| Overview of Contract Training
- Why is contract training growing?
- Contract training division models
- Characteristics of successful CT divisions
- The 5 CT tools for success
Finances & Budgeting
- LERN’s Financial Format and the ideal percentages
for a contract training division
- Developing your CT division’s budget
- How much money to spend on staffing and how
many staff members your division needs
- The 5 contract training key ratios
- LERN’s cost analysis report for individual contracts
Team Selling
- How to get everyone involved
- Who sells and who develops new products
- The ideal structure for your CT division
- Job descriptions for your director, product development
staff, sales staff, and operations staff
- The stages of staffing growth a contract training
program goes through
Client Analysis
- Why having a clear image is critical for your program,
as well as the process for developing your
program’s image
- Your Unique Selling Proposition (USP) and a proven
technique for discovering it
- Segmenting your customers so you can more efficiently
allocate your resources
- The most current tools for analyzing a client’s value
Real World Selling
- How to sell
- The right companies and the right person
- Marketing tools that sell, for use in client meetings
- How to get that important first meeting, and how to
prepare for it
- 7 proven strategies to get and keep clients
Salespeople
- Characteristics a lifelong learning salesperson
should have
- How to pay salespeople, and how to evaluate their
performance
Return on Investment (ROI)
- What return on investment is
- A formula you can use to comfort clients and give
you statistical support
Developing a Sales Kit
- The 3-30-3 Rule and the AIDA Principle
- What should be in your sales kit
- Sales kit components
- How to leave a positive impression with your prospective
client
Pricing Contract Training
- Market pricing is the only way
- 6-step process for pricing
- How to determine how much time and money
should be spent on product development
- How to factor product development into prices
Training Needs Assessment
- 3 types of needs assessment
- Using needs assessment to develop new products,
new directions and new customers
- Carefully planned 3-phased approach for analyzing
the needs of a client
Quality Assurance Audit
- Follow up after the training
- A quality assurance audit that highlights your successes
and generates add-on business
Clear Writing
- Designing and writing effective documents
- How to plan a document’s layout and how to use
the standards for quality communication
- A foolproof proposal writer’s checklist
Teaming with the Right Instructors
- Your relationship with your instructors
- What your instructors need to know about you
- Establish and communicate quality expectations for
handout materials
- Policy for handling follow-on leads
E-Learning
- How does online learning fit into contract training?
- How online learning can replace and/or complement
in-person classroom contract training
- The costs related to online learning
- Successful delivery methods
Optional: CPP Exam |
