Helping Individuals and Organizations Achieve Their Goals

Training Programs

The following "core" programs might meet your needs with minimal or extensive customization. The more you allow customization, the greater the likelihood for significant success and long-term value.

We can modify these programs in many ways, possibly combining objectives from two or more programs, for example. Likewise, we can develop a new program not directly related to these seminars.


GOAL: To enable participants to gain a clear understanding of their potential in a sales career and their motivation to pursue that change.

OBJECTIVES: Participants will...

  • Assess their personalities and motivation to make a major career change to sales
  • Understand their current communication skills and ability to interview "prospects."
  • Understanding their ability to quickly learn about new products and services
  • Demonstrate their sales presentation skills
  • Understand all the components of the sales process, from identification and qualification of prospects to formal needs assessment to presentation of VALUE through client-centered solutions to formally closing the sale and negotiating contracts to offering service post sale
  • Analyze and understand sample sales and compensation plans
  • "Mine" various company information databases and company websites
  • Demonstrate the basics of "sales self assessment" and "sales personal development"
  • Develop a personal plan for making a transition to a sales career

METHODOLOGY: Facilitator presentations, small group sales interviews/dialogue/presentations: actual telephone "cold calling" from the training site; analysis of prospect companies via their web sites and other sources, review of sample marketing, sales and compensation plans; Review of sample product and service information; writing sample email and formal letters to top executives; Video recording of participant mini-presentation and sales interview.

PARTICIPANTS: Anyone who wants to assess their ability to make a transition to a sales career and gain instant experience "selling" in a safe, "laboratory setting."

SCHEDULE: Extended one day program, with options for A. One-hour post-seminar, informal Q&A with the trainer, B. One-hour follow-up telephone conversation with the trainer within 30 days.

NOTE: Participants will receive via email a self-assessment survey to complete before the program. Participants must bring a cell phone; bringing a laptop with wireless capability strongly preferred but not mandatory.

Training Programs