TRAINING MODULES (Corporate or Individual training)
1) Business Acumen
a. Priorities
b. Margins
c. Velocity
d. The Key to Business
e. The Five Elements
2) Sales Skills(overview)
a. Preparation
b. Listening Skills
c. Relationship Skills
d. Presentation Skills
e. Time Management
3) Account Penetration
a. The Successful Way
b. Overcoming Fears
c. Four Factors of Success
d. Overcoming Objection
4) Customer Relationship Process
a. Lead Generating
b. Qualifying
c. Earning the Right
d. Assessing Needs
e. Obtaining Agreement
f. Finalizing
g. Delivery / Implementation
h. Continuing Relationship
5) Selling to the Government
a. Positioning
b. Set asides and Teaming
c. Establishing Requirments
d. Decision Making
e. Funding and Project Success
6) Presentation Skills
a. Preparation
b. Degrees of Engagement
c. Building Rapport
d. Benefit Statement
7) Anger, Conflicts, and Complaints
a. Root causes
b. Problem Solving
c. Communication
d. What to Avoid
8) Strategy and Execution for Managers
a. Engagement and trust
b. Managerial strategy
c. Strategy Alignment
d. Goal setting
e. Talent analysis
9) Negotiations and Value Creation
a. Where to focus
b. Positioning
c. Rationalized supplier base
d. Objectives
e. True Cost of Product