Other Services

In addition to our on-going reinforced sales and management training programs, Performance Selling regularly conducts the following workshops which may be delivered in increments from 2 hours to several days to help sales professionals and management learn and develop new skills, behaviors and the right attitudes to increase business.  These programs are often conducted at the Performance Selling Training Center in Somerset, New Jersey, or at the client's facility.  Below is a list of our most popular workshops however we can customize our training program to fit your needs,

 - Executive Briefings

A two hour overview or discussion of someof the challenges salespeople face in a day to day basis and some of the techniques that prospects use that trap salespeople.  We'll discuss techniques prospects use to get free consulting, price cuts and get salespeople to chase them with think-it-overs.  We will review how salespeople can avoid these traps using the Sandler methodology.  It is not a sales presentation.  You'll leave with something you can actually use.  If you want more, you can set up a time to come back and discuss our training in more detail.

 - Cold Calling Boot Camp

Effective prospecting is essential for growing any business and winners have choices.  This workshop is for sales professionals that have the desire and commitment to break through their comfort zone and commit to successful prospecting behaviors.  Sandler prospecting strategies doesn’t require that you abandon everything you already know.  What you’ll learn is how to integrate you own best techniques into a far more effective framework.   We will do LIVE cold calls in the session.

 - Hiring and Recruiting Top Salespeople 

This program will teach managers how to recruit the right candidates, build models to identify the ideal sales person, uncover the lies in their resumes and assess their true potential.  After learning to identify real players that qualify for an interview, proper interviewing, selection and on-boarding process will be covered to upgrade any sales force.

 - Systematic Selling 2 Day Impact Training Workshop

Yesterday's sales process does not work in today's market place.  Revitalize your team with a clear understanding of a modern selling process for today's economy.  Many sales training programs tell you what to do - we'll show you the latest tactics and strategies in selling and how to do it.  This course delivers the core principles of the Sandler Selling System - a unique, integrity based system that promotes a more effective and coachable sales process.  You will refine your ability to handle every buyer-seller interaction in a professional, systematic way to optimize results.  Give yourself the edge in selling...join us!

An eye-opening workshop where you’ll learn how to:

Separate suspects from real prospects quickly

Get your prospects to make and keep commitments

Eliminate price objections…forever!

Add control and predictability to your selling efforts

Shorten selling cycle

And much more!

- Negotiation for Sales Professionals

Let the games begin! Buyers will always try to get as much as they can for the dollar – but you can’t deliver quality products and services if you give up too many yards in the negotiating game. It is in both your best interest and the buyer’s that you MASTER the art of negotiating. This program redefines effective negotiating strategies and tactics.

- Strategic Sales Management

Managing a sales organization is different from other management positions.  To get the most out of your team, you need a clear vision of what constitutes success and failure in sales.  Most managers have been trained with outdated methods to manage a modern team of sales professionals.  Furthermore, they fail to understand the four core elements of sales management:  coaching, supervising, mentoring and training salespeople.

- Mastering the Referral Process

Referrals are one of the most powerful prospecting tools in the sales professional’s arsenal.  Yet, most salespeople fail to get regular referrals from the hundreds or thousands of contacts they have made whether they have been in sales for only a few months or several years?

●   How come only a small percentage of the referrals turn into business?

●   Why do some referred contacts fail to return phone calls?

●   When is the right time to ask for referrals 

Few salespeople truly understand the “Do’s and Don’ts” of mastering the referrals process. 

This program will introduce the science of building a “Referral Based Business” through existing clients, strategic alliances and networking.

- Customer Service to Quality Service

When customers are unhappy with the service they receive, most don't complain--they simply don't come back. "Quality Service: Defining It, Building It and Sustaining It" uses a total quality management approach to improving customer service that is effective at all levels of an organization. The program guides you through the three phases of developing and implementing quality service, and concludes by helping you create your own action plan for excellence. The result is a long-term, real world solution to an ongoing business challenge--getting and keeping your customers.

- No Guts, No Gain; Assertiveness Training

This program reveals powerful ideas and techniques that will help redirect your thoughts and energies toward achieving clear and compelling goals. It will enhance the effectiveness of prior career skill-building or training you may have received. “No Guts, No Gain!” will help you become more assertive, more effective in your personal interactions, and make you feel more comfortable as a high achiever.

- Sales Force Assessments

How do the sales managers perform in their five major functions (Growth, Coaching, Motivating, Recruiting and Accountability)?  If they are weak in any of these areas will they admit it? Our sales force assessments will identify the major strengths and weaknesses for each member of your sales organization.  In addition, we will determine if training will help and what type of training is necessary to help your team achieve its potential. Do your priorities for the growth and development of the organization match your sales managers? Are there inconsistencies? What impact do conflicts have on one another? What percentage of your salespeople have discomfort with your criteria for success? How much is it costing your company by not having answers to these questions?

- Employee Communication Assessments

Do you have the right people in the right positions on your team?  Do they know their own strengths and weaknesses?  Does everyone in your organization understand that people communicate differently and how to recognize and adjust to others in order to get their message across effectively. Our behavior assessments help to uncover these issues so you can build and train your team for maximum performance in business and their personal lives’.