sales management training selling skills customer service training sales productivity

This consultative, relationship-based approach to selling skills is based on the "best practices" demonstrated by top salespeople in a variety of Fortune 1000 organizations. Through customized case studies, role plays, team exercises, and video models, participants in this interactive workshop learn sales process and practical selling skills to guide their customers through a defined "customer decision process." Pre-workshop materials and post-workshop reinforcement tools ensure a systematized approach to learning that is easily transferable to the field sales environment.

Build sales via Porter Henry eLearning modules available over the web. Our “exSELL” self-study modules can be used as standalone training and refresher modules for new and experienced salespeople, or in conjunction with our interactive workshops.

Introduction to Selling

This workshop is designed for non-sales professionals who have some sales responsibilities. Available in one- and two-day versions, this highly interactive workshop focuses on learning and practicing the fundamentals of a consultative yet persuasive approach to selling. The program can be customized to meet your learning and development needs, and it can be facilitated by our professional trainers or we can certify your internal associates.

Modules and topics include:

» What is selling? Negative connotations and positive realities
» Ten secrets of master salespeople
» Setting sales contact objectives
» Planning sales contacts for maximum effectiveness
» Approaching the customer/client; optimizing the first 30 seconds
» Asking the "right" questions to identify needs
» Listening techniques that really work
» Presenting your recommendation (features/benefits)
» Handling resistance and objections
» Closing skills / gaining commitments to next steps

The workshop features customized role plays, skill practice and feedback, team and individual exercises, and a participant's workbook/reference guide.

Influencing Skills

How do you achieve results through other people when you do not have direct authority over them? This highly-interactive workshop, ideal for project managers and others who work in a matrix or team environment, offers practical skills and strategies for influencing others. Role plays, case studies, and action learning assignments (in which participants apply skills to their actual "influence challenges") help participants transfer skills and strategies to immediate and practical use on the job.

The program focuses on these four major areas:

» Ten Principles of Influencing Others
» Persuasion Skills as Influence Tools
» Negotiating so Everybody Wins
» Dealing with Problematic People and Situations

Available in one- and two-day workshops.

Retail Selling Success

This highly-interactive and practical selling skills program is guaranteed to achieve results for selling at retail. Group interaction, team exercises, and customized role plays build skills and create team spirit. One- to two-hour modules allow you to offer training with great flexibility and focus.

Topics include:

» Greeting the Customer
» Establishing Rapport and Trust
» Identifying Customer Needs and Preferences
» Making On-Target Recommendations
» Closing
» Handling Customer Resistance
» Cross Selling and Up Selling

High-Impact Programs

Offer higher-level skills in half-day modules:

» Presenting Value-Added Benefits
» Achieving a Competitive Edge
» Managing the Territory
» Prospecting Skills
» Selling to Multi-Level Decision-Makers
» Implementing Account Strategies

STAR II provides social style training and profiling to help build interpersonal relationships.

Custom Sales Training Programs

Click here for information about our custom-developed training programs.

Other Off-the-Shelf Programs

Advanced Sales Strategies
Sales Management
General Supervisory and Communications