Turbo Sales Training Workshops Global Expert Systems Inc.
How to Motivate Your Sales Team Workshop 1 Employees who feel they are valued and recognized for the work they do are more motivated, responsible, and productive. This is a busy one-day workshop to help supervisors and managers create a more dynamic, loyal, and energized workplace. This program is designed specifically to help busy managers and supervisors understand what employees want and to provide them with a starting point for creating champions How You Will Benefit: Identify what motivation is Learn about common motivational theories and how to apply them Learn when to use the carrot, the whip, and the plant Discover how fear and desire affect employee motivation Explore ways to create a motivational climate and design a motivating job What You Will Cover What is motivation? Supervising and motivation Motivational theories The carrot, the whip, and the plant Fear and desire Setting goals The role of values Creating a motivational climate The expectancy theory Designing a motivational job A motivational checklist 1 P a g e
Marketing with Social Media Workshop 2 Social media remains an evolving aspect of our daily lives in addition to being a part of our businesses. This two-day course is designed for people who have some familiarity with social media already. Participants will learn to develop a social media marketing plan as a part of their overall marketing strategy, determine who should be on their team, and choose how they will measure what is taking place. In addition, we will explore some of the major social media sites and look at how specialty sites and social media management tools can take their social media marketing to the next level. Describe the value of social media to their marketing plan Create and launch a social media marketing plan Select the right resources for a social media marketing team Define how to use social media to build an internal community Use metrics to measure the impact of a social media plan Manage difficult social media situations Describe features of some of the key social media sites, including Facebook, LinkedIn, and Twitter Decide whether a blog adds value to a social media plan Speak about specialty sites and social medial management tools Stay on top of social media trends and adjust their plan as the online world evolves What is social media? Understanding the marketing mix Developing a social media plan Building your social media team Using social media to build internal communities Analyzing your impact with metrics Keeping on top of the trends Damage control Using Facebook, LinkedIn, and Twitter Building a blog Using specialty sites (e.g. Pinterest) Using social media management tools Launching your plan Dynamic Sales Presentations Workshop 3 A great sales presentation does not demand that you have all the bells and whistles to impress the client with your technical skills. Rather, try impressing your clients with your knowledge of the products and services you sell and your understanding of their problems and the solutions they need. This one-day workshop will show you how to create a winning proposal and how to turn it into a dynamite sales presentation. Identify the key elements of a quality proposal Perfect your first impression, including your dress and your handshake Feel more comfortable and professional in face-to-face presentations Write a winning proposal Feel more comfortable and professional in face-to-face presentations Getting down to business Writing your proposal Getting thoughts on paper Proposal formats Expert editing tips The handshake Getting ready for your presentation Elements of a successful presentation Dressing appropriately Presentations 2 P a g e
Overcoming Objections to Nail the Sale Workshop 4 If you are like most sales professionals, you are always looking for ways to overcome customer objections and close the sale. This one-day course will help you to work through objectives effectively. We will help you plan and prepare for objections so that you can address customer concerns, reduce the number of objections you encounter, and improve your averages at closing sales. Steps that they can take to build credibility. How to identify the objections that they encounter most frequently. How to develop appropriate responses when prospective buyers throw a curveball. Ways to disarm objections with proven rebuttals that get the sale back on track. How to recognize when a prospect is ready to buy. How working with their sales team can help them succeed. Building credibility Your competition Critical communication and observation skills Handling customer complaints Overcoming and handling objections Pricing issues How can teamwork help me? Buying signals Closing the sale Selling Smarter Workshop 5 It s no secret that the sales industry continues to change and evolve rapidly. This is an exciting and dynamic profession, although it is often underrated and misunderstood. The back-slapping, high pressure, joke-telling sales person has disappeared. In his place is a new generation of sales professionals: highly trained and well groomed, with the characteristics of honesty, trustworthiness, and competence. This one-day workshop will help you learn how to be one of those smart sales professionals! How to explain and apply concepts of customer focused selling How to use goal-setting techniques as a way to focus on what they want to accomplish and develop strategies for getting there How to apply success techniques to get the most out of work Productivity techniques to maximize their use of time. Ways to find new clients and network effectively Selling skills The sales cycle Framing success Setting goals with SPIRIT The path to efficiency Customer service Selling more Ten major mistakes Finding new clients Selling price What s Included in your workshops? Instruction by an expert facilitator Highly interactive classes (videos, games, discussion) Role play Specialized manual and course materials 3 P a g e
Meet your instructor Ian Walcott (B. Sc., M.A., M.Sc.) is currently the Partner Consultant and Lead Trainer of GES. Prior to this, he spent five years at the USA based project management training and consultancy firm, the International Institute for Learning where he worked in a number of management roles. He is the former Senior Business Development Officer at the National Cultural Foundation where he designed, implemented and managed Barbados Cultural Action Fund which provided project funding to the cultural industries. During this time, he also served as one of the key authors and policy advisers of Barbados current cultural policy. He also lectures in the discipline of Project Management and Business at the Cave Hill School of Business through University of the West Indies. A dynamic speaker and consultant trainer, Mr. Walcott has presented at conferences at several universities and seminars across the globe. In the Caribbean he has given several high-energy and thought-provoking seminars on a number of management related issues which range from project management, sales and customer relations management as well as managing multi-generations in the workplace. He is one of the founding members of the former Barbados Chapter of the Project Management Institute and currently sits as the VP of Marketing on the Board of the Southern Caribbean Chapter. Mr. Walcott was also instrumental in conceptualizing the Caribbean & Latin American Conference on Project Management in 2001 and has designed and managed similar events in the Caribbean and Brazil over the last ten years. A former OAS research fellow in International Political Economy at the University of Brasilia, Brazil, Mr. Walcott also spent two years in Japan specializing in Comparative Business & Management and has worked in the areas of marketing, banking and finance in Barbados, Venezuela, Trinidad, Brazil, and the USA. Sales Achievements: 1. Increased annual sales for a small business from $300 000 to $1 000 000 in only two years 2. 1997 1998 Achieved sales and marketing targets in Fast Moving Consumer Goods industry, Venezuela 3. Specialized in sales of intangibles 4. 2008 2012 Million dollar sales of intangible products in Caribbean and Latin American markets 5. Trained sales teams in Brazil, Argentina, Colombia, Caribbean Pre-Registration Information Yes! I would like to attend! Sign me up for the following session: Workshop 1 How to Motivate Your Sales Team Workshop 2 - Marketing With Social Media Workshop 3 Dynamic Sales Presentations Workshop 4 Overcoming Objections to Nail the Sale Workshop 5 Selling Smarter All workshops are from 8:30 a.m. until 4:30 p.m. Cost: US$250.00 per workshop person, plus US$35 to cover meals Course materials are included Your Information Name: Position: Organization: Telephone: E-mail Address: Mailing Address: 4 P a g e