Sales Institute Agenda

Negotiation Skills & Role-play
The knowledge, skills and attitudes necessary to win in negotiation. We'll learn and then role-play some sales situations.
 
Client Analysis - the Next Level
How do you do a client analysis matrix? We'll do one, and then create a sales strategy to achieve an efficient path to profit and success, based on the results.
 
Proving That the Training was Successful
A client buys once because you're a good salesperson. They buy the second time because you delivered training that was cost-effective, on target and enjoyable. Learn a method to prove the success and value of what you did and earn confidence and follow-on work.
 
Sales Forecasting
How can you predict how much work you'll do next year? Learn the factors
by which you predict work and how to resource and plan accordingly.
 
What to Track and Why
Using the numbers to develop a profitable customer base. Exactly what numbers do you need to track to be a successful sales person and to communicate that success to others in your institution? Learn how and why.
 
Powerful Presentations
Do you make or break sales with your presentations? It's not an art,
it's a science. Learn keys to capturing attention, winning confidence and doing both in record time!
 
How Businesses Decide to Buy
How do businesses decide what and when to buy? Hop over to the client's side and hear what they have to say.
 
Turning Leads into Sales
They're interested, now what? For every 4 leads you get, you should be able to land a contract. We'll show you how.
 
Using Voice Mail and Other Tools
Selling is done face-to-face, but you can ease your workload with the classic kit of salespersons' tools. Let us unpack the briefcase and show you the tools and how to make the most of them to save time and energy.
 
Better Questioning Strategies
Too many questions bore the client. Too few mean you have to do re-work. Get the right answers by asking the right questions, at the right time. Learn the skill and practice in class. Leave ready to win.
 
Developing More Complex and Profitable Client Relationships and Jobs
How do you turn a good client relationship into a big account? The more you can do this, the less you have to work to earn maximum profit and opportunity. Wring more fun, more jobs and more profit from your most enjoyable client relationships.
 
Proposals for Projects You've Won
You got the job, now learn how to scope an on-going training project to avoid trouble and to keep things going smoothly. Help internal staff
communicate by documenting well from the very start. Get your client's buy in to help with the work and you'll both profit.
 
Solving YOUR Real Life Problems
Co-consulting/problem solving session. In this section, we list and work on YOUR real-life problems. Benefit from networking and problem solving with a room full of colleagues who know your business and want to help. Walk out revitalized and feeling supported and ready to tackle your challenges!    

Julia King Tamang is the leading expert on contract training for lifelong learning and continuing education programs.