The document summarizes a 5-day Master of Sales Excellence program offered by The Hartfield-IMC Partnership. The program aims to educate, enlighten, and empower sales professionals through seminars, case studies, and workshops. It will be delivered by experienced tutors using proven coaching and training methods. The investment summary section at the end indicates there is a fee to enroll in the program.

1. MASTER OF SALES EXCELLENCE
by The Hartfield-IMC Partnership
“A Public Sales Course Dedicated to Educating, Enlightening,
and Empowering Professionals in Every Sales Endeavour”

2. Organisations and clients we have worked with

3. CONTENT
1. About Hartfield-IMC 2
2. Tutor Profiles and Testimonies 3-4
3. Teaching Methodology 5
4. Course Outline 6
5. Programmes/ Schedule 7
6. Investment Summary 8
“our effective sales training
programme is a combination of
seminars, case studies, and
group workshops aimed at giving
delegates a solid grounding in
the basic, intermediate and
advanced aspects of sales.”
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MASTER OF SALES EXCELLENCE
by The Hartfield-IMC Partnership

4. About the Hartfield-IMC Partnership
The Hartfield-IMC Partnership is the The Master of Sales Excellence (MSE)
coming together of two companies with the Programme
common purpose of helping organisations of At Hartfield-IMC, we understand that
all sizes to coach and train their sales Salespeople are the most vital elements in the
personnel into competent, effective, and profitability of any organisation as their
result-driven professionals. performance defines the organisation's
bottom line. Our objective therefore is to
Hartfield-IMC takes pride in being one of the produce sales professionals capable of
few partnerships in Nigeria to have performing at the highest level consistently
harnessed, developed, and packaged a whilst also transforming the perception of
coaching and training programme which Sales into an endeavour worthy of honour,
draws on psychology, sales techniques and respect and recognition.
scientifically-proven principles which have
contributed to the continued success of some
Programme Delivery
of the leading organisations in the world. For
The programme will be delivered over a
the first time in Nigeria, organisations and
period of 5 days and will be coordinated by
individuals now have the opportunity to enrol
the Hartfield-IMC Partnership. It will be open
on a Master of Sales Excellence (MSE)
to both business organisations and members
Programme which combines the best aspects
of the public wishing to take part in a
of Peak Performance Coaching and
programme that is essentially an “MBA in
Fundamental Sales Training.
Sales”
Our programme has been created to
incorporate proven coaching and training
methods which include practical simulations,
relevant case studies, and real-world
scenarios designed to educate and empower
training delegates.
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5. Tutor Profiles & Testimonials
‘Lanre studies in Psychology, Neuro Linguistic
Olusola brings Programming (NLP) and Quantum Physics, led
years of him to become an AAMET U.K. Certified
extensive study Matrix Reimprinting Practitioner and
spanning the Emotional Freedom Technique (EFT)
fields of Therapist.
Engineering,
Performance Lanre Olusola is respected nationally and
Improvement internationally for imparting exceptional
Management, problem solving, motivational, inspirational,
Human human developmental, leadership and
Behavioural management skills.
Psychology,
Governance, Organizational Design, Business He has worked extensively with the UK
Transformations and MetaMedicine. Government through the Department for
International Development (DFID), and the
Consequent upon diverse engagements and Nigerian Government, Various State
phenomenal transformation across several Governments and Government agencies, and
industries, he has been described by many as other International Donor Organizations such
Peak Performance Catalyst, Life Coach, Health as The World Bank, and the British Council
Therapist, National Development Strategist etc.
and Executive Advisor.
Lanre is involved in various capacities with
Lanre is an alumnus of the world-renowned and sits on the board of some of the following
Harvard Business School, Boston not-for profit organizations: FATE Foundation,
Massachusetts USA, An ASET, U.K certified Life Ford Foundation, MTN Foundation, UNICEF,
coach. He graduated as a Performance Coach CITIGROUP Foundation, IFC, NESG, Linkachild
from Europe's Number 1 Coaching institution; GTE Ltd, and Inspire Africa Foundation.
The Coaching Academy, U.K. His advanced
Testimonials on Lanre Olusola
“I live by certain virtues, positive energy works “The most unique and important phenomenon
effectively for me in every situation! You about sitting under Lanre Olusola's coaching is that
succeeded in bringing out those positive spiritual from the very first session he makes a strong, deep
thoughts in me!" or spiritual connection with your Essence i.e. who
you are as a person, brand or business. These
-Dr Mudashiru
sessions have been priceless to me.”
-TY Bello
“I found that my sessions with Lanre Olusola
helped me look deeper at the root causes, while
“I cannot thank you enough for your assistance in
talking through the solutions and even sometime
this our journey….With particular reference to the
tapping away the problems and over time, they
subject of emotional intelligence & quotient, it's
ALL go away.
evident that such matters must never be ignored.
I heal and even have the ability to look back and be
Many thanks once again for joining us in our
thankful for these experiences”.
journey. You're indeed “The Catalyst”.
-Mo Abudu
-Babasola Alokolaro (Chief Counsel to his
Excellency the Governor of Lagos State)
“It seemed insurmountable but one of Lanre's best
traits is his ability to help his 'coachee' re-train
their minds to believe and have faith that nothing
was insurmountable with the right attitude.”
-Betty Irabor
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MASTER OF SALES EXCELLENCE
by The Hartfield-IMC Partnership

6. Tutor Profiles
‘Segun Akande Amongst Segun's chief accomplishments is
possesses the setting up of the Nigerian Investment
extensive Banking League which has now become an
experience in industry benchmark for recognition of
diverse business performance and service quality amongst the
fields including country's top investment banks.
Financial Services,
Recruitment, In 2008, Segun Akande established SBA
Business Research, Financial Training in partnership with 7-City
Training and Sales. Learning, a UK-based training outfit with a
Segun is widely global presence across Europe, Asia and
acknowledged as North America. Today, SBA Financial Training
an expert on Sales and has continued to gain has rapidly become one of the leading
a reputation for the “Effective Sales” courses training companies in Nigeria. Segun is also a
he facilitates. Technical Partner at Hartfield Limited for Sales
Training and has quickly garnered a reputation
He is currently the Managing Director of SBA for his exciting, motivating and highly
Interactive, a financial data services and informative Sales Courses.
research company based in Lagos with close Segun brings to the fore a solid background in
ties to Reuters, Bloomberg, and The Financial all aspects of sales as well as a genuine desire
Times Interactive Data, as well as clients and passion to train and develop people of all
including Goldman Sachs and Barclays Capital. levels and backgrounds into relationship-
focused and result-orientated individuals in
their professional and personal lives.
Testimonials on ‘Segun Akande
“Well-structured, practical, relevant and lively “Segun has really impacted my psychology as a
training that fully met expectations...Segun Salesperson. I am more confident, a better
demonstrated confidence in addressing issues; he communicator, and feel enlightened knowing the
respects opinions, and delivered a well-structured difference between SALES and MARKETING”
handbook... ” -Michael, The Deekay Group
-Marina Securities
“This Sales Course has increased my confidence
“I'd find it hard to recommend any other sales and has helped me to understand how to deal and
trainer than Segun Akande. He was on top of his communicate with clients to get results”
game! ” -Mamuda
-Mr. Kolawole, PZ Cussons
“The amount of ground this course covered within
“Being a teacher myself, the trainer has all I want a short space of time was incredible. Even more
from a tutor. He is 99% satisfactory as a trainer impressive is the fact that the course was delivered
anywhere” in a simple, engaging and interactive way which
-Mr. Lawal, Assudamal Group ensured that everybody gained something”
-Adeoye
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7. Teaching Methodology
Each day of the course is carefully structured MSE Gold Certificate
to provide insights into different areas of how (Distinction) 80% and above
to be an effective Sales Professional. For each MSE Silver Certificate 65% - 79%
subject area we examine how the subject MSE Bronze Certificate 50% - 64%
principles work, and how they can be applied
to everyday situations. Successful candidates will be issued with the
MSE Certificate (Gold, Silver or Bronze) which
A coaching & training day involves: is recognized by NCFE, one of the United
Ÿ Lectures to convey underlying knowledge Kingdom's leading and respected certification
Ÿ Case studies to contextualize knowledge bodies. For more information about NCFE,
Ÿ Where possible, participation and visit www.ncfe.org.uk. Candidates who fall
contributions from a senior member of short of the 50% pass mark will only be issued
your organisation may be sought in order a Certificate of Attendance.
to further drive home the programme.
Ÿ Group work to ensure peer interaction, Certificates will be issued to participants 4
cultural mixing and networking skills weeks after the programme at a special award
Ÿ Simulations to practice knowledge ceremony.
Ÿ Homework to apply knowledge
Ÿ Projects to 'stitch' different knowledge Tosin Oyelese
areas On behalf of Hartfield-IMC
Ÿ An examination to test newly-acquired Tel: +234813 797 5838
knowledge Email: tosin@hartfieldltd.com
Materials
Classroom slide packs and workbooks
generated by Hartfield-IMC Knowledge
Management System.
Assessment
All participants in the Master of Sales
Excellence Programme will be required to sit
for an examination on the last day of the
programme. Certificates will be issued at
different grades according to individual
performance. Gold, Silver and Bronze
Certificates will be issued according to
individuals' results as follows:
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MASTER OF SALES EXCELLENCE
by The Hartfield-IMC Partnership

8. Course Outline
Master of Sales Excellence (MSE): At the end of this programme participants
will gain the following:
5-Day Programme
Ÿ The ability to overcome psychological
Everyone in business is in sales. A sales
barriers to peak performance
person sells ideas, products and services to
Ÿ An understanding of how to evaluate
customers or clients as well as to those in
clients and select the best methods of
senior positions within the organization.
Chairmen, Presidents or CEO's sell their selling to them
company, ideas, products and services to Ÿ A deep insight into the power of
financiers, shareholders, the press, and Emotional Intelligence
clients. Ÿ Improved cold calling success rate
However, the art of sales is often overlooked, Ÿ Effective communication skills that will
undermined and unappreciated, thus leading translate into increased sales
to underperformance. This programme will Ÿ Finely tuned negotiation skills
empower participants to be more effective Ÿ Competency at building excellent
sales professionals capable of building long- rapport with clients and people in
term relationships and revenue for their general
organisations. Ÿ A greater sense of pride in Sales and
Business Development
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9. Programme/Schedule
MODULES RATIONALE TUTOR
Day1 Introduction to the MSE What the programme is about, Tosin Oyelese
Programme outline of course content and
preparing participants for the
course.
Self-Discovery & Mastery Lanre Olusola
Discovering and building up your
Emotional Quotient (E.Q.), and
understanding the power of values,
beliefs, words, emotions and
Emotional Intelligence thoughts.
Day2 Communication Skills Developing good listening skills, Segun Ak ande
understanding NLP, and building
rapport.
Client Profiling This module will explore the
Lanre Olusola
importance as well as the methods
of profiling prospective clients.
Profiling clients is one of the most
effective ways of knowing the best
way to approach a client.
Cold Calling - Preparing for a cold call Segun Akande
- Rules of Engagement
- How to Handle difficult and
awkward prospects
- Getting past gate keepers
Day3 Sales Psycology Understanding the power and Segun Akande
impact of internal and external Lanre Olusola
perception.
Finding win-win solutions,
Neg otia tion Skills Segun Akande
observing the Golden Rules of
Negotiations, and executing the
“Silent Close”
Day4 Accepting Knowledge as the
Knowledg e Segun Ak ande
bedrock to successful and
unsuccessful sales efforts, and
“knowing what to know”
Rediscovering the lost art of
Building Relationship Relationship Building in Sales. Segun Akande
Applying the principles of Love, Lanre Olusola
Honesty, and Care.
Days Examination and Assessment Day All participants in the programme
will be required to sit an
examination comprising of multiple
choice questions as well as mini-
case studies.
Learning through play.
Games, Exercises, & Networking
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MASTER OF SALES EXCELLENCE
by The Hartfield-IMC Partnership

10. Course Outline
Details Price (NGN)
Coaching, Training & Development Materials Included in Course Fee
Study aids, handouts and Certificates
Master of Sales Excellence –5 Day Programme
Monday 20th June – Friday 24th June 2011
∞ Sales Coaching & Training N275,000 per delegate
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11. On a final note:
Having done sales in different capacities for over twenty
years in Nigeria, I believe that the practical experience, skill,
intelligence, competencies and even the formal training to
equip every participant.
Moreover I also believe that the Human Spirit/Mind/Body is
one and an Incredible Intelligent System
With the right Coach and Trainer, you can Maximize Your
Unbelievable and Untapped Potential, You “ONLY”need to
be Aware, and Understand how.
With intention and Belief You Can Achieve ANYTHING You
want to achieve and You Can become ANYONE You Want to
be.
Being the best Sales Man You can be, means You have the
critical life and people skills and therefore create
unbelievable life opportunities for Yourself.
I invite You to Engage, Explore and be Transformed.
‘Lanre Olusola
“A sale is not a sale until you have had at least three
referrals”. I believe that this statement rings true for anyone
involved in sales as it places emphasis on looking beyond
just making one sale and instead focussing on the building
of relationships.
By the end of the course, you will understand the art of
building relationships, what it takes to be truly successful in
sales, and most crucially a renewed perception of sales and
its importance to business survival and growth.
Our ultimate aim is to equip you with the skills that will
take you to that next level in your career and we welcome
you to this journey of self-discovery and self actualisation!
Segun Akande
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MASTER OF SALES EXCELLENCE
by The Hartfield-IMC Partnership

12. Hartfield Executive Search & Selection
20th Floor, NECOM House
15 Marina, Lagos
Nigeria
E-mail: info@hartfieldltd.com
Tel: +234 1463 7422
+234 703 669 5005
+ 234 812 764 0606
web: www.hartfieldltd.com/mse