Sales/Client Service Training
Our customized, 2-3 day program is conducted either in a client’s offices or off-site in a training center.
Our Sales Program Includes:
- Building relationships in a video world
- Characteristics of a “Blue Chipper”
- Territory segmentation and prospect evaluation
- Solution selling skills
- DISC Workplace Personality Assessment
- Presentation skills training with video playback
- Final presentation Do’s and Don’ts
- Q & A and closing skills
Our Client Service Program Includes:
- Effective follow-up: Beating the Melt
- Key ingredients of superior client service
- Pro-active vs. re-active client service
- Dispute resolution
- “Dialoguing” techniques to defuse tension
- DISC Personality Assessment
Presentation Skills Training
The key ingredient to winning a final presentation is the chemistry that your professional team develops with the decision-makers.
Each presenter has his/her unique strengths. Our job is to identify and develop those strengths. One person might do well presenting from materials, another by closing the book and simply telling the story. We use a variety of methods to highlight and polish those skills, including role-playing and extensive video feedback. After individuals have been trained, we can focus on their work as presentation teams.
Senior managers, sales executives, and investment professionals can all benefit from this one-on-one coaching relationship. It is designed to help high-potential individuals develop into future leaders, as well as assist marginal performers improve productivity and address specific issues.
- Extensive on-site or video executive debrief
- 360-degree evaluation
- DiSC workplace personality profile
- Client feedback session and strategies for change
- Monthly check-ins
- Modified 360-evaluation six months later
- Ongoing coaching as requested
“I had the good fortune to spend two days with John for executive coaching and left with a better toolkit to pursue both business and life. After initially helping me to identify both my marginal and exceptional personality traits, he assembled a personalized program designed to improve my business execution. Interestingly, his techniques also had a crossover impact on my personal life and relationships which was the greatest gift of our sessions. I made a connection with John during my time at Tiburon which has benefited my family, friends and clients. His approach is personal and his insights are a product of his super successful career as a leading business executive. We have stayed in touch since then and I always look forward to our conversations.”
The process begins with an in-depth review of all of your marketing materials and interviews with all key professionals. The result is a comprehensive analysis of all areas related to sales and marketing: staffing, calling metrics, territory management, written materials, sales support, product salability, presentation skills, and more.
Product Salability Study
Your sales team is complaining that they have nothing to sell. Your investment teams are complaining that their products are not getting the sales attention that they deserve.
Both problems can be solved with a Product Salability Study. Done properly, it provides the framework from which decisions can be made and resources can be allocated for sales efforts.
The study clearly identifies which products are ready for market, and which products need further incubation. While immature products may not get a primetime sales push, they may be ready for an early introduction to consultants and other institutional buyers.
“Thanks for the thoughtful training session that you assembled for our team. It was clearly evident that you work from your hearts. By the way, ‘feeding the sales funnel’ was the key challenge in my letter to myself. I fully expect the response to my letter to be positive! I am looking forward to putting the recommendations from our session into practice, and I will certainly stay in touch.”