Training

…results oriented behavioral changes

Sales Training Programs

icons-04Action Selling

Action Selling Skills are a full-scale, proactive communication process for planning, conducting and follow up on a sale.  It treats the buyer with respect, leading to lasting relationships and repeat business.A proven system for managing & conducting the entire sales process that applies to any industry & improves the performance of sales people at any level of experience. A unique approach that combines “sales skill” & “relationship skills” in a practical, useful, high impact process. Salespeople who are Certified improve their sales at 6 times the rate of others and 54% more salespeople achieve quota (source Aberdeen Research).

icons-03Selling Your Price

Selling Your Price uses proven techniques to avoid the price trap. Have you ever been involved in a tug-of-war with a client over price? Do you worry that your competition may underbid you and steal away your customers? You will learn how to create a valueproposition that justifies a higherprice in the customer’s mind, how to build quality relationships that avoid pricing wars and shrinking margins and price positioning, not price negotiating. You will create a value proposition that justifies your pricing.

icons-02Strategic Action Selling

Action Selling is a pre-requisite for Strategic Action Selling. Strategic Action Selling is for those who have longer selling cycle with their customers. The course specifically focuses on 1) How to improve Prospecting for new opportunities 2) Identify the strategic roles of the players involved in the buying process 3) What kind of commitments can be gained from each buyer type 4) The company and product/service benefits that will appeal to various buyer types 5) What questions you can ask to draw out the Best Value Needs 6)How to present your company and product/service using Best Value TFBRs 7) Deliver powerful proposals that sell more effectively.

icons-01Questions: Answers to Sales

Action Selling is a pre-requisite for Questions: Answer to Sales. Learn how to ask The Best Questions to move the sale forward. While many sales people feel that preparation and product knowledge are the keys to a great sales call, canned presentations and rehearsed answers are a surefire way to kill a sale. This course will show sales people how to: 1) Formulate questions that will track-back to your benefits, 2) Know when and why to ask the questions that count, 3) Identify the true source of your customer’s personal gain and tailor answers so they solve uncovered needs. Once you have completed the course, sales people talk less and listen more, building confidence in the buyer that the sales person is serious about meeting their wants and needs.

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Listening for Sales

Communication is key. We all focus on telling our own story, and we focus so hard doing that one thing that we forget to listen to what the other part has to say. We miss the target with our message more often than we hitIn this course we will look at the fundamentals of communication, the goals of listening, what effective communication looks like and practice the Five Listening Techniques with role plays. We will also distinguish the difference between hearing and listening. The meat of the course is built around how to ask the best questions when you are in any situation. How do you listen, hear and ask to ensure you understand the receiver’s message. Whether you are engaging your best customer, your co-worker or your spouse, this process will allow you to know both parties have been heard & are understood.

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The Asking Formula®

Successful people know how to persuasively and courageously ask for what they want. They follow a simple, six-step, repeatable process called The Asking Formula. You will learn how to: 1) Immediately implement the six step process regardless of audience, topic or situation. 2) How to recognize and avoid 3 common asking behaviors that sabotage effectiveness and act as barriers to success. 3) Tips for when to begin your ask, how to end it, and when it is reasonable for you to ask for what you want (and when it’s not). 4) How to recognize and avoid the 4-step “bad asking” process that leads to procrastination, delay, confusion and a significantly reduced chance of getting what you want. 5) Techniques to immediately gain your audience’s attention and discover the secret to getting them motivated to give you the outcomes you desire. 6) How to build trust with your stakeholders and the ability to overcome resistance and shrug off rejection. 

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Win/Win Negotiations – Strategy & Process

Win/Win Negotiation is a customer-focused process that improves an organization’s ability to reach a win-win outcomeThis is a process of principled negotiation which can be used effectively on almost any type of dispute. There are four key principles are 1) separate the people from the problem; 2) focus on interests rather than positions; 3) generate a variety of options before settling on an agreement; and 4) insist that the agreement be based on objective criteria. These principles should be observed at each stage of the negotiation process. The process begins with the analysis of the situation or problem, of the other parties’ interests and perceptions, and of the existing options. The next stage is to plan ways of responding to the situation and the other parties. Finally, the parties discuss the problem trying to find a solution on which they can agree.

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TRACOM Social Styles

We’re judged on our behaviors. Your behavioral Style is the easiest for others to assess. The way you behave has a direct impact on your interactions with others & on your success in the workplace. People can tell if you are animated, rushed or sulking. SOCIAL STYLE is the world’s leading Behavioral Style model. Understanding Style allows you to identify the preferences of others and modify your behavior to make others more comfortable. This is known as Versatility, and it is strongly linked to career and business success. TRACOM’s SOCIAL STYLE Profile measures SOCIAL STYLE and Versatility, allowing you to take steps to improve your relationships and performance. Taking these steps is especially important for increasing leadership performance, developing coaching skills, increasing sales, building relationships, working in teams and enhancing communications. 

Organizational Effectiveness Training Programs

Active Listening

Communication is key. We all focus on telling our own story, and we focus so hard doing that one thing that we forget to listen to what the other part has to say. We miss the target with our message more often than we hit. In this course we will look at the fundamentals of communication, the goals of listening, what effective communication looks like and practice the Five Listening Techniques with role plays. We will also distinguish the difference between hearing and listening. The meat of the course is built around how to ask the best questions when you are in any situation. How do you listen, hear and ask to ensure you understand the receiver’s message. Whether you are engaging your best customer, your co-worker or your spouse, this process will allow you to know both parties have been heard & are understood.

Communication Styles

What’s My Communication Style? starts with a self-assessment (a communication style inventory) that takes approximately ten minutes to complete. Individuals respond to 24 different items relating to both verbal and nonverbal communication by selecting the statement ending that they believe best reflects their perceived communication behavior. Each response is scored, providing individuals with a total score for each of the four personal communication styles: Direct, Spirited, Considerate, and Systematic. The majority of individuals will show a clear preference for one of the styles, which is their Dominant Style. This communication style inventory is followed by approximately one hour to three hour program of interpretation of scores, topic discussion, debriefing, and action planning. 

TRACOM Social Styles

We’re judged on our behaviors. Your behavioral Style is the easiest for others to assess. The way you behave has a direct impact on your interactions with others & on your success in the workplace. People can tell if you are animated, rushed or sulking. SOCIAL STYLE is the world’s leading Behavioral Style model. Understanding Style allows you to identify the preferences of others and modify your behavior to make others more comfortable. This is known as Versatility, and it is strongly linked to career and business success. TRACOM’s SOCIAL STYLE Profile measures SOCIAL STYLE and Versatility, allowing you to take steps to improve your relationships and performance. Taking these steps is especially important for increasing leadership performance, developing coaching skills, increasing sales, building relationships, working in teams and enhancing communications. 

Leading Teams

This is a 30 hour course with 10 three hour modules delivered once a week. It can be modified to fit your specific needs in 4 hour or 8 hour increments. We look at team formation and why that is so critical to team output. We also study basic group process dynamics so teams have a tool to diagnose their own issues when they arise. We look at how to plan meetings & agendas so actual work is accomplished and the leadership behaviors to ensure the team knows how to manage themselves. Finally we have two sessions on conflict to give the team the tools to resolve those issues as well. During the whole course it is best the students are working in a “live team” as there are week to week team assignments to try out their new behavior and report back their outcomes.

Managing Transitions (Employee & Mgr)

When you attend Leading Organizational Transition program you receive the skills, knowledge, and tools necessary to help managers and employees deal with the human impact of change. You will be able to coach the leadership of your organization on the transition process, providing the tools and materials to help with these tasks. This seminar provides you with: 1) a thorough understanding of the three-phase transition process. 2) the ability to design and implement a plan to guide people through transition. 3) new ways to help your managers & employees along with planning groups create changes that are less disruptive. 4) an action plan to deal with the human side of organizational change

The Asking Formula®

Successful people know how to persuasively and courageously ask for what they want. They follow a simple, six-step, repeatable process called The Asking Formula. You will learn how to: 1) Immediately implement the six step process regardless of audience, topic or situation. 2) How to recognize and avoid 3 common asking behaviors that sabotage effectiveness and act as barriers to success. 3) Tips for when to begin your ask, how to end it, and when it is reasonable for you to ask for what you want (and when it’s not). 4) How to recognize and avoid the 4-step “bad asking” process that leads to procrastination, delay, confusion and a significantly reduced chance of getting what you want. 5) Techniques to immediately gain your audience’s attention and discover the secret to getting them motivated to give you the outcomes you desire. 6) How to build trust with your stakeholders and the ability to overcome resistance and shrug off rejection. 

Performance Management

What is your system of how you manage your employees’ performance? Most organizations approach performance from a review perspective. That is just one element of the whole process. It should begin by setting yearly goals with the employee based on your division’s goals, your department goals and the employee’s job description. Our course teaches an Overview of the whole process either to the managers or the employees as well as individual sessions in six simple steps, enabling you to either enhance your current system or design a system of your own.

Self Defeating Habits of Otherwise Brilliant People®

Through thousands of seemingly insignificant interactions, teams unknowingly create environments that are either cohesive or adversarial. In this seminar, the specific behaviors, and their far-reaching consequences, become stunningly clear. You will learn why negative assumptions pick up momentum and spread, how to short-circuit destructive disagreement, and eliminate unconscious behaviors that spark power struggles and mistrust. The learning objectives of the course are: 1) How to turn resentment into shared responsibility. 2) How to avoid the mistakes that derail productivity & erode cohesiveness. 3) Reverse power struggles. 4) Short circuit the hidden costs of contempt. 5) Shift the focus off people & personalities to the five root causes of workplace tension. 6) Turn self-righteous indignation into a search for a solution. 7) Be hard on the problem, soft on the people. 8) Build teams that endure – even during times of rapid change.

First Line or Middle Management courses

We partner with two different consultants to deliver each of these two courses. Please call us with your situation so we may refer you to the best alternative.

Myers Briggs Type Indicator

“The purpose of the Myers-Briggs Type Indicator® is to make the theory of psychological types described by C. G. Jung (1921/1971) understandable and useful in people’s lives. 

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