Entelechy, Inc.
Check us out at www.unlockit.com. Entelechy, "unlocking potential".
Entelechy was formed for the express purpose of IMPACTING YOUR BUSINESS. We believe that the ONLY reason for training is to improve business. While many companies may say the same thing, only Entelechy guarantees it!
We specialize in customizing training to address YOUR business problems and YOUR unique challenges. We embed YOUR policies, procedures, products, and best practices into Entelechy's sales, customer service, management, and trainer modules to create YOUR customized -- and highly effective -- program.
Entelechy was formed for the express purpose of IMPACTING YOUR BUSINESS. We believe that the ONLY reason for training is to improve business. While many companies may say the same thing, only Entelechy guarantees it!
We specialize in customizing training to address YOUR business problems and YOUR unique challenges. We embed YOUR policies, procedures, products, and best practices into Entelechy's sales, customer service, management, and trainer modules to create YOUR customized -- and highly effective -- program.
Entelechy, Inc. is based in Merrimack, NH, USA
For 13 years, Entelechy has applied its proven process to help our clients achieve high performance:
Problem Identification - We begin by defining your business needs not your training needs! If we believe that training may not be the best solution at this time, we ll tell you saving you time, money, and frustration. Entelechy performs a targeted needs assessment to clearly identify your challenges and their root causes.
Customizing a Solution - Using our proven High Performance modules as the basis for the training solution, Entelechy will design and develop a customized program to meet your company s unique requirements. Development from an existing framework of courseware saves time and investment.
Solution Implementation - Entelechy uses senior instructors to provide engaging and stimulating on-site delivery. Alternatively, we train your trainers to deliver the training using our rigorous certification process.
Ensuring Training Sticks - Performance improvement requires behavioral change, sometimes a difficult process. Using conference calls, meetings or facilitated sessions, Entelechy performs after-training coaching and assessments to ensure that the training has stuck . Over a set period, ongoing check-ins help participants integrate the desired results of the training on-the-job and achieve the results our clients demand.
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Entelechy s Unique Approach - Address the Real Problem. Before proposing a training solution, Entelechy will thoroughly assess our client s business problem. This enables us to uncover root causes and propose effective solutions whether those solutions involve training or not.
Customization. Our clients want solutions that are customized to the unique needs of their business, their systems, and their teams for effectiveness. Our clients believe that generic training results in generic changes; customized training focuses the behavior change AND ensures that what s learned in training is immediately transferable to the job.
Client Ownership of Materials. What does it mean to own the material your training partner customizes and creates with you? It means our clients have ultimate control over the final materials to use and modify as they see fit without additional licensing costs or ongoing payments for materials.
Behavior Change that Sticks. When trying to make changes in the behavior of employees, training on its own may not live up to its potential. Entelechy employs a proven process that takes into account the role of managers after training as well as the power of after-training coaching to make behavior change stick.
Experience. Entelechy has been successfully helping clients address a wide variety of employee performance challenges since 1992 in a variety of industries from high tech to social services, from healthcare to telecommunications to financial services and beyond. Additionally, all of our staff bring significant, diverse, and real-world business and training experience with them.
Return on Investment. Entelechy s approach is centered in providing tangible return on investment. We have helped clients achieve improved effectiveness which has translated not only into improved morale and job satisfaction, but measurably increased revenue and reduced costs.
Entelechy has been offering customizable courses in management, sales, customer service, and training since 1992. Check out the many case studies featuring satisfied clients. Unlike other training companies, we GUARANTEE success. In fact, our reference list is our client list; contact anyone we"ve done work with (95% are repeat, satisfied customers)
Check us out at www.unlockit.com. Entelechy, "unlocking potential".
Problem Identification - We begin by defining your business needs not your training needs! If we believe that training may not be the best solution at this time, we ll tell you saving you time, money, and frustration. Entelechy performs a targeted needs assessment to clearly identify your challenges and their root causes.
Customizing a Solution - Using our proven High Performance modules as the basis for the training solution, Entelechy will design and develop a customized program to meet your company s unique requirements. Development from an existing framework of courseware saves time and investment.
Solution Implementation - Entelechy uses senior instructors to provide engaging and stimulating on-site delivery. Alternatively, we train your trainers to deliver the training using our rigorous certification process.
Ensuring Training Sticks - Performance improvement requires behavioral change, sometimes a difficult process. Using conference calls, meetings or facilitated sessions, Entelechy performs after-training coaching and assessments to ensure that the training has stuck . Over a set period, ongoing check-ins help participants integrate the desired results of the training on-the-job and achieve the results our clients demand.
----------
Entelechy s Unique Approach - Address the Real Problem. Before proposing a training solution, Entelechy will thoroughly assess our client s business problem. This enables us to uncover root causes and propose effective solutions whether those solutions involve training or not.
Customization. Our clients want solutions that are customized to the unique needs of their business, their systems, and their teams for effectiveness. Our clients believe that generic training results in generic changes; customized training focuses the behavior change AND ensures that what s learned in training is immediately transferable to the job.
Client Ownership of Materials. What does it mean to own the material your training partner customizes and creates with you? It means our clients have ultimate control over the final materials to use and modify as they see fit without additional licensing costs or ongoing payments for materials.
Behavior Change that Sticks. When trying to make changes in the behavior of employees, training on its own may not live up to its potential. Entelechy employs a proven process that takes into account the role of managers after training as well as the power of after-training coaching to make behavior change stick.
Experience. Entelechy has been successfully helping clients address a wide variety of employee performance challenges since 1992 in a variety of industries from high tech to social services, from healthcare to telecommunications to financial services and beyond. Additionally, all of our staff bring significant, diverse, and real-world business and training experience with them.
Return on Investment. Entelechy s approach is centered in providing tangible return on investment. We have helped clients achieve improved effectiveness which has translated not only into improved morale and job satisfaction, but measurably increased revenue and reduced costs.
Entelechy has been offering customizable courses in management, sales, customer service, and training since 1992. Check out the many case studies featuring satisfied clients. Unlike other training companies, we GUARANTEE success. In fact, our reference list is our client list; contact anyone we"ve done work with (95% are repeat, satisfied customers)
Check us out at www.unlockit.com. Entelechy, "unlocking potential".
 online course |
 instructor-led class |
 learn at home |
 group study |
 self-directed study |
 cd-based training |
 DVD video training |
 printed book |
 e-book digital book |
 workshop seminar |
 train the trainer |
 computer-based learning |
 discount pricing |
 online tutorial |
Analyzing Performance
: Analyzing Performance
Overview
The best training solution in the world won t work if it s not addressing the real performance problem. In this module you ll learn how to quickly and confidently identify the performance problem, the reason for the problem, and appropriate solutions.
As importantly, you ll learn techniques to increase the value you bring to your team and to your department by helping them address critical business issues.
: Analyzing Performance
Overview
The best training solution in the world won t work if it s not addressing the real performance problem. In this module you ll learn how to quickly and confidently identify the performance problem, the reason for the problem, and appropriate solutions.
As importantly, you ll learn techniques to increase the value you bring to your team and to your department by helping them address critical business issues.Delivering for Results
: Delivering for Results
Overview
It all comes down to the delivery. Whether you re training a class or mentoring a new employee, good training delivery skills often make or break the success of the training.
Learn strategies, tips, and techniques that ANYONE can apply to improve their training delivery skills
: Delivering for Results
Overview
It all comes down to the delivery. Whether you re training a class or mentoring a new employee, good training delivery skills often make or break the success of the training.
Learn strategies, tips, and techniques that ANYONE can apply to improve their training delivery skillsDesigning High Impact Training
: Designing High Impact Training
Overview
You know the performance problem. What s the best way to address the problem? How can you assure that the training you create is going to work?
This module presents a simple instructional design model and teaches some of the tricks of the trade. The result? A quick and dirty but highly effective method of designing training that works!
: Designing High Impact Training
Overview
You know the performance problem. What s the best way to address the problem? How can you assure that the training you create is going to work?
This module presents a simple instructional design model and teaches some of the tricks of the trade. The result? A quick and dirty but highly effective method of designing training that works!Determining Learning and Training Effectiveness
: Determining Learning and Training Effectiveness
Overview
How do you know that participants learned what they were supposed to? How do you know they will use their skills and knowledge on the job? How will you know that you made a difference? And how do you use evaluation to improve your training?
This module presents four levels of evaluation and how each can be used effectively to gather important information about your participants, your training materials/design, and your training delivery. You ll learn to create tests and other assessments that actually measure what you want to measure!
High Performance Customer Service
: Determining Learning and Training Effectiveness
Overview
How do you know that participants learned what they were supposed to? How do you know they will use their skills and knowledge on the job? How will you know that you made a difference? And how do you use evaluation to improve your training?
This module presents four levels of evaluation and how each can be used effectively to gather important information about your participants, your training materials/design, and your training delivery. You ll learn to create tests and other assessments that actually measure what you want to measure!Balancing Business and Customer Needs
: Balancing Business & Customer Needs
Overview
In our jobs, we are often required to make decisions that impact others in our organization and the profitability of the company. It is often difficult to balance these decisions with the needs of our customers. In this module, we will take a look at how to make these decisions. We will also explore the various relationships we will have with our internal customers.
: Balancing Business & Customer Needs
Overview
In our jobs, we are often required to make decisions that impact others in our organization and the profitability of the company. It is often difficult to balance these decisions with the needs of our customers. In this module, we will take a look at how to make these decisions. We will also explore the various relationships we will have with our internal customers.
Closing the Sale
: Closing the Sale
Overview
The bottom line is well, it s the bottom line! All the selling techniques, confidence, and knowledge are for nothing if you can t close the sale. Successful sales professionals close more — and more often — than ordinary reps.
Learn the closing techniques that make successful sales professionals successful while simultaneously building the relationship with the client.
: Closing the Sale
Overview
The bottom line is well, it s the bottom line! All the selling techniques, confidence, and knowledge are for nothing if you can t close the sale. Successful sales professionals close more — and more often — than ordinary reps.
Learn the closing techniques that make successful sales professionals successful while simultaneously building the relationship with the client. Communicating Effectively
: Communicating Effectively
Overview
How do you make sure that the customers are receptive to us? Approach each interaction with the right mindset AND with a strong set of communication skills — presence, listening, questioning, relating, and checkbacks.
Customers expect to be heard. Customers expect to be dealing with a competent, knowledgeable rep. Customers expect you to be accurate. Convey empathy and competence, build trust, and close the call with excellent communication skills.
: Communicating Effectively
Overview
How do you make sure that the customers are receptive to us? Approach each interaction with the right mindset AND with a strong set of communication skills — presence, listening, questioning, relating, and checkbacks.
Customers expect to be heard. Customers expect to be dealing with a competent, knowledgeable rep. Customers expect you to be accurate. Convey empathy and competence, build trust, and close the call with excellent communication skills. Developing a Campaign Strategy
: Developing a Campaign Strategy
Overview
Campaign: (1) a series of military operations with a particular objective in a war; (2) a series of organized, planned actions for a particular purpose.
What s your campaign strategy? What are the organized, planned actions that you re going to follow in order for you to achieve your objective? This module guides you through campaign strategy planning and implementation.
: Developing a Campaign Strategy
Overview
Campaign: (1) a series of military operations with a particular objective in a war; (2) a series of organized, planned actions for a particular purpose.
What s your campaign strategy? What are the organized, planned actions that you re going to follow in order for you to achieve your objective? This module guides you through campaign strategy planning and implementation. Enhancing Customer Courtesy Skills
: Enhancing Customer Courtesy Skills
Overview
Some skills help elevate your customer relationship to the next level; others are prerequisites — they re simply tickets into the big game! Acting in a professional, predictable, and respectful manner is not just good sense, it s a business requirement. However, bad habits are hard to break and even the best of us need a refresher from time to time.
This module presents the basics of call flow and communication skills.
: Enhancing Customer Courtesy Skills
Overview
Some skills help elevate your customer relationship to the next level; others are prerequisites — they re simply tickets into the big game! Acting in a professional, predictable, and respectful manner is not just good sense, it s a business requirement. However, bad habits are hard to break and even the best of us need a refresher from time to time.
This module presents the basics of call flow and communication skills. Exploring Social Styles and Motivators
: Exploring Social Styles & Motivators
Course Overview
Forget the golden rule (e.g., treat others as you would like to be treated). In today s competitive environment, you must treat customers as THEY want to be treated!
In this module, you will learn about four different styles, how to recognize each style, and how to communicate with customers flexing to THEIR style. You ll learn your own style and the style of some of your colleagues (and your manager). Use your knowledge of social styles to give you a competitive more...
: Exploring Social Styles & Motivators
Course Overview
Forget the golden rule (e.g., treat others as you would like to be treated). In today s competitive environment, you must treat customers as THEY want to be treated!
In this module, you will learn about four different styles, how to recognize each style, and how to communicate with customers flexing to THEIR style. You ll learn your own style and the style of some of your colleagues (and your manager). Use your knowledge of social styles to give you a competitive more...Focusing on the Customer
: Focusing on the Customer
Overview
Increased competition has given customers more choices than they have ever had before. Good customer sales and service have become the norm in the past 15 years. As a result, customers expect more. In a competitive environment, we need to be better than the competition.
Each customer needs to feel that he or she has all of your attention as if he or she is the only person you are talking with this whole day. This module addresses your mindset, helping to ensure that you automatically do or say something to make your customers feel as though you really care about them and we even show you how to have fun doing it.
: Focusing on the Customer
Overview
Increased competition has given customers more choices than they have ever had before. Good customer sales and service have become the norm in the past 15 years. As a result, customers expect more. In a competitive environment, we need to be better than the competition.
Each customer needs to feel that he or she has all of your attention as if he or she is the only person you are talking with this whole day. This module addresses your mindset, helping to ensure that you automatically do or say something to make your customers feel as though you really care about them and we even show you how to have fun doing it. Handling Challenging Situations
: Handling Challenging Situations
Overview
If your job was easy, anyone could do it! You re constantly facing challenges — in fact, that s your JOB!
This module helps you address some of the challenges you face in trying to balance company policies and procedures while resolving customer issues and providing a positive customer experience.
: Handling Challenging Situations
Overview
If your job was easy, anyone could do it! You re constantly facing challenges — in fact, that s your JOB!
This module helps you address some of the challenges you face in trying to balance company policies and procedures while resolving customer issues and providing a positive customer experience. Impacting the Customer Experience
: Impacting the Customer Experience
Overview
Everything you do or don t do impacts the customer experience!
Many things contribute to what the customer experiences while dealing with your company. In order to truly understand what your customers experiences are, we need to better understand what your company offers your customers, who your customers are, what their likes and dislikes are, what they value when dealing with your company, and how we can and do affect their experience.
: Impacting the Customer Experience
Overview
Everything you do or don t do impacts the customer experience!
Many things contribute to what the customer experiences while dealing with your company. In order to truly understand what your customers experiences are, we need to better understand what your company offers your customers, who your customers are, what their likes and dislikes are, what they value when dealing with your company, and how we can and do affect their experience. Improving Personal Effectiveness
: Improving Personal Effectiveness
Overview
Do you wish you had a personal trainer to help guide you? To provide encouragement, perspective, and support?
Selling is a tough job. If it wasn t tough, ANYONE could do it! This module helps you discover how you can improve your own personal effectiveness.
: Improving Personal Effectiveness
Overview
Do you wish you had a personal trainer to help guide you? To provide encouragement, perspective, and support?
Selling is a tough job. If it wasn t tough, ANYONE could do it! This module helps you discover how you can improve your own personal effectiveness. Integrating the Skills
: Integrating the Skills
Overview
Want to tie it all together? This is the module that puts a ribbon on the package of skills you ve acquired throughout HPCS and ties them all together.
: Integrating the Skills
Overview
Want to tie it all together? This is the module that puts a ribbon on the package of skills you ve acquired throughout HPCS and ties them all together.
Leadership Support
: Leadership Support
Overview
Training without reinforcement and follow up is likely to fail.
Leadership Support is designed to equip managers and other leaders with the knowledge of the High Performance Customer Service content and skills so they can leverage the investment made by the company and participants.
Leadership Support can be used for any or all of the HPCS modules.
: Leadership Support
Overview
Training without reinforcement and follow up is likely to fail.
Leadership Support is designed to equip managers and other leaders with the knowledge of the High Performance Customer Service content and skills so they can leverage the investment made by the company and participants.
Leadership Support can be used for any or all of the HPCS modules. Listening and Questioning
: Listening & Questioning
Overview
The shortest sales course in the world: 1) ask questions, 2) listen.
Listening and questioning are undoubtedly the two most important skills in the sales and customer service professions. HOW you ask questions and WHAT you ask about often determine whether you re going to be given the opportunity to listen so you want to make sure you do it correctly.
: Listening & Questioning
Overview
The shortest sales course in the world: 1) ask questions, 2) listen.
Listening and questioning are undoubtedly the two most important skills in the sales and customer service professions. HOW you ask questions and WHAT you ask about often determine whether you re going to be given the opportunity to listen so you want to make sure you do it correctly. Managing Sales Objections
: Managing Sales Objections
Overview
Hate objections? Don t listen to anyone tell you differently — no one LIKES objections. But they ARE part of the sales process and they DO provide you with an opportunity to clarify and reposition.
What you need is a technique that will enable you to manage sales objections when they do arise — and they WILL arise! This module will give you the tools and techniques to confidently manage sales objections.
: Managing Sales Objections
Overview
Hate objections? Don t listen to anyone tell you differently — no one LIKES objections. But they ARE part of the sales process and they DO provide you with an opportunity to clarify and reposition.
What you need is a technique that will enable you to manage sales objections when they do arise — and they WILL arise! This module will give you the tools and techniques to confidently manage sales objections. Positioning the Sale
: Positioning the Sale
Overview
Why do some sales professionals sell more than others? Simple: they know what their customers need and they satisfy it; they position their product or service to meet the explicit needs of the customer.
Less effective sales professionals drone on about the features and so-called benefits of their product or service. But the fact is, a feature is ONLY a benefit if the customer agrees that it s a benefit. Features that the customer doesn t value may actually LOWER from the perceived value of the product or service!
In this module, we ll teach you how to position the sale, satisfy the customer, and increase your sales revenues!
: Positioning the Sale
Overview
Why do some sales professionals sell more than others? Simple: they know what their customers need and they satisfy it; they position their product or service to meet the explicit needs of the customer.
Less effective sales professionals drone on about the features and so-called benefits of their product or service. But the fact is, a feature is ONLY a benefit if the customer agrees that it s a benefit. Features that the customer doesn t value may actually LOWER from the perceived value of the product or service!
In this module, we ll teach you how to position the sale, satisfy the customer, and increase your sales revenues! Providing Products to Customers
: Providing Products to Customers
Overview
Do your palms sweat thinking about selling ? When you think of sales, does your mind conjure up images of slick-talking, manipulative, sleazy, and pushy people? If so, you may be missing a huge opportunity to be of service to your customer!
Customer focus is NOT simply a matter of providing outstanding service in response to a customer s stated needs. Customer-focused professionals listen for unstated customer needs and are able to position additional products and services that may benefit the customer.
: Providing Products to Customers
Overview
Do your palms sweat thinking about selling ? When you think of sales, does your mind conjure up images of slick-talking, manipulative, sleazy, and pushy people? If so, you may be missing a huge opportunity to be of service to your customer!
Customer focus is NOT simply a matter of providing outstanding service in response to a customer s stated needs. Customer-focused professionals listen for unstated customer needs and are able to position additional products and services that may benefit the customer. Recognizing Value
: Recognizing Value
Overview
What s important to you? Do you value the products and services that your company offers? Do you think that your attitude impacts what customers think of your company, its products, and its services? The answers are YES, YES, YES!!!
This module helps you develop a perspective on value that will enable you to positively position your company s products and services to meet your customers needs.
: Recognizing Value
Overview
What s important to you? Do you value the products and services that your company offers? Do you think that your attitude impacts what customers think of your company, its products, and its services? The answers are YES, YES, YES!!!
This module helps you develop a perspective on value that will enable you to positively position your company s products and services to meet your customers needs. Transitioning to Sales
: Transitioning to Sales
Overview
You solved the customer s problem. Now what?
Truly focused customer service professionals are able to transition problem solving calls effectively into sales opportunities. By listening for clues throughout the call and professionally and quickly solving the customer s problem, you have the opportunity to provide further help to the customer by positioning products and services that he or she may find useful.
: Transitioning to Sales
Overview
You solved the customer s problem. Now what?
Truly focused customer service professionals are able to transition problem solving calls effectively into sales opportunities. By listening for clues throughout the call and professionally and quickly solving the customer s problem, you have the opportunity to provide further help to the customer by positioning products and services that he or she may find useful. You REALLY are The One at Your Company
: You REALLY Are the One at Your Company
Overview
Do you wish you had a crystal ball to help you deal with some of the challenges you may be facing in the first three months on the job? Here it is!
Some of the things you ll encounter when you transition to your job may seem to make your job more difficult. However, many of these challenges are in fact important elements in running the business. Helping you anticipate these challenges — and providing you with tools to work through them — is the goal of this module.
High Performance Management
: You REALLY Are the One at Your Company
Overview
Do you wish you had a crystal ball to help you deal with some of the challenges you may be facing in the first three months on the job? Here it is!
Some of the things you ll encounter when you transition to your job may seem to make your job more difficult. However, many of these challenges are in fact important elements in running the business. Helping you anticipate these challenges — and providing you with tools to work through them — is the goal of this module. Coaching for Performance
: Coaching for Performance
Overview
If you want to: 1) help others be more productive, 2) demonstrate leadership, and/or 3) be more effective in working with people, then coaching is for you! Entelechy s Coaching for Performance module helps you increase employee performance while simultaneously building employee self-confidence and morale. Entelechy s simple coaching model is so effective that over time, your employees begin coaching themselves! In this module, you ll learn how to coach and when to coach — and you ll learn to leverage the personality/social style of the employee. You ll also learn how to more...
: Coaching for Performance
Overview
If you want to: 1) help others be more productive, 2) demonstrate leadership, and/or 3) be more effective in working with people, then coaching is for you! Entelechy s Coaching for Performance module helps you increase employee performance while simultaneously building employee self-confidence and morale. Entelechy s simple coaching model is so effective that over time, your employees begin coaching themselves! In this module, you ll learn how to coach and when to coach — and you ll learn to leverage the personality/social style of the employee. You ll also learn how to more...Effective Meetings
: Effective Meetings
Overview
They say that meetings are where minutes are taken and hours are lost. Face it, meetings aren t the problem — poor meeting planning and facilitation IS! Learn how to plan meetings that involve the right people for the right reasons and in the right way (and discover today s latest alternatives to meeting face-to-face). Learn techniques to stop the rambling, to encourage diverse opinions, to get buy in, and to make sure that everyone s on the same page. Run meetings to get the most from the time and the people in the meeting. In short, become a master of meetings and GET RESULTS!
: Effective Meetings
Overview
They say that meetings are where minutes are taken and hours are lost. Face it, meetings aren t the problem — poor meeting planning and facilitation IS! Learn how to plan meetings that involve the right people for the right reasons and in the right way (and discover today s latest alternatives to meeting face-to-face). Learn techniques to stop the rambling, to encourage diverse opinions, to get buy in, and to make sure that everyone s on the same page. Run meetings to get the most from the time and the people in the meeting. In short, become a master of meetings and GET RESULTS! Motivational Performance Appraisals
: Motivational Performance Appraisals
Overview
Performance appraisal: blessing or curse? It s all in how you use them! Performance appraisals CAN be drudgery and demotivational. However, in this module, you will learn how to integrate them in your day-to-day work and make them motivational for employees. If performance appraisals are part of your company s performance management and salary action process, then learn how to use performance appraisals to their fullest potential!
: Motivational Performance Appraisals
Overview
Performance appraisal: blessing or curse? It s all in how you use them! Performance appraisals CAN be drudgery and demotivational. However, in this module, you will learn how to integrate them in your day-to-day work and make them motivational for employees. If performance appraisals are part of your company s performance management and salary action process, then learn how to use performance appraisals to their fullest potential! Superior Selection and Interviewing
: Superior Selection and Interviewing
Overview
The performance of your company is directly related to the people who work there. Selecting the right people — not just with the skills you need but also with the attitude and characteristics you need — is critical to your company s success. In this training, participants will learn to determine whether candidates have the specific skills required for the job as well as the required characteristics to thrive at your company. This is NOT passive training; the goal of this training is to prepare attendees for their very next interview!
: Superior Selection and Interviewing
Overview
The performance of your company is directly related to the people who work there. Selecting the right people — not just with the skills you need but also with the attitude and characteristics you need — is critical to your company s success. In this training, participants will learn to determine whether candidates have the specific skills required for the job as well as the required characteristics to thrive at your company. This is NOT passive training; the goal of this training is to prepare attendees for their very next interview! Time Mastery for Managers
: Time Mastery for Managers
Overview
Each of us has exactly the same number of hours in a day to spend as we wish. Why, then, do some people seem to accomplish more in their time than others? Why do some people get ahead with seemingly little effort while others burn the candle at both ends just to keep their heads above water? Time Mastery for Managers is designed to provide you with answers to these and other time mastery questions and to help you change habits that prevent you from accomplishing all that you are capable of accomplishing.
High Performance Sales
: Time Mastery for Managers
Overview
Each of us has exactly the same number of hours in a day to spend as we wish. Why, then, do some people seem to accomplish more in their time than others? Why do some people get ahead with seemingly little effort while others burn the candle at both ends just to keep their heads above water? Time Mastery for Managers is designed to provide you with answers to these and other time mastery questions and to help you change habits that prevent you from accomplishing all that you are capable of accomplishing. Collaborative Negotiations
: Collaborative Negotiations
Overview
Crush the customer in negotiations and you lose. Give in to customer demands and you lose. Does this sound like your dilemma? Then give Collaborative Negotiations a try. Use information, relationship, and options/time to build power that can be used to enhance the relationship. The result? You win and the customer wins!
: Collaborative Negotiations
Overview
Crush the customer in negotiations and you lose. Give in to customer demands and you lose. Does this sound like your dilemma? Then give Collaborative Negotiations a try. Use information, relationship, and options/time to build power that can be used to enhance the relationship. The result? You win and the customer wins! Forming Business Relationships
: Forming Business Relationships
Overview
Studies indicate that only 25% of the population has the same type of personality as yours. You struggle to get along with the other 75%. Learn how to do more than just get along with all of your customers: learn how to work with them so they consider you a true partner.
More and more, relationships are becoming the difference in sales. People buy from people. Be the person with whom your customer wants a long-term business relationship.
: Forming Business Relationships
Overview
Studies indicate that only 25% of the population has the same type of personality as yours. You struggle to get along with the other 75%. Learn how to do more than just get along with all of your customers: learn how to work with them so they consider you a true partner.
More and more, relationships are becoming the difference in sales. People buy from people. Be the person with whom your customer wants a long-term business relationship.Motivating for Sales Performance
: Motivating for Sales Performance
Overview
It s so hard when I have to, and so easy when I want to.
As supervisor or manager, you are continually looking for ways to increase the sales performance of your team. Motivation is a vital component of leading your sales force. What is motivation? Where does it come from? Is it internal? External? Can you really help motivate someone? What works? What doesn t?
Motivating for Sales Performance is a manager-directed program consisting of 12 short units that can be integrated into regular sales meetings.
Units 1—4 Understanding more...
: Motivating for Sales Performance
Overview
It s so hard when I have to, and so easy when I want to.
As supervisor or manager, you are continually looking for ways to increase the sales performance of your team. Motivation is a vital component of leading your sales force. What is motivation? Where does it come from? Is it internal? External? Can you really help motivate someone? What works? What doesn t?
Motivating for Sales Performance is a manager-directed program consisting of 12 short units that can be integrated into regular sales meetings.
Units 1—4 Understanding Planning for Success
: Planning for Success
Overview
You never get a second chance to make a good first impression and EVERY call requires a good first impression. Planning helps you make a great first impression every time you meet with a customer.
Most people don t plan because it takes time. We ll show you a structured approach to planning that will help you save time and get quality results.
Have you ever left a sales call and wham you thought of something that you could ve/should ve covered? Never again!
: Planning for Success
Overview
You never get a second chance to make a good first impression and EVERY call requires a good first impression. Planning helps you make a great first impression every time you meet with a customer.
Most people don t plan because it takes time. We ll show you a structured approach to planning that will help you save time and get quality results.
Have you ever left a sales call and wham you thought of something that you could ve/should ve covered? Never again!Positioning the Value and Closing
: Positioning the Value and Closing
Overview
You ve only got a limited amount of time to state your case and make your point. How can you position the value of your solution so that the customer is absolutely convinced that your solution is far superior to all others including not doing anything?
We ve all been caught speechless when the customer raises an objection that we hadn t considered. Learn how to address even the toughest objections with confidence and then successfully bring the sale to its logical conclusion: the close.
: Positioning the Value and Closing
Overview
You ve only got a limited amount of time to state your case and make your point. How can you position the value of your solution so that the customer is absolutely convinced that your solution is far superior to all others including not doing anything?
We ve all been caught speechless when the customer raises an objection that we hadn t considered. Learn how to address even the toughest objections with confidence and then successfully bring the sale to its logical conclusion: the close.Renewing the Relationship
: Renewing the Relationship
Overview
The close of the sale marks either the end or the beginning of a profitable, win/win relationship. Use your business relationship to build your base of references and identify additional opportunities within the account.
And sometimes the toughest sale comes after the customer signed the contract! Learn how to leverage the post-sale problems to your advantage.
: Renewing the Relationship
Overview
The close of the sale marks either the end or the beginning of a profitable, win/win relationship. Use your business relationship to build your base of references and identify additional opportunities within the account.
And sometimes the toughest sale comes after the customer signed the contract! Learn how to leverage the post-sale problems to your advantage.Searching for Opportunities
: Searching for Opportunities
Overview
Every sales person knows that asking questions is important. But how do you ask questions that get customers to move forward? And move forward with you?
And among the hundreds of opportunities that you COULD pursue, how do you decide which ones offer the greatest chance of success and return on your investment of time, resources, and energy?
: Searching for Opportunities
Overview
Every sales person knows that asking questions is important. But how do you ask questions that get customers to move forward? And move forward with you?
And among the hundreds of opportunities that you COULD pursue, how do you decide which ones offer the greatest chance of success and return on your investment of time, resources, and energy?Team Selling
: Team Selling
Overview
Are your sales teams well-oiled revenue-generating machines? Or is the machine in need of a tune-up — or even a major overhaul? Team Selling gives your account managers the skills they need to lead their teams more effectively with increases in sales, profit, morale, and customer satisfaction.
High Performance Training
: Team Selling
Overview
Are your sales teams well-oiled revenue-generating machines? Or is the machine in need of a tune-up — or even a major overhaul? Team Selling gives your account managers the skills they need to lead their teams more effectively with increases in sales, profit, morale, and customer satisfaction. Delivering High Performance Training
: Delivering High Performance Training
Overview
It s been said that the best training design in the world won t stand up to a trainer with poor training skills. At the same time, we ve all witnessed trainers who appear to be expert in the content AND who can present the material so participants get it; who have theoretical knowledge but know what it s like to be in the trenches; who can control the training and the typical challenges yet seem human and approachable; who clearly have a mission yet can flex to meet the needs of the group.
Clearly these trainers have mastered the art of more...
: Delivering High Performance Training
Overview
It s been said that the best training design in the world won t stand up to a trainer with poor training skills. At the same time, we ve all witnessed trainers who appear to be expert in the content AND who can present the material so participants get it; who have theoretical knowledge but know what it s like to be in the trenches; who can control the training and the typical challenges yet seem human and approachable; who clearly have a mission yet can flex to meet the needs of the group.
Clearly these trainers have mastered the art of more...Instructional Design
: Instructional Design
Overview
Training is part art (especially the delivery) and part science (especially the instructional design). Following the Instructional Systems Design model will help ensure that your training designs result in training that is instructionally sound and effective.
There are many things we know about adult learners — how they learn, what motivates them to learn, how they recall information, how they remember skills, how they are alike, and how they are different. It makes sense to take advantage of this knowledge to ensure that our training hits its mark.
more...
: Instructional Design
Overview
Training is part art (especially the delivery) and part science (especially the instructional design). Following the Instructional Systems Design model will help ensure that your training designs result in training that is instructionally sound and effective.
There are many things we know about adult learners — how they learn, what motivates them to learn, how they recall information, how they remember skills, how they are alike, and how they are different. It makes sense to take advantage of this knowledge to ensure that our training hits its mark.
more...Performance Consulting
: Overview
I need a day-long course that will help motivate my staff.
We should build a WBT module on that; I think we can use some of the PowerPoint slides we already have.
Training often fails before the first word is written or the first draft is created. The reason it fails is that it doesn t increase the performance of individuals so they can contribute (i.e., more, better, faster) to the success of the business. The training wasn t designed to address a specific business challenge or opportunity; as a result, participants consider it — at best — a fun course and — at worst — a more...
: Overview
I need a day-long course that will help motivate my staff.
We should build a WBT module on that; I think we can use some of the PowerPoint slides we already have.
Training often fails before the first word is written or the first draft is created. The reason it fails is that it doesn t increase the performance of individuals so they can contribute (i.e., more, better, faster) to the success of the business. The training wasn t designed to address a specific business challenge or opportunity; as a result, participants consider it — at best — a fun course and — at worst — a more...- H asked: is there any available course or workshop for the next months about Instructional Design
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- N asked: Do you have branch in Delhi and want to understand your fees for these training capsules - esp . How to balance between business and Customer rainees . How to close sales about Balancing Business and Customer Needs
- S asked: Could you please send me some techniques of closing the sale? Like i face a problem in getting customer's credit card details or checking a/ c details as they don't trust me whether it's a guanine company or not. Many times they just give the reason that the product is too costly. Please help me with these problems. about Closing the Sale
- D asked: Wanted to get a little more information in reagrds to this program. about Managing Sales Objections
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