Elite Training Systems Public Workshops


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Public Training Workshops for Consultative Sales Professionals

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Elite Training Systems Public 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>Our company can’t financially afford Professional Sales Training! </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>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>The 20 Session Elite Sales Skills Training Program! </li></ul><ul><li>Your financial commitment is a total of $179.90 monthly, per individual! </li></ul><ul><li>At 8 hours per month the program only requires 5% of your selling time. (Bi-weekly half-day sessions) </li></ul><ul><li>The client has control over a skill questionnaire and accountability assignment post workshop to ensure results. </li></ul>
  7. 7. 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>The sales training and coaching will be an invaluable asset! </li></ul><ul><li>The motivation from each session will be priceless! </li></ul>
  8. 8. What We Teach
  9. 9. 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>
  10. 10. 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>
  11. 11. <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>
  12. 12. <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>
  13. 13. 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>
  14. 14. 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>
  15. 15. 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>
  16. 16. 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>
  17. 17. 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>
  18. 18. 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>
  19. 19. 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>
  20. 20. Public Workshop Fees <ul><li>Register for all 20 Sessions for $ 1797.00 </li></ul><ul><li>Fee per workshop $ 89.95 </li></ul><ul><li>Register for any 15 Sessions for $ 1497.00 </li></ul><ul><li>Fee per workshop $ 99.80 </li></ul><ul><li>Register for any 10 Sessions for $ 1097.00 </li></ul><ul><li>Fee per workshop $ 109.70 </li></ul><ul><li>Register for any 5 Sessions for $ 697.00 </li></ul><ul><li>Fee per workshop $ 139.40 </li></ul><ul><li>Register for any 3 Sessions for $ 497.00 </li></ul><ul><li>Fee per workshop $ 165.67 </li></ul><ul><li>Individual Sessions (each) $ 197.00 </li></ul><ul><li>Fee per workshop $ 197.00 </li></ul><ul><li>Limited Number of Seats Available, Training Materials Included </li></ul><ul><li>10 % discount applied for three or more enrolments from the same company or organization. </li></ul>
  21. 21. 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>
  22. 22. Testimonials from Clients <ul><li>For anyone who is contemplating a start in a sales career and becoming a professional, I recommend that they take courses offered by Marshall Northcott. Marshall is a motivational mentor who knows how to inspire and he teaches techniques that are proven to get results, FAST! </li></ul><ul><li>Donna Gagich, Regional Sales Manager </li></ul><ul><li>Provincial Environmental </li></ul>
  23. 23. Testimonials from Clients <ul><li>Attending these courses has taught me to look at my sales business in a new, fresher manner and I have more tools to use. The information is relevant and professionally laid out. </li></ul><ul><li>I like Marshall’s style of relating stories that help get the point across. I actually get inspired and motivated by the time I leave the training seminar. </li></ul><ul><li>There are many companies that do not plan or invest in their people and they need Marshall’s services! </li></ul><ul><li>Tom Melnychuk, Branch Manager, Guelph </li></ul><ul><li>Marks Supply Inc. </li></ul>
  24. 24. Testimonials from Clients <ul><li>The 12 Week program covers all the essentials of professional selling.  In each lesson, Marshall provides examples to the participants that they can relate to on a personal level so that they are able to use the techniques in their respective fields.  Marshall is a great motivator and eye opener to the business world.  He knows his material, has personal experience and speaks very well.  His methods and delivery of course material are very informative and clear, which enabled me to use the information on a day to day basis in my sales position.  The training exceeded my expectations and I am a very satisfied client!  What more could you ask for? </li></ul><ul><li>  </li></ul><ul><li>Mike McMillan, Sales Representative </li></ul><ul><li>SOKKIA Corporation - Canada </li></ul>
  25. 25. Testimonials from Clients <ul><li>I have taken training courses in the past and none have been more effective or instructed to me better than Elite Sales Skills Training by Marshall Northcott. I had a lot of fun during the twelve weeks and I’m going to miss it! I honestly feel that all modules are particularly well done. I am certainly a better salesperson and I have already experienced the rewards of being in sales because of the knowledge passed on to me. I know nothing is perfect but I can’t find anything in this workshop that needs improvement. Marshall you have this thing nailed! Thank you for everything that you have instilled into me throughout your course. </li></ul><ul><li>  </li></ul><ul><li>Dan Esser, Formex Metal Industries Inc. </li></ul>
  26. 26. Testimonials from Clients <ul><li>I value the learning experience I have had from attending the Elite Sales Skills Training Workshops delivered by Marshall Northcott. I have been in sales for 18 years and by following the back to basics principles he teaches and reading his books I have had my best year ever in Real Estate! </li></ul><ul><li>Dorinda Orser, Sales Representative </li></ul><ul><li>Prudential Grand Valley Realty </li></ul>
  27. 27. Testimonials from Clients <ul><li>My third Elite Training Systems Workshop and I’ve enjoyed and found every one helpful. I was so impressed by Mr. Northcott’s sales skills, that in addition to attending these workshops, I hired him to accompany and coach me on several sales appointments to clients in New York and Pennsylvania. </li></ul><ul><li>Thilo Biedermann, Gotz Service </li></ul>
  28. 28. Testimonials from Clients <ul><li>There are many, many other testimonials on the web site: </li></ul><ul><li>www.elitetrainingsystems.ca </li></ul>
  29. 29. 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>
  30. 30. 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 the session you will receive an email with 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>
  31. 31. 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>
  32. 32. Your Next Step <ul><li>Partner with SMP Strategies to determine which modules are most suitable for your selling requirements. </li></ul><ul><li>Get registered for the workshops! </li></ul><ul><li>Schedule the training time in your calendar. </li></ul><ul><li>Start the program! </li></ul><ul><li>Make more sales, earn more money have more fun! </li></ul>
  33. 33. 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>
  34. 34. Put us to work for you! www.elitetrainingsystems.ca
  35. 35. 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>