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1. Strategic Probing
 CHALLENGE: To learn the right information
about clients in a
professional manner, so that you can earn the right to
broader
business with them over the longer-term.
SOLUTION: Master the consultative selling model essential for winning
high-stakes business. Learn how to:
• Immediately establish trust and
credibility with clients
• Engage them in a dialogue that runs deep
and wide
• Be seen as a consultative business person vs. a one-off
vendor
• Listen more effectively
• Pre-empt 90% of a
client’s objections
• Avoid common traps: losing control of the
process; selling too soon; conversation shutdown
• Use what you learn
to frame the most appealing solution to clients
RESULTS:
• Differentiation from competitors
•
Stronger, broader client relationships
• Increased business
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"Getting sales people to think in a new way is
not an easy task, but, thanks to you it's happening. (Reps) feel the difference
between a "vendor"
discussion and a "consultant's."
Vice
President,
DOW JONES |
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"Your session (70 people) was universally
praised. This is no small feat when dealing with a New York based senior
consulting group composed of our most experienced Partners and Senior Managers.
Your preparation and enthusiastic delivery were exceptional and your material
was right on target."
Professional Development,
DELOITTE & TOUCHE |
2. Winning Presentations
CHALLENGES
In sales, to become the client's clear and obvious choice with a
presentation that is compelling, credible, and convincing, and delivered with
authority, comfort, and confidence. In technical, management and non-sales
functions, to get your message across equally effectively whether in small
groups, large meetings, or public forums.
SOLUTION
A unique approach combining strategy, learning styles,
sports psychology, and creativity into seamless, successful presentations.
Learn how to:
• Cut preparation time in half
• Engage people
immediately
• Keep your audience riveted on your message
•
Talk to your audience's preferred information style
• Move your
audience easily and naturally to a next stage
• Think on your feet
• Work effectively with even the most complex visuals
• Avoid
common traps: rambling; falling into a monologue; becoming a monotone; failing
to make key points
• Handle questions professionally and gracefully
• Command the room with style and comfort consistent with your
personality
RESULTS
Get what you want:
• New business
•
Support for change
• Resources to develop your ideas
•
Investors for your company
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"Competing against five of our toughest
competitors, we won the $83 million investment account..What a valuable
training session! Thanks again. I highly recommend your class to anyone in
sales."
Director,
KEY ASSET
MANAGEMENT |
3. Closing Business
 CHALLENGES
To work through client objections, concerns, doubts,
and stalls.
To close business with confidence and without
pressure.
SOLUTION
Detailed strategies to move business and events to the
next step.
Learn how to:
• Create momentum throughout the sales
conversation for a natural close
• Penetrate surface objections to get
at the real problem
• Manage, rather than fight, objections
• Verify that an objection has been neutralized
• Avoid traps:
agreeing with the objection; becoming defensive or adversarial; getting stuck
in stalls; conversation shutdown
• Gain client's commitment
professionally and with a high degree of specificity
RESULTS
• Strength in dealing with client's concerns
• Flexibility and comfort in closing under different circumstances
• More business more quickly
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"Kudos for being able to keep these high energy
reps interested and involved for a whole day. Across the board they said the
program was relevant, extremely practical, and fun."
EVP Sales
DOUBLECLICK
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4. Negotiating
 CHALLENGE
To survive and thrive in an environment where it
seems that everyone wants to negotiate with you on everything.
SOLUTION
A proven process that leads to satisfactory outcomes for
both parties.
Learn how to:
• Build your bargaining strength in
the sales process prior to negotiating
• Prepare for a negotiation
(both mentally and on paper)
• Open a negotiation that places you on
an equal playing field with clients
• Navigate through the process
"without leaving money on the table"
• Avoid the pitfalls of your
negotiating style
• Deflect pressure tactics
• Hold firm on
terms rather than cave in
• Create value for your offers
•
Wrap up negotiations with relationships intact
RESULTS
• Increased negotiating savvy and confidence
• Better deals
• Improved profit margins
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"Your "outrageous thinking" seminar had an
immediate impact: editors who faced the daunting task of tackling familiar
subjects applied your techniques with confidence and ease -- and the results
have been terrific!"
Editor-in-Chief,
BRIDE'S
MAGAZINE |
5. Creative Thinking
 "A
plain iron bar is worth $5. If you make horseshoes from it, the value increases
to $10.00. If you make needles, it is $3,285. If watch springs, $250,000. Ergo,
the difference between $5.00 and $250,000 is creativity." Anonymous.
CHALLENGE
To generate new ideas on a regular basis with which to
dazzle clients, vaporize objections, close business, eliminate problems,
streamline procedures, and power up processes.
SOLUTION
Give your people what they never formally learned in
school - an invaluable "MBA" in creative thinking to unleash their
problem-solving powers forever and turn business-as-usual into un-usual
business from now on.
They'll learn how to:
• Revolutionize their
approach to thinking
• Save time in generating ideas
•
Trigger creative thinking anytime anywhere
RESULTS
• Reduced
dependence on management for new ideas
• Problems solved: sales won,
deadlocks broken, time saved, productivity increased
• A work force
re-energized to meet and conquer all incoming challenges
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"Absolutely marvelous seminar..This was the
most original and most helpful of seminars in terms of helping people deal with
the psyche of the many and varied personalities we come in contact with. Anne,
you have my recommendation..I would personally urge other people to take
advantage of your program."
Publisher,
ARCHITECTURAL
DIGEST |
6. Reading People
 CHALLENGE
To respond quickly and appropriately to clients'
verbal, visual, and body language cues. To immediately be seen as the person
with whom clients prefer to do business.
SOLUTION
An understanding (based on research) of the four
different, universal communicating "Styles" and how these "Styles" can be
managed to everyone's advantage.
Learn how to:
• Read a person's
preferred operating Style quickly
• Honor and respond to a person's
Style in a natural, ethical way
• Use Styles to shape thinking, get
results, build relationships
• Understand the "Do's and Don't's" for
dealing with each Style
• Identify your own Style, avoid its
pitfalls, and leverage its strengths
• Work out entire strategies for
dealing with particularly challenging people
RESULTS
• Greater facility in gaining trust and information
from clients
• Flexibility in selling to/working with all kinds of
people
• Improved teamwork
• Winning presentations
• Easier negotiations
• Shortened sales cycles
• Closer
client relationships
• Reduced stress
• Increased
business
(The Styles program is equally powerful in other interpersonal
situations as well, including Managing, Team Building, Spouse Relationships,
and Negotiating.)
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"Your presentation was clearly the top-ranked
among more than sixty sessions and workshops... Our impression of you was, in a
word, superb!"
Exec. Dir.,
ASSOC. FOR
FITNESS IN BUSINESS |
7. Time Management
 CHALLENGE
To keep your head above the endless waves of business
and personal demands that threaten business productivity daily, cause stress,
and destroy personal well-being.
SOLUTION
A 21st century program combining time-styles and the
latest research on stress with proven time management principles to help your
people get the most from their business and personal lives.
Learn how
to:
• Manage the hidden drivers of your use of time: "Time-styles"
• Get "in sync" with how the brains works to dramatically reduce
stress
• Use proven systems, strategies, and tips to increase
productivity
• Minimize personal time-robbers like email,
interruptions, and paperwork
• Avoid becoming overwhelmed by
day-to-day details and keep focus on the big picture
• Balance
business and personal needs
RESULTS
• Reduced Stress: have a greater sense of control
over your life
• Increased productivity: get more out of each day
• More fun in your life: a deeper sense of general well-being
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