Sales Seminars
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"Keep It In the Fairway" Business Breakfast Session with CEL, May 18, 2005
Hahn & Associates provides numerous training programs. Below is a sampling, broken down by target audience: Sales reps only, Sales leaders only and classes in which both Sales leaders and reps can benefit
Each program is 2 - 4 hrs. in length and includes lessons/exercises, handouts and role plays
Target Audience: Sales representatives
Effective cold calling techniques: Is the telephone your friend or nemesis? We all know the foundation of any effective sales strategy is using the phone. Learn to overcome call reluctance and make those calls. Tired of voicemail and not getting return calls? This clinic will help you turn the phone into a true sales asset.
Qualifying and Objection handling: Closing is not the real issue for most sales people...It is asking the proper questions to uncover the real need. Qualifying is the largest deficiency for most reps. Learn how to prepare for a sales call, and create several "Killer Questions." Objections come in many different forms, but you only end up with 3-5 major objections that keep tripping you up. Identify your major objections, create standard, powerful retorts to these objections and role play objection handling.
Creating a prospecting plan: Prospecting is the lifeblood of sales. Participants will learn the importance of establishing a robust prospecting plan based on defining "Good Fit" customers, identifying the most effective means of penetrating their marketplace and creating a thorough year-long formula for success.
Territory Management: Sales people need to have a diciplined approach to defining and developing their territory. Participants will learn how to define their universe of opportunities, create customer intimacy and insure they are maximizing revenues from existing AND new clients.
Goals - Are you Ready for 2006? Goals...Schmoals - "I set them every year and nothing happens!" Well we show you how to paint the pictures - what you want, where you want to go, and how to put a plan in place to get there. Matching goals to daily behavior is the single greatest way to achieve happiness and success in your selling career. We will help you develop a personal "Cookbook for Success" defining the key performance you must do daily in order to reach your goals.
Networking & Referrals...the cornerstone to sales success: Designed for sales professionals interested in enhancing their sales performance. Referrals and networking are the most effective propecting tools available...learn how to use them effectively! This course evaluates:
- alternative sources of prospecting
- creating an effective 30 second sales commercial
- developing & implementing a networking and prospecting plan
- how to most effectively work a trade show, tip club or networking event
Head Trash removal: What is stopping you from breaking through to SUCCESS! This seminar is designed to help you get rid of HEAD TRASH. We are all a product of our experiences. These historical events leave a lasting impression which impacts our self esteem and our behavior. Learn to step outside of your COMFORT ZONE and challenge yourself to new heights.
Time Management: The average sales rep operates at 30% efficiency. This workshop will show you how to increase your personal productivity, become more pro-active, be better balanced, and experience less stress! Do you want to: Increase your productivity by 15% to 20%, Learn how to schedule and identify your priorities, Learn the four steps of pro-active self-management, Learn to use up front contracts, Learn to set goals and go for them? Stop letting your commitments slip through the cracks!
Target Audience: Sales Leadership
Managing Chaos or Enabling Growth? Designed for Sales leaders, this course provides proven ideas to make the sales team efficient, effective and self sufficient in contributing to the corporate mission.
Participants will be exposed to 11 key guidelines to making effective sales management decisions such as:
- Hire well
- Establish effective standards
- Coach / motivate to standards
- Leading vs. Managing
Managing for Optimum Sales Performance: Reserved for CEO's, owners and executive sales leaders, this interactive workshop will examine sure-fire ways to raise sales standards across the company and demonstrate how effective managers use technology and tools to measure and track activity.
Attendees will learn:
- The importance of goal setting as a way to align the corporate mission and create personal focus.
- How to establish, communicate and reinforce sales forecasting and activity standards.
- Choosing an effective SFA or CRM tool.
- How to effectively manage both the Quality and Quantity of corporate sales activity.
Top Grading Your Sales Force: Participants will learn fundamentals on how to enhance their sales teams. Learn a proven 5 step recruitment and Hiring stystem. Participants of this workshop will:
- Determine the Crucial elements of sales success
- Learn the elements of an effective "SEARCH" model
- Establish a rigorous & standard hiring process
- Reduce the impact of "false positive" hires
- Establish proven on-boarding processes for Sales rookies
"In Search of a Sales Superstar" Identifying & Hiring effective Sales People: Designed for CEO's and Executive Sales leaders, In two short hours you will:
- Learn what characteristics make a "sales superstar"
- Determine how to find these sales superstars in today's job market
- Differentiate the true sales superstars from the perennial "wanna-be's"
- Discover proven techniques to avoid the enormous expense of a "poor hire"
- Explore assessment tools that validate desirable sales characteristics
"Change the Game" (*2 day seminar): If you are an Owner, Principal or Sales Executive committed to enhancing your top line revenues, you are invited to join us for a two day interactive, experiential leadership conference designed to "Change the Game" & maximize your 2004 results.
Attendees of this hard-hitting, hands-on two-day workshop will receive the following tangible benefits:
- Creation of an empowered, results-driven Business Development culture
- Alignment of marketing & sales goals, strategies and tactics to organize the "chaos" that may exist today
- Templates for defining best fit customers and creating a tactical, results-driven marketing plan for 2004
- Tools to evaluate the talent of your team and to define your role within the organization
- Ways to upgrade your sales team's performance both in the short-term and the long-term
- Sales leadership tools & concepts that hold people accountable and get results
- Coaching and mentoring skells guaranteed to maximize your team's individual and group revenue results
The Bottom Line: you will walk away with a clear strategic and tactical vision of how to "Change the Game" by aligning strategies and tactics of your most valuable marketing & sales assets. (Caution: this is not one of the "lite seminars" to which you may be accustomed...heavy lifting will be required, so come prepared to work)
Effective Sales Management: Designed for Sales managers, this course provides proven ideas to make the sales team efficient, effective and self sufficient in contributing to the corporate mission.
Participants will be exposed to 21 key guidelines to making effective sales management decisions such as:
- Hire well
- Establish effective standards
- Coach / motivate to standards
- Lead vs. Manage
How to upgrade your sales force in a down economy: "Every minute devoted to putting the proper person in the proper slot is worth weeks of time later," Colman Mockler, CEO Gillete (from Good to Great by Jim Collins). Discover your company's hidden strengths and weaknesses and overall growth potential. Eliminate costly hiring mistakes and learn how to make only A+ personnel decisions in your sales management department. For Senior Executives and Business Owners Only.
Target Audience Sales Leaders AND Sales reps
"Keep it in the fairway"...18 principles to Sales Success ™: Join us for an intriguing, thought provoking, and memorable workshop in which we will explore 18 of these principles first hand and provide you with a few more shots to put in your "sales bag." Sales, like golf, is a mental game.
You should attend this workshop if you are looking to lower your sales handicap:
- Frustrated with roller coaster-like results?
- Have your results hit a plateau?
- Do you need to brush up on some fundamentals?
- Does the mental part of the game have you down?
(CAUTION: This is not a golf workshop. Your instructor is a 14 handicap...but a heck of a sales coach)
Qualities of sales Superstars: How do you measure up? How can you attain "Superstar" status? Designed for Sales management and Sales reps, this interactive workshop will explore more than 10 key traits which successful sales superstars share. Sales reps...Learn how to hone and develop these skills. Sales leaders...know which qualities to search for as you strive to improve your salesforce.
Present Yourself with Impact: Have you ever had to make that critical presentation in front of a buying committee and felt like a fool? Here we take a look at some of the best practices, presentations, and tools which keynote speakers use and show you how to use it in a sales presentation. If you are constantly presenting your product or service this is for you! Learn how to build rapport with your target audience and how to create a strong MUTUAL agenda.
Psychology behind the sale: Ever wonder why the customers who really need your help don't buy - yet some of the ones who aren't desparate do? At it's core, Sales is a psychological exercise. Understanding Human relations and how you can effectively manage the sales process will dramatically improve your closing ratio. We will show you what happens every time someone tries to make a buying decision and how to use it to your advantage.
Improve your BATting average: Targeted to Sales reps or Managers, Behavior, Attitude and Technique are the key ingredients to success. Learn how Attitude and Behavior are inextricably linked and find ways to elevate your attitude, proactively manage your behavior, and leverage a systematic approach to selling.
Developing Business in Challenging Times: Become a rocket scientist & Propel yourself to new heights. Take control of your sales destiny and uncover:
- Why sales people fail...and what to do about it
- The top 5 reasons that sales people are unable to meet their goals
- The critical connection between attitudes and behaviors
- 10 immediate tactics designed to get immediate results
- Your #1 sales challenge and establish a plan to fix it!
Sales Strategies: Top-Rated International Seminar for sales representatives and sales managers.
Turn "think it overs" into new business, Stop becoming an unpaid consultant, How to shorten your selling cycle, How to get prospects to tell you the truth, How to close more sales.
Ask Yourself...
Are your prices being shopped all over town?, Tired of going to seminars where nothing changes?, Is your selling cycle getting longer or shorter?, Are all of your prospects stalling you with excuses?, Do you find yourself becoming an unpaid consultant?, Are you getting in front of enough prospects consistently?
- Learn that propects have their own agendas
- Understand those agendas, and learn how to create "Up-Front-Contracts" and a mutual agenda for each sales call
- Learn to build rapport to establish trust and a strong business relationship
- Understand that effective Questioning techniques are the key to successful selling
Gate Selling (*NOTE...this workshop must include participants from one corporation only, mixed companies will not qualify)
- We ID, Map and standardize the defacto processes your sales people currently utilize
- We identify Best practices and review the SPECIFICS of each step along the way
- We establish a common nomenclature and definition of each step, allowing you to standardize and scale
- We input these "company-Specific" steps into a standard activity management tool
No Guts, No Gain! Assertiveness training for sales professionals
Have you ever felt as if invisible forces prevented you from enjoying a more productive - and rewarding career and personal life? No Guts No Gain! reveals the 21 Success Barriers that frequently stand in the way of individual achievement.
- Redirect your thoughts and energies toward achieving clear, compelling personal and professional goals
- Learn how to identify the specific barriers which block your path
- Begin dismantling and bypassing those obstacles
- Implement tactics which enable you to WIN each and every day!
The Buyer Seller Dance: Every sales transaction results in a sale. Are you selling your goods and services, or are you buying your prospect's stalls objections and excuses? Designed for sales producers, this session will explore whose sales system do you follow, yours or the prospects? Learn how to control the sale and manage it to a successful conclusion.