We're excited about our newest sales training workshop, CSI: Consultative Selling Invigoration!

With inspiration from the extremely popular TV shows featuring Crime Scene Investigators, this program mirrors the same concepts that salespeople need to "solve" the sale -- great observation skills, savvy interviewing skills, diligent detective work, knowledge about the competition, and passion to see it through to the end.

Gary has forever been touting the benefits of consultative selling (through good selling times and bad, no matter), and the "invigoration" part comes from the idea that we all need to stay fresh and re-charged. The Portola Plaza Hotel at Monterey Bay was the first roll-out of "CSI" and it was a big hit. "Really good stuff, we really enjoyed the session, it was filled with things we will start using today," says Wade Bryant, Director of Sales and Marketing.

Some of our most popular training topics include these highlights (many more are available, please ask!). And because we believe that learning should be fun, we have incorporated plenty of things to do that call on "play" skills that encourage competition, learning and group inter-activity.

These skillshops are extremely interactive, getting your participants involved throughout the day via a combination of individual exercises, group exercises, presentations, role-playing, and discussion groups. Everyone rolls up their sleeves and takes ownership for their part in the success of the group!

One unique benefit and key ingredient to Training for Winners is that Gary provides complimentary between-visits coaching to help your team members retain the training concepts, work toward their goals, take the tools out for a "road test", and overcome obstacles to accomplishing goals. This increases the effectiveness of the training by "looping" the visits.  It also allows for individuals to get help at their speed on what they need.

With Training for Winners, you get a partner that works as if on your own team to provide interactive training skill workshops and powerful presentations.

Salespeople being asked to achieve greater results in topsy-turvy times, grow their Rolodex, expand your market reach, and beat the competition -- Sound familiar?

Unfortunately too many salespeople fail to grasp the client's needs and understand the thing that drives all sales -- "What's in it for me?" They spit out the features of their product or service with little knowledge of what will actually stick with that customer. They "feature-vomit" when they should be consultative selling the VALUE of the deal. This is the thrust of our sales training. Increase your revenues by:

• Prospecting -- Knowing where and how to find new business 
• "Gap Selling" that stresses closing the gaps between the customer's expectations and desired price vs. your value and profit line 
• Mastering the art of negotiating a profitable agreement for you and your customers with time-tested "best practices" and gambits that really work
• Improving interviewing, listening, and questioning skills
• Tapping into creativity and finding the "WOW" that excites your customers
• Understanding personality styles of sellers and buyers -- Why people buy, and why they don't
• Time (really self) management & keeping your priorities straight
• Preparing and making presentations in front of customers
• Working trade shows, customer events, and site inspections at a higher level
• Making EVERYONE in your organization a salesperson
• Overcoming objections & finding the "WII-FM" for customers
• The power of referrals -- Making them work for you
• Being able to make the customers see the Price-Service-Quality equation
• Closing & negotiation skills

Build repeat sales through:

• Improving internal and external customer relationships
• Understanding and managing those critical "Moments of Truth" that can make or break your business
• Examining your organization's "Three P's" -- (People, Procedures, and Products) to determine strengths and needs
• Finding ways that make you and your organization easier to do business with
• Creating responsibilities and accountability for a total commitment to service excellence

Inspire teams to perform at their peak by:

• Developing self-leaders who contribute more, think more, and take ownership
• Discovering how to "manage the process" so it doesn't manage you
• Channeling the "fear of change" into productive energy that increases profitability
• Training team leaders on essential skills such as: selecting, coaching, evaluating, and communicating
• Learning how to motivate and mentor your team to the next level by converting "me" into "we"
• Recognizing what makes for a great team, what can tear it apart, and what to do about it... in advance

Develop stronger teams by:

• Learning how to bring a team of individuals together to work toward a common goal, yet retain their individuality
• Converting the individual goals into team goals
• Turning quacking ducks who just complain into soaring eagles who accomplish results
• Applying coaching strategies that put the emphasis on results
• Effective conflict resolution techniques

Achieve more by:

• Setting goals as a team — who, what, where, when, why and how
• Consensus-building
• Assigning action paths and responsibilities as a group, no matter how diverse
• Staying on time and working through an agenda with monitored follow-up

Having a capable leader to direct the post-training process is HUGE. Get the most out of your investment by helping your directors and team leaders:

• Sustain the enthusiasm from the sessions and between-visits coaching
• Track participants' usage of tools and concepts
• Determine accountability for increased results
• Spend more time leading and coaching than pushing papers
• Individualized corporate coaching for team leaders, supervisors, executives, line staff

 Individualized Coaching

Gary will work one-on-one with you or your team member on areas such as personal development, sales skills, and career coaching. The program is totally customized on what needs to be accomplished in the time given (i.e. reach a goal, get a promotion, make a career move, etc.)