Education and Training - The Selling for Results Titles

The Selling for Results Series is an integrated series of workshops… fully customizable, flexible in format and focused on a given audience and include support materials.

PC ­ Selling for Results - Personal Operational Excellence
The foundation for a successful career in selling…. the essential activities for a fast start, how to manage time, set priorities and accept responsibility for results…the mental, emotional and physical disciplines to get going … and basics of consultative selling.

PC ­ Selling for Results ­ New Business Selling Skills - Tactics
Create new business in a consultative fashion… conversational skills to move from contact to contract… target prospects, get appointments, build trust, credibility, establish capabilities, ask questions and listen for opportunity… handle rejection, turn resistance into acceptance, earn commitment, sell value over price, referrals and repeat business.

PC ­ Selling for Results ­ New Business Selling Skills - Strategies
In complex and competitive selling environments, product advantages often lose to superior sales strategy. You can't make up lost ground by discounting price. This course teaches how to create value … apply marketing awareness to the sales process… how prospects buy and want to be sold … elicit the customer's pain and needed impact before talking product…sustain executive conversations, analyze and manage opportunities plus creative strategies to open doors and secure more deals at the top.

PC ­ Selling for Results ­ Behavioral Selling Skills ­ Selling with Style
Everyone has that certain type of person that makes them crazy…unchecked, this can cost business…and probably has. Learn how your natural style can work for you and against you. How to adapt to win… read others…earn cooperation, improve teamwork and relationships…reduce tension with strangers, avoid conflict and wasted energy.

PC- Selling for Results ­ Account Management Strategies
If you have to maintain, retain and grow existing account relationships you need to this course ­ learn to apply customer-focused strategies that enable loyalty, improve relationships, and help you sustain revenue. Learn to defuse irate customers, get cooperation from sales people, manage your time and deal with stress.

PC ­ Selling for Results ­ Conversational Presentation Skills
Sell your ideas to others ­ one on one across a desk or as part of a team on your feet to an executive team…preparation strategies, build confidence, manage emotions, structure for impact, stay conversational, speak persuasively, deal with conflict and call for action.

PC ­ Selling for Results ­ Team Selling
Make team selling pay off … the skills and strategies necessary for better account coverage, effective use of resources, shorter sales cycles and profitable sales…learn how to get results without authority, manage joint sales calls, team presentations, plan account strategy, engage your team members, prioritize and creatively solve problems.

PC ­ Selling for Results ­ Conversational Selling Skills ­Telesales
Millions of dollars of sales are lost each day by unprofessional people who haven't yet figured out how to win by phone. Those with the ability to control emotions, maintain energy and engage and manage sales conversations succeed. Those who can't…won't!

PC ­ Selling for Results ­ Sales Negotiation Skills
More often than we realize, we find ourselves engaged on the short end of a fierce negotiation with customers we thought wanted a win-win partner type relationship. Unfortunately, many sales people show up to close the sale just when the buyer is warming up to bargain about terms. This course is for people who want to attain aggressive revenue and relationship goals while preserving their credibility, the integrity of their products and services and the profitability of their organization.

PC ­ Selling for Results ­ Managing Partners for Results
Reduce your partner program sales costs and increase your margins…teach how to Recruit, Enable, Engage and Manage the right partners for results… earn partner cooperation, top of mind awareness and higher share of sales effort… strategies to launch new partner relationships, engage top performers and use resources efficiently.

PC ­ Selling for Results - Managing Customers for Results ­ Call Center CSRs
It is more critical today than ever before to have every employee who touches your customers know how to deliver the kind of service that earns customer loyalty. Studies consistently show that a major factor that makes customers loyal is their expectation of a positive experience when dealing with your company. Your people create that expectation by how they engage customers at every point of contact­ this workshop will teach them how turn that expectation into reality and customers into champions.