Sales and Service Masterclass: The Phone as a Friend

As all sales and service people know, using the phone in a positive, professional and effective manner is a vital skill. In this program, we examine the potential for the phone to become one of the sales person’s most valuable tools. Michael Schiffner explains how to leave clear, simple messages, when to call, how to log each contact and offers other tips on using the phone to maximize potential sales.

Key Account Selling: Finding Unmet Needs

A theme throughout this entire series is, "Without a need, don't proceed" The only way to identify unmet needs is through targeted questioning - a critical skill Key Account salespeople must master. And individual needs are not fully qualified until prospects indicate their intent to do something about it. This program introduces "nod" and "need" questions, and shows how needs can be understood through the four What Questions: What?, Then what?, So what?, Now what?

10 Mistakes in Marketing

In this program, Carolyn Stafford discusses ten common marketing mistakes. The tips and traps outlined here will save your business time and money by avoiding poor or ineffective marketing activities. Supplemental materials included.

Creating a Customer-focused Organization

This Challenge Series exercise considers the many ways that business organizations can serve their customers - internal and external.

Getting to Yes

Dr. Roger Fisher, William Ury and Bruce Patton of the Harvard Negotiation Project and Conflict Management Inc., this program demonstrates a pragmatic and systematic approach to implementing interest-based negotiation. Supplemental materials included.

Developing a Customer-Focused Sales Approach

This course provides invaluable insight into how to better understand your customer's real needs and outlines the benefits and potential barriers to implementing customer-focused sales approaches.

Building a Winning Sales Team

This course delivers answers by presenting information and tools that you can use to define your sales team and identify stages of sales team development.

How to Key Account Selling: Handling Objections

Not all objections can be handled in the same way. This program shows how to respond to each of the four types of objections in a Key Account sales call: misunderstanding, doubt, indifference, and true negative.

7 Steps to a Lot More Sales

7 Steps to A Lot More Sales is a comprehensive marketing/sales training course designed to help business owners and marketing managers discover sales opportunities within their business. Supplemental materials included.

Selling skills from A - Z

This program covers ten simple yet crucial skills which form the very foundation for delivering exceptional customer service on the phone. It is perfect for entry level staff and a great reminder for more experienced employees. Supplemental materials included.

Marketing Essentials: Introduction to Marketing

This course provides key insight on marketing as a key business process, its link to overall corporate strategy and how online and social media marketing is changing the face of marketing by bringing companies and customers closer together than ever before through new technologies.

Managing Difficult Customers

Excellent practical advice is offered that will assist sales people, helping them to work through the solutions in logical stages. The program also shows how to effectively resolve conflict, whilst preserving and reinforcing a positive relationship with the customer.

How to Sell a New Idea

Avoid the pitfalls and learn the ten easy steps to make sure you present and sell your next new idea successfully.