sales training programs

Sales Training

Successful sales force development requires both impact training and long-term ongoing reinforcement training. In the "sales dance" between seller and prospect, you can either lead, follow, or get stepped on. Traditional selling techniques often place the sales professional in the awkward position of responding to the prospect's initiatives, rather than confidently managing the sales process. After a while, even the sharpest salespeople begin to feel like they are dancing with two left feet.

To address the problem, many sales trainers promote "quick fix" sales solutions that teach dance-weary professionals the "fancy footwork" they need to cope with a bad situation. These programs focus on one-liners and techniques that rapidly lose their effectiveness because today's sophisticated prospect simply will not tolerate them.

Our selling system is different. Instead of emphasizing just technique, it focuses on the winning attitude and behaviors necessary for sales success. Our selling system breaks all the conventional rules that have made the sales process ineffective and demeaning. From the approach to the close, our clients learn how to assertively take charge of the sales process. And once they take the lead, they learn how to never surrender the initiative. Our selling system gives its clients something far more valuable than canned phrases and clever retorts. It provides them with an entirely new road map... the path to lasting success.

Strategic Sales Management Training

For any sales organization to succeed, it is vital to have a well-defined, comprehensive, well-supported sales management environment. Effective training is more than just learning how to push the team to make the numbers. From hiring to debriefing, we help managers develop into strong team developers and leaders.

Being a sales manager is a true challenge. The effective manager must be able to hold people accountable, a shrewd judge of potential in recruiting candidates, a motivator, a coach, and an astute analyst. Our Strategic Sales Management training provides the tools to perform successfully in all of these roles.

Specialized Training

Professional Advantage - A program specially designed for consultants, attorneys, engineers, accountants, architects, project managers and other professionals who have responsibility for developing business for their organizations. Our Professional Advantage demonstrates that "selling" is not a negative word, and is an accepted and necessary part of today's competitive marketplace. Learn to take control without offending, avoid unpaid consulting and utilize a proven - yet refined - approach to growing your client base.
Strategic Account Management - A program designed to generate revenue and growth within existing accounts. Learn how to foster stronger and deeper relationships throughout an organization, uncover additional needs more quickly and provide a "solution selling" approach to the account. You will develop a strategy and "blueprint" for each account to understand what information must be discovered, identify a process to identify any "red flags" for information that might be missing, and learn how to extend the relationship within the account by understanding the needs of the players at all levels. This will in turn give you an edge in developing proposals, closing the business, shortening the selling cycle, increasing the average dollar amounts, elevating the relationship and creating an environment where budget is not the sole criteria in the selection process.
President's Club - President's Club is a comprehensive approach to sales training that offers you more than 15 hours of classroom sessions each month, including a combination of workshop training and problem-solving clinics. Come as often as you need. Your President's Club membership is a dynamic, ongoing learning experience comprised of mutual support and personal coaching. The President's Club provides a safe environment in which to build your skills, ask "real world" questions, and face your toughest sales problems.

The President's Club is structured to meet each member's individual needs; everyone doesn't have to 'start' and 'finish' at the same time. You work at your own pace to master your own selling challenges.
No Guts, No Gain! - The difference between winning and losing in your career, and indeed your life, can be the ability to identify specific barriers that are blocking your path to individual achievement. No Guts, No Gain! presents a new way of approaching and dealing with life's challenges.

This program reveals powerful ideas and techniques that will help redirect your thoughts and energies toward achieving clear and compelling goals. It will enhance the effectiveness of prior career skill-building or training you may have received. No Guts, No Gain! will help you become more assertive, more effective in your personal interactions, and make you feel more comfortable as a high achiever.
Customer Service - Sandler Sales Institute's Quality Service Program: Defining It, Building It, and Sustaining It uses a total quality management approach to improving customer service. The program leads you through three phases of implementing quality customer service, and concludes with the development of your own Quality Service Action plan for excellence.
Corporate Training Program - Courseware and training tailored to meet the specific needs of your industry, current sales climate, goals and corporate objectives. Custom materials, even scheduling will be coordinated to facilitate an efficient and cost-effective training venue for your organization.

The time to act is now. Call LMA at 513-721-6702. Talk with one of our Sales Training Specialists. Attend an executive briefing. Or fill out our contact form.