty.
For it is this capacity that will determine
the how high a salesperson will call, the risks she will take, the
questions she will ask, and how long she
will keep acting in the face of disappointment, negatives and self-doubt.
In this ground-breaking workshop, Carl Harvey will outline the practices
and perspectives needed to
develop this core competency. You will learn how to develop the confidence
to call at the top, how to
overcome cold call reluctance, how to ask the tough questions we
all know but never ask, and how to find
the confidence to act when you lack confidence. What stops most of
us is the gap between knowing what
to do and doing it. This workshop will help close that gap.
The Inner and Outer Game of Cold Calling
(Full day workshop)
Hands down, the two most dreaded words in the salesperson’s lexicon
are: cold-calling. Yet cold-calling
remains one of the most proven and powerful methods of acquiring
new business-if one knows how to do
it. This workshop will shows you how.
In Part I- The Inner Game of
Cold-Calling, you will learn the perspectives
and practices to overcome call
reluctance and the fear of failure; how to identify and deal with
self-limiting beliefs; the daily practices and
mindsets that grow our confidence and competence and those that undermine
them.
In Part II-The Outer Game of Cold-Calling, you
will learn how to develop value propositions that grab
interest and help secure appointments; how to deliver your message
to establish credibility and not
sound like the typical salesperson; how to call at the top; how to
stay in conversation on a cold call and
deal with prospects’ dodges and stalls; and how to handle the six
most common objections you will hear
on the phone.
See this related article "Five
Steps to More Effective Cold Calling" by Carl Harvey.
How to Make Your Sales Call A Success Story Not A Mystery
Novel
(Half-day workshop)
Many salespeople waste their time in front of the wrong prospects,
prospects who don’t have pain, the
money or the decision-making authority or have all of these but prefer
someone else. The real problem:
salespeople are often unaware that these are the reasons they lost
the sale. In effect, they allowed their
sales call to become a mystery novel instead of a success story.
In this powerful workshop, Carl Harvey will show
you how to ask the right questions to get the real
answers. You will learn the six qualifiers to determine a fit prospect,
questions to ask to determine pain,
money, decision-making and level field; how to deal with prospects
evasive or fuzzy answers and what to.
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