OFFERINGS

Prospecting To The Top™ Workshop

 

Our Prospecting To The Top™ Workshop provides salespeople with a proven and successful prospecting process and the tools to differentiate themselves from the competition. Our documented results prove salespeople will book more sales appointments at the right level, with the right message.

Course Length:  1 day

Intended Audience: Salespeople, sales managers and sales executives

Course Objectives:

At the completion of this workshop, the participants will be able to:

• Identify what motivates prospects to grant appointments.
• Describe the behavior of typical salespeople compared to top sales professionals.
• Develop an Impactful Value Proposition.
• Implement the three most effective methodologies for gaining new appointments. The Refer-Down, The Refer-In, and The “7-Touch” Methodology.
• Discuss strategies for working with “Gatekeepers”.
• Develop, practice, and implement prospecting scripts that will warrant the attention of Decision Makers.
• Create scripts for a Prospect’s Indifference.

Performance Competencies:

The Learning Objectives outlined above are designed to enable participants to perform the Competencies listed below:

• Conduct Business Impact Conversations with current customers that will achieve multiple results.
• Perform prospecting calls utilizing an Impactful Value Proposition.
• Implement an Appointment Setting Campaign.
• Apply these prospecting strategies to a sales territory.

Payoff:

As a result of participating, learning and implementing the concepts taught in the Prospecting To The Top™ Workshop, salespeople become more effective with their prospecting efforts. We have frequent, documented reports of increases in new appointments with key Decision Makers leading to additional sales and revenues.

Prospecting To The Top™ Train-the-Trainer

Overall Purpose

• Increase your company’s sales by providing proven prospecting training to increase reps’ and managers’ awareness and knowledge.
• Build confidence in delivering PTTT to your company’s reps and managers.
• Practice and learn from each other by teaching portions of PTTT.
• Use the feedback form and action plan to effectively prepare to train PTTT.
• Familiarize yourself with the content and training materials.

Payoff

As a result of participating in the PTTT train-the-trainer, trainers learn a new prospecting method to share with their company; proven prospecting tips and techniques that produce measurable results; and a new prospecting course to enhance their existing curriculum.

Process

Group discussions, teach backs, feedback & tips

Program Length

1 day if trainer has already seen the program; 2 days for the workshop and train-the-trainer are combined.

Intended Audience

A minimum of 3 to a maximum of 8 sales and corporate trainers and/or training managers can attend a train-the-trainer workshop.

Prework
Trainers will receive their Leader Guide prior to the training to prepare for their teach backs. They also will receive links to online prework and some additional assignments prior to class to maximize their time in the train-the-trainer.

 

Overcoming Sales Call Reluctance® /
Fear-Free Prospecting™ Workshop

Our Overcoming Sales Call Reluctance® / Fear Free Prospecting™ Workshop is the only workshop focused entirely on overcoming the fear of prospecting and self-promotion. It is especially designed for salespeople, sales managers, marketing professionals, sales trainers, consultants, business owners, etc. to overcome career-limiting emotions due to Sales Call Reluctance®. This highly-respected workshop is used by sales-driven organizations worldwide to manage Sales Call Reluctance® in new hires and veteran salespeople alike. It combines accurate diagnosis with field-tested corrective techniques.

Course Length:  1 day

Intended Audience: Salespeople, sales managers, sales executives, marketing professionals, sales trainers, consultants and business owners

Course Objectives:

At the completion of this workshop, the participants will be able to:

• Define Sales Call Reluctance® – what it is, where it comes from and how it limits your success.
• Describe the Sales Call Reluctance® Impostors.
• Identify the 12 Types of Sales Call Reluctance® (i.e. the psychological barriers that limit your success).
• Describe the “marker” behaviors associated with each Sales Call Reluctance® Type.
• Discuss powerful techniques specifically engineered to overcome Sales Call Reluctance®, help stop negative thoughts and habits which impede your ability to prospect and differentiate you from your competitors.

Performance Competencies:
The Learning Objectives outlined above are designed to enable participants to perform the Competencies listed below:

• Interpret your unique Sales Preference Questionnaire (i.e., SPQ*GOLD®) results.
• Apply prescribed countermeasures designed to minimize/overcome your specific Sales Call Reluctance® Type (s) and help stop negative behavioral traits.
• Increase and sustain sales prospecting activity and sales results.

Payoff:
 
The Overcoming Sales Call Reluctance® / Fear-Free Prospecting™ Workshop has delivered proven, measurable increases in sales prospecting activity, behavior and ultimately sales.

For more information about Overcoming Call Reluctance®/Fear Free Prospecting™, please visit our other website www.manardwarren.com.

Overcoming Sales Call Reluctance® /
Fear-Free Prospecting™ Train-the-Trainer

Overall Purpose

• Increase your company’s prospecting activity and appointments booked and decrease reps’ and managers’ fears associated with prospecting and self-promotion.
• Build confidence in delivering OSCR and interpreting the SPQ*GOLD® assessment for your company’s reps and managers.
• Practice and learn from each other by teaching portions of OSCR.
• Use the feedback form and action plan to effectively prepare to train OSCR.
• Familiarize yourself with the content and training materials.

Payoff

As a result of participating in the OSCR train-the-trainer, trainers learn a new fear free prospecting and self-promotion program to share with their company; a
proven, validated assessment to measure a participant’s or trainer’s Sales Call Reluctance®; and how to overcome those behaviors associated with each Sales Call Reluctance® type.

Process

Group discussions, teach backs, feedback & tips

Program Length

1 day if trainer has already seen the program; 2 days for the workshop and train-the-trainer are combined.

Intended Audience

A minimum of 3 to a maximum of 8 sales and corporate trainers and/or training managers can attend a train-the-trainer workshop.

Prework

Trainers will receive their Leader Guide prior to the training to prepare for their teach backs. They also will receive links to online prework and some additional assignments prior to class to maximize their time in the train-the-trainer.

 

For more information about Overcoming Call Reluctance®/Fear Free Prospecting™, please visit our other website www.manardwarren.com.

The Wedge® Workshop

Our Wedge® Workshop is different from traditional sales methods because only The Wedge® shows you how to win more deals by overcoming your biggest barrier - the person who already has the business.  If you don't have a strategy to wedge out your competition then you don't have a prospect.  Our experience has taught us that most prospects see businesses in a particular industry as pretty much the same – whether they are or not. Therefore, we will teach you a powerful way to differentiate your services from your competition to win more new business.  

Course Length: 2 days

Intended Audience: Salespeople, sales managers and sales executives

Course Objectives

At the completion of this workshop, the participants will be able to:

• Identify your prospect’s “pain” – how they are being underserved by their current provider.
• Match your strengths against your competition’s weaknesses and exploit them without having to criticize or mention your competition.
• Differentiate yourself in a powerful way that focuses on your prospect’s unmet needs and motivates them to ask you to do business with them.
• Qualify your prospect’s ability to fire the incumbent and hire you.

Performance Competencies

The Learning Objectives outlined above are designed to enable participants to perform the Competencies listed below:

• Create and articulate black and white, concrete differentiation between you and the incumbent provider.
  
• Test the prospect’s ability to fire the incumbent and hire you, before investing time developing a proposal.
  
• Use and implement The Wedge® Sales Process to break incumbent relationships to win more new business.

Payoff

The Wedge® is a powerful and proven sales strategy for achieving rapid, dramatic sales growth by winning business away from your competitors. By attending this workshop we will show you how you can start using The Wedge® the very next day to win new business.

Red Hot Introductions™ Workshop

Our Red Hot Introductions™ Workshop you will learn how to leverage your greatest asset, your client base, for powerful personal introductions to qualified prospects. Introductions are more personal and more effective than referrals. An introduction gets you taken to the prospect, usually by someone you both know and trust. This program gives you a systematic approach to get Red Hot Introductions™!

Course Length: 1 day

Intended Audience: Salespeople, sales managers and sales executives

Course Objectives

At the completion of this workshop, the participants will be able to:

• Use your own “intro-net” to identify an introduction source.
  
• Leverage that relationship into a quality introduction.
  
• Communicate to your introduction source the profile of your ideal prospect so that you get introduced to the right people.
  
• Ensure that your introduction source describes you in the best way.

Performance Competencies

The Learning Objectives outlined above are designed to enable participants to perform the Competencies listed below:

• Implement the Red Hot Introductions™ process into your regular selling activities.
  
• Earn the right to ask for your own introductions.
  
• Overcome mental barriers that prevent you from asking for introductions.
  
• Increase number of introductions.

Payoff

As a result of participating, learning and implementing the concepts taught in the Red Hot Introductions™ Workshop, salespeople become more effective with getting warm introductions from their existing clients and other introduction sources, resulting in increased appointments and sales.

Networking With a Defined Purpose™ Workshop

Our Networking With a Defined Purpose™ Workshop helps salespeople, consultants, business owners, etc. maximize networking opportunities through a series of best practices, a step-by-step guide from networking pre-work to follow up and tips and techniques to master the art of successful networking. The workshop also includes hands on coaching during the training to ensure successful implementation of your new networking ideas. We will also provide individual coaching after the workshop to ensure you are capitalizing on all of your new contacts.

Course Length: 1 day
Please Note: We are also available to attend the networking event with your organization to ensure successful implementation of our process.

Intended Audience: Salespeople, sales managers, sales executives, consultants, business owners and anyone who needs to know how to maximize their networking opportunities

Course Objectives:

At the completion of this workshop, the participants will be able to:

• Define networking and networking misconceptions.
• Develop a Networking Game Plan for Success to help you maximize your time at the networking event.
• Develop your networking brand, networking value proposition and 30 second introduction.
• List specific best practices and tips to remember names and to stand out in a crowd at a networking event.
• Develop 3 key questions to ask at a networking event to help identify potential follow up contacts.
• Develop a follow up process to set you apart from the competition maximize networking opportunities.

Performance Competencies:

The Learning Objectives outlined above are designed to enable participants to perform the Competencies listed below:

• Implement a defined Networking Game Plan for Success prior to networking events.
• Practice using your new short introductions and value proposition at networking meetings.
• Use the questioning technique to maximize your time spent at networking events.
• Implement the follow up process with all of your networking contacts to turn those contacts into prospects and ultimately increase sales.

Payoff:

After completing the Networking With a Defined Purpose™ Workshop, you will be able to maximize all of your networking opportunities by meeting more new contacts and with follow up, turning them into prospects and ultimately into customers.

The Essentials of Sales Leadership™ Workshop

In order to become a more effective leader, sales managers need to be a coach, people builder, counselor, teacher, advisor, motivator and inspirational communicator. In addition, they need to be able to hire superstars and exceed your organization’s expectations. When a sales manager completely masters these areas, they will be seen as a true leader who inspires team members to deliver results.

An organization’s success depends greatly on the rise of effective leadership. People gravitate towards people that can make a difference in their professional lives and help them grow as individuals.

Our goal is to develop a leadership best practices process that will improve and enhance leadership effectiveness. Our process includes the development of a leadership best practices workbook and a leader’s game plan for success that is implemented with our assistance upon returning to their respective markets.

Course Length: 2 days

Intended Audience: Sales managers, sales directors and other sales executives

Course Objectives:

At the completion of this workshop, the participants will be able to:

• Define the term leadership.
• Discuss your leadership style, roles and responsibilities.
• Discuss the difference between managers and leaders.
• List the 8 key characteristics of successful leaders.
• Develop a vision for success.
• Discuss effective ways to communicate.
• Discuss how to create a motivational environment.
• Develop a performance management system to create  sales accountability.
• Discuss how to hire a sales superstar 90% of the time.
• List the keys to successful coaching and an effective coaching process.
• Discuss the dimensions of leadership behaviors using the DISC assessment tool.
• Develop a leader’s game plan for success.

Performance Competencies:

The Learning Objectives outlined above are designed to enable participants to perform the Competencies listed below:

• Implement the key characteristics of successful leaders into your own leadership style.
• Implement your vision for success for your sales teams.
• Use an effective communication style with your employees and coworkers.
• Create a motivational environment using the tips provided.
• Create a performance management systems establishing sales accountability.
• Hire superstars for your sales teams.
• Coach effectively using the process and tools provided.
• Utilize your DISC profile to more effective lead their teams.
• Implement your leader's game plan.

Payoff:

After completing the Essentials of Sales Leadership™ Workshop, you will be able to become a more effective sales leader utilizing the tools and best practices provided improving sales accountability, productivity and performance.