" By using the Value Analysis Calibration as the foundation for the client interview, I uncovered $200,000 in other 401 accounts that I could include in the IRA rollover."

M.L. Financial Advisor

"Previous sales coaching have just asked questions, Ed offered some ideas to beat the incumbent that actually worked! I have only been on the agency side for a year and last quarter I exceeded $40,000 in agency commissions."

Insurance Agency Producer

Learning Development and Coaching since 1987

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Get more information - call us at 734 - 455 - 4151

"Tell me and I forget. Teach me and I remember. Involve me and I learn."
--- Benjamin Franklin

Personality Assessment Tools from Inscape Publishing (DiSC products) - Authorized Distributor

Sales Coaching

Individual, one-on-one sales coaching to give you that competitive edge

Tiger Woods has a coach - shouldn't you?

All selling is not alike - we will customize topics to your selling environment. We have experience coaching:

  • Regional sales managers balancing: dealers, direct accounts and regional offices of national accounts

  • Account managers leading team selling to national accounts

  • Health benefits producers

  • Zone / regional sales managers of building materials

  • Commercial insurance producers

  • Business development managers

  • Account / commercial managers in the auto industry

  • Financial advisors

Here are some of the sales skills and ideas that can be included:

  • Understanding buying motives
  • Determining what the prospect views as value
  • Creating a marketing campaign
  • Getting to and convincing the decision maker
  • Driving a wedge between the prospect and the current supplier
  • Establishing metrics to track activities
  • Applying funnel technology in an Excel format to ensure achieving your year-end number
  • Using advanced networking techniques to turn cold calls into warm calls
  • Effectively prospecting
  • Crafting unique value propositions for prospects or clients
  • Discovering the "pain" with consequence questions
  • Neutralizing resistance with refocusing techniques
  • Discussing points of difference when comparing to competitors
  • Using exchange theory activities to shut out competition
  • Communicating effectively with different personality styles
  • Crafting proposals that focus on value to the prospect or client
  • Maximizing relationships with appropriate and correct entertaining
All selling is not the same. During sales coaching our focus is pragmatic - what skills and techniques can be employed immediately to start seeing improved sales results? We don't have the time or the patience to discuss theory: we are looking to coach all different types of sales opportunities - from large sourcing opportunities with OEM and Tier I automotive and specialty trucks to services such as P/C insurance producers, benefits and financial services - with selling skills and techniques appropriate for the selling environment. And all of our sales skills are designed to beat the incumbent and the competition and grow your customer base. During the sales coaching we will establish action plans that we expect you to execute and we review the plans at the beginning of each session. This is our approach to sales coaching: more than just training, we roll-up our sleeves and bring years of selling, managing and training to offer strategies and tactics that will close more deals. Each sales coaching engagement is customized to leverage your strengths and we will hold you accountable for implementing coaching suggestions and recommendations. Kick it up a notch with a proven sales coaching to make 2008 your best year ever.

Take advantage of our experience in sales coaching by giving us a call today at 734-455-4151.
 

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