Programs

1. State-of-the-Art Selling Skills (1-2 Day Program)

This workshop presents recent sales research about what’s working now in the sale of professional services, and emphasizes the ability to USE this research in a variety of simulated sales conversations.

Topics covered in the classroom:

• How much time should be devoted to business development.
• What to do to maximize the likelihood that new acquaintances like you immediately.
• How best to structure conversations with new prospects.
• How to deal with multiple prospects in sales meetings.
• How to structure conversations when more than one salesperson attends a sales meeting.
• What to listen for in conversations with new prospects.
• How to listen.
• The most powerful questions to ask when you're selling.
• Developing sensitivity to differences between the way men and women communicate in selling situations.
• Understanding the components of trust — what does it take for prospects to trust you?

2. State-of-the-Art Closing Skills

(Prerequisite: #1 above)

This workshop presents recent sales research about what's working in closing - that is, encouraging a prospect to move to the next stage of the selling process sooner rather than later - and emphasizes professionals' ability to USE this research in a variety of simulated sales conversations in the classroom, as well as in their market area.

Topics covered in the classroom:

• How to receive, and how to deal effectively with objections.
• How and when to follow-up, including voicemail protocol.
• How to deal with questions concerning price or fees.
• How to present proposals
• The four rules of closing
• Fundamentals of effective negotiation
• How to ask for the business

3. 120-Day Follow-Up Program…

Each participant is asked to submit key data on his or her business development activity, typically every 10 business days.  This data will be reported in newsletters that arrive every 2 weeks during the 24-week follow-up period.

Goals of the newsletters are these:

• To recognize business development successes.
• To remind people of material they learned in the selling skills workshop and challenge them to use it.
• To expand participants' understanding of what's working now in selling beyond what we had time to cover in the classroom, by reporting on new research and writings about what's working now in selling professional services.
• To motivate participants to continue to focus on business development for the next two weeks.

  In addition, most organizations choose to have participants receive an e-mailed “Sales Tip” from recent sales research or writings on the topic every business day during this near-six-month program, to keep their focus on developing relationship building and selling skills over an extended period of time.

  This will encourage the forming of new habits in reaching out to new prospects, and to clients who have additional business potential, following-up systematically and methodically, and closing effectively.

Other programs available include:

• Videotaped Sales Coaching
• Executive Coaching
• Maximizing the Value of Trade Show
• Sales Blitz (a contest for setting appointments with decisionmakers by telephone)
• Networking Skills
• Maximizing your Marketing Effort
• Assertiveness for Women
• Effective Sales Management
• Positioning (determining the most powerful, provocative messages you can deliver to your prospects.)
• Time and Task Management
• Developing and Managing a Sales Pipeline
• Negotiating Success
• Gender Differences in Communication
• Prospecting Skills

Lenann McGookey Gardner Management Consulting, Inc.

11024 Montgomery Blvd. NE, #308
Albuquerque, NM  87111
Phone: 505.828.1788 | Fax: 505.828.1777
Website: www.YouCanSell.com
Email: Lenann@YouCanSell.com