Elite Training Systems On Site Workshops

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Customized On-Site Training for Consultative Sales Professionals

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Elite Training Systems On Site Workshops

  1. 1. Elite Training Systems Sales, Communication and Leadership Training for Business Owners and Sales Professionals
  2. 2. Does a formalized structured sales training program work? <ul><li>Ask Xerox, IBM, UPS, Bell Canada, the Major Banks, and Insurance Companies. For that matter ask any large successful organization! </li></ul>
  3. 3. Better yet,… <ul><li>… ask your competitor, because if they are training their sales staff and you’re not, they are likely eating your lunch! </li></ul>
  4. 4. What Most Businesses Tell Themselves <ul><li>Training doesn’t work – you’ve either got it, or you don’t! </li></ul><ul><li>Our company can’t financially afford a Professional Sales Trainer or Training Program! </li></ul><ul><li>There isn’t enough time for us to pull our people out of the field! </li></ul><ul><li>Training only provides a short-term “feel good” results with no long-term improvements. </li></ul>
  5. 5. The Reality <ul><li>Training works, but only if you work the training, therefore accountability is a must! </li></ul><ul><li>Your people need to master the basic skills and therefore, you can’t afford not to train your Sales Team! </li></ul><ul><li>You need a proven program that requires a minimal time commitment for the members of your sales team. </li></ul><ul><li>The program must provide follow-up testing and demand accountability on behalf of the participants. </li></ul>
  6. 6. The Solution <ul><li>Partner with SMP Strategies and make us your outsourced professional sales training department. </li></ul><ul><li>Work with us to tailor our programs to the specific needs of your sales force. </li></ul><ul><li>Deliver customized Elite Training Systems Workshops at a facility of your choosing! </li></ul><ul><li>For a minimal time commitment, (2.5% of your selling time) schedule half-day (4 hour) training sessions on a monthly basis. </li></ul>
  7. 7. The Solution (continued) <ul><li>Minimize your per person financial commitment to as low as $99.67 (based on a team of 15) to a maximum of $249.17 (based on a team of 6). </li></ul><ul><li>The client has control over a skill questionnaire and accountability assignment post workshop to ensure results. </li></ul><ul><li>Benefit from our expertise to put other systems, measures and expectations in place to leverage the program. </li></ul>
  8. 8. The Justification <ul><li>The knowledge gained will increase confidence and boost sales activity. </li></ul><ul><li>New sales opportunities that lead to revenues will pay for the training investment many times over. </li></ul><ul><li>Techniques and ideas presented will encourage the introduction of new productive and profitable habits. </li></ul><ul><li>Your team members will appreciate the time and financial investment that you are making in them. </li></ul>
  9. 9. The Justification (continued) <ul><li>A new degree of maturity and acceptance of responsibilities will be apparent as there is an awakening in certain individuals. </li></ul><ul><li>The sales training and coaching will be an invaluable asset! </li></ul><ul><li>The program will help you identify those who are not capable of grasping necessary concepts and address the issue before too much time, energy and financial resources are invested in them. </li></ul><ul><li>The motivation from each session will be priceless! </li></ul>
  10. 10. What We Teach
  11. 11. Marshall W. Northcott <ul><li>Started sales career in 1988. </li></ul><ul><li>Diverse background selling tangible and intangible products, including face-to-face selling, telemarketing and the retail sector. </li></ul><ul><li>Excellent people skills, problem-solving abilities and sales knowledge. </li></ul><ul><li>Enthusiastic, energetic and passionate Corporate Trainer. </li></ul><ul><li>President of SMP Strategies, Founder of Elite Training Systems, Author of Sales Insights. </li></ul>
  12. 12. A Bold Statement <ul><li>“ By providing the necessary tools, training and knowledge required by the members of your sales team you give them every possible reason to succeed and take away ever possible excuse for mediocrity and failure.” </li></ul><ul><li>Marshall W. Northcott, Corporate Trainer </li></ul>
  13. 13. <ul><li>The Company </li></ul><ul><li>Registered in February 2001. </li></ul><ul><li>Primary focus of the business is training for Corporate Business to Business Sales Professionals. </li></ul>
  14. 14. <ul><li>Customized On-Site Training </li></ul><ul><li>Public Workshops </li></ul><ul><li>Key Note Presentations </li></ul><ul><li>Sales and Business Coaching </li></ul>
  15. 15. SMP Strategies <ul><li>Our Training Philosophy </li></ul><ul><li>Deliver information that makes sense - make it simple - to the point - provide examples to connect the dots. </li></ul><ul><li>Get participants involved - encourage participation - make it interactive. </li></ul><ul><li>Make it easy to retain the information - deliver half-day sessions and let the participant go out and apply what they have learned. </li></ul><ul><li>Make them accountable - have them complete a short written test after the session and also an accountability assignment over the next two to four weeks. </li></ul>
  16. 16. Ensuring the Effectiveness of Training <ul><li>The Training Materials are top quality and we are constantly updating and improving upon them. </li></ul><ul><li>Our facilitator has over 18 years of hands on sales experience combined with 8 years of training and coaching experience. </li></ul><ul><li>The training locations that we select are easily accessible and conducive to a positive learning experience. </li></ul><ul><li>We use state of the art equipment in our public workshops. </li></ul>
  17. 17. Ensuring the Effectiveness of Training <ul><li>At the conclusion of each session the participants must complete a test and we provide the answers to the client. </li></ul><ul><li>The customer must supply a willing student “the raw material” who is prepared to get out of his/her comfort zone and implement the training. </li></ul><ul><li>Management support and reinforcement afterwards is crucial – there must be an expectation that they will apply the info. </li></ul><ul><li>We provide the employer or manager with an Accountability Assignment to be completed by the participant in the two to four weeks following the training session. </li></ul><ul><li>At this point we require your cooperation to set goals and objectives, track the professional development and sales results to ensure ongoing success. </li></ul>
  18. 18. Sales Training Workshop Topics Slide 1 of 3 <ul><li>Module 1 – Personality Patterns and Profiles </li></ul><ul><li>Module 2 – Psychology of Selling </li></ul><ul><li>Module 3 – Rapport and Relationship Building </li></ul><ul><li>Module 4 – Uncovering and Creating Business Opportunities </li></ul><ul><li>Module 5 – Telephone Skills and Appointment Making </li></ul><ul><li>Module 6 – Successfully Handling and Overcoming Objections </li></ul><ul><li>Module 7 – High Impact Client Interviews (Theory) </li></ul><ul><li>Module 8 – High Impact Client Interviews (Role-Playing) </li></ul>
  19. 19. Sales Training Workshop Topics Slide 2 of 3 <ul><li>Module 9 – Problem Solving and Creative Sales Solutions </li></ul><ul><li>Module 10 – Proposal Preparation and Presentation </li></ul><ul><li>Module 11 – Powerful Sales Presentations (Theory) </li></ul><ul><li>Module 12 – Powerful Sales Presentations (Role-Playing) </li></ul><ul><li>Module 13 – Advance Customer Service </li></ul><ul><li>Module 14 – Referral Based Selling </li></ul><ul><li>Module 15 – Professional Image and Organization </li></ul><ul><li>Module 16 – Time, Territory and Account Management </li></ul>
  20. 20. Sales Training Workshop Topics Slide 3 of 3 <ul><li>Module 17 – Practical Goal Setting </li></ul><ul><li>Module 18 – Strategic Business Planning for Sales Professionals </li></ul><ul><li>Module 19 – Asking for the Order </li></ul><ul><li>Module 20 – Negotiation Skills </li></ul><ul><li>Module 21 – Elite Sales Management </li></ul><ul><li>Note: Role-Playing Sessions will be video taped and employer will be mailed a copy. </li></ul>
  21. 21. Customization of Workshops <ul><li>Prior to each session we will schedule a one hour face-to-face or telephone consultation to review the materials and tailor them to the specific needs of your selling environment. </li></ul><ul><li>In instances where a special need must be addressed that we do not currently have a module for, SMP Strategies will work with you to create a module. (many of our current programs are a result of such client needs) </li></ul>
  22. 22. Training Options <ul><li>Public Workshops in </li></ul><ul><li>Kitchener </li></ul><ul><li>and </li></ul><ul><li>Mississauga </li></ul><ul><li>locations. </li></ul><ul><li>Customized On-Site </li></ul><ul><li>Training </li></ul><ul><li>at your </li></ul><ul><li>facility. </li></ul>
  23. 23. On-Site Training Fees <ul><li>Rates are subject to change, to ensure accuracy please contact our office and speak with a representative from SMP Strategies. </li></ul><ul><li>Click Here for Contact Information </li></ul>
  24. 24. Another Option <ul><li>For organizations that are sizeable in numbers or anticipate corporate growth in the sales department the best option might be developing your own internal training system. </li></ul><ul><li>In such instances, SMP Strategies is prepared to work with you to customize the Elite Training Systems Workshops to meet your requirements and then grant you permission to use those materials as your own. </li></ul><ul><li>For additional details and fees on this option please speak with a representative of SMP Strategies. </li></ul>
  25. 25. Complete Workshop Details <ul><li>For complete workshop details, including dates, locations, fee, and course descriptions visit the web site: </li></ul><ul><li>www.elitetrainingsystems.ca </li></ul>
  26. 26. Testimonials from Clients <ul><li>SMP Strategies has had a significant positive impact on our sales professionals at Execulink Telecom.  Marshall Northcott collaborated with us in the delivery of a structured program that helped build the confidence and improve the effectiveness of our entire Business Sales team.  Both our newer sales team members as well as those who had received previous training enthusiastically embraced the concepts from the sessions.  Marshall applied the knowledge he built of our organization with our Residential Sales team who immediately delivered increased sales results.  The energy and professionalism that Marshall has brought to all of his interactions with Execulink Telecom has helped us in our constant quest to deliver an excellent customer experience and produce strong business results. </li></ul><ul><li>  </li></ul><ul><li>Steve Bryant, Vice-President, Sales & Customer Service </li></ul><ul><li>Execulink Telecom www.execulink.ca </li></ul>
  27. 27. Testimonials from Clients <ul><li>I had meetings with many potential trainers to formulate a better employee training program.  I had very limited success because it seemed that most had a canned package and that is not what I wanted.  Then Marshall contacted me and we agreed to meet and discuss my plan that would offer us the flexibility in training of our sales and internal teams.  Dealing with Marshall was easy!  He was well prepared, confident and relaxed and my management team and I quickly came to the decision that Marshall was the one we wanted.  He then presented an excellent training plan that worked for us.  Marshall has now completed 11 workshops for the sales and internal teams at Burkert starting in 2005 with the most recent one held in November 2007.  We have used Marshall in other areas such as employee functions where he can interact with the staff and this has been very successful as well. </li></ul><ul><li>  </li></ul><ul><li>Marshall has done a great job for the management and staff at Burkert and I would not hesitate in recommending him and his team to guide your people to higher professional levels. </li></ul><ul><li>  </li></ul><ul><li>Jerry Dunn, CEO, Burkert Contromatic Inc. </li></ul>
  28. 28. Testimonials from Clients <ul><li>Marshall worked in partnership with Fanshawe College to deliver a Sales Symposium to business clients in 2008.  He delivered 4- 1/2 day workshops covering 2 full days of sales training.  Marshall has the ability to engage all the participants in a non threatening environment. His natural charisma, outgoing and relaxed personality contributes to a wonderful learning and sharing environment.  He keeps his workshops moving using &quot;true-life&quot; examples from his prior sales career. The feedback from participants was outstanding! I would highly recommend Marshall to facilitate and lead a sales training program. </li></ul><ul><li>  </li></ul><ul><li>Deb Masters, Corporate Training Consultant </li></ul>
  29. 29. Testimonials from Clients <ul><li>SMP Strategies delivers the customized training materials using an interactive presentation style that grabs the audience's attention and encourages participation. Marshall listens to feedback and then relates to the audience by providing real life examples that apply to the individual participants. Each training module is loaded with relevant content that emphasize the development of useful skills. Marshall gets people involved and makes the sessions exciting to attend! </li></ul><ul><li>  </li></ul><ul><li>If you are looking for someone who is results oriented and can motivate, encourage and create belief in people Marshall is an excellent candidate. Energy and enthusiasm are traits that he brings to your company. Based on what I know of Marshall Northcott and SMP Strategies, I would highly recommend him as a Sales Trainer or Public Speaker. </li></ul><ul><li>  </li></ul><ul><li>Bill Zinger, President www.kissner.com </li></ul>
  30. 30. Testimonials from Clients <ul><li>There are many, many other testimonials on the web site: </li></ul><ul><li>www.elitetrainingsystems.ca </li></ul>
  31. 31. Measuring the Results <ul><li>One of the #1 concerns business owners and managers have with investing in training is seeing tangible results. </li></ul><ul><li>At the end of each of our sessions we provide the employer or manager with the answers to a test that has been provided to the participant. </li></ul><ul><li>In addition we provide you with an Accountability Assignment that we recommend you have your sales representative complete in the weeks following the session. </li></ul><ul><li>You should work with them to establish goals and objectives related to the session and then measure the results to make certain they are meeting the expectation. </li></ul>
  32. 32. Our Commitment <ul><li>What can you expect from the training program? </li></ul><ul><li>We will partner with you to help you build a well-rounded, skilled sales team that produces results for your business! </li></ul><ul><li>SMP Strategies will deliver paperwork that outlines the precise details of the training to be delivered. </li></ul><ul><li>After each session you will receive the skills questionnaire answers and the accountability assignment. </li></ul><ul><li>An open line of communication – if at any time you wish to speak with us to get an update, express concerns, have a comment or just want our perspective of how we feel things are going we are here to speak with you! </li></ul>
  33. 33. Your Commitment <ul><li>What do we expect from our clients? </li></ul><ul><li>Communicate with us – let us know if there is a concern, challenge or problem. </li></ul><ul><li>Let us know what your expectations are from the facilitator and the training program. </li></ul><ul><li>Prescreen workshops participants - enroll sales staff that want to grow and develop their sales skills. </li></ul><ul><li>Notify us of any last minute changes – substitutions etc. </li></ul><ul><li>Workshop registrations must be paid in advance of the training dates. </li></ul>
  34. 34. Your Next Step <ul><li>Authorize the paperwork with the options you’ve selected for your sales group. </li></ul><ul><li>Schedule the training time in your calendar and notify the sales team. </li></ul><ul><li>Partner with SMP Strategies to determine which modules are most suitable for your selling requirements. </li></ul><ul><li>Set up a date to review the first module. </li></ul><ul><li>Make more sales, earn more money have more fun! </li></ul>
  35. 35. One Last Thought <ul><li>Are you maximizing your results on every opportunity? </li></ul><ul><li>Maybe it’s time for a new approach? </li></ul><ul><li>“ The definition of insanity is doing the same thing over and over again and expecting a different outcome.” </li></ul>
  36. 36. Put us to work for you! www.elitetrainingsystems.ca
  37. 37. Contact Information <ul><li>SMP Strategies </li></ul><ul><li>75 Dundas Street North, P.O. Box 27007 </li></ul><ul><li>Cambridge, ON N1R 8H1 </li></ul><ul><li>Phone: 519-624-9964 Fax: 519-624-7138 </li></ul><ul><li>Toll Free: 866-896-6603 </li></ul><ul><li>Email: sales@smpstrategies.com </li></ul><ul><li>Web Site: www.elitetrainingsystems.ca </li></ul><ul><li>Click enter to conclude this presentation! </li></ul>

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