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Top Gun Workshops
The most successful people in sales are the ones who become “Trusted Advisors” to their clients. The programs in this series provide a solid foundation in the core business principles required to establish credibility and bring added value to your clients in today’s competitive business climate.
Corporate Values and Business Etiquette
Doing the right things is a critical prerequisite to doing things right. This program examines the elements of professionalism inherent in successful sales organizations.
Creative, Critical and Analytical Thinking
Sales people who are consultative and can bring fresh ideas to the table have a distinct advantage over their competition. This program develops the essential skills of analyzing needs and developing solutions that help your clients solve their business problems.
Personal Confidence and Growth
If you think you can’t do it, you’re probably right. This program addresses one of the most important personal qualities of successful salespeople - confidence.
Basic Financial Skills for the Selling Professional
Very few buying decisions have ever been made without someone asking, “What’s the financial impact?” This program covers the basics of finance as they relate to sales including cash flow, balance sheets, profit & loss statements and return on investment.
Why do a lot of “natural” sales people with excellent selling skills fail to live up to their potential? Very often, it’s because they don’t know how to effectively manage their sales assignment as a business. The programs in this series develop the basic business skills and provide the essential tools to help sales people successfully manage their sales business.
Project Management for Sales
Managing a sales opportunity is not unlike managing a project to successful completion. This program teaches salespeople the basic elements of project management as it relates to running a sales business.
Statistical Analysis Tools
Information is still king. This program demonstrates how the collection, analysis and interpretation of accurate information and data about a prospect can help you create a decided competitive advantage.
Time Management
The most successful sales reps are usually the ones who spend the most quality time in front of the customer. This program addresses the critical elements of analysis, planning, and scheduling as they relate to effective time management for sales people.
PowerPoint and Word for Sales Professionals
The medium and the message are inseparable elements in the effective communication of your solutions to the client. This program teaches the basic functionality of MS PowerPoint and Word and their use in crafting powerful presentations and impactful documentation.
Sending a sales rep out to make calls without giving them the basic sales concepts and selling strategies that are prerequisites for success is a “ready-fire-aim” recipe for disaster. The programs in this series develop a foundational understanding of the strategic selling process and provide the planning tools that enable the salesperson to effectively manage the buying and selling cycles.
The Top Gun Sales Performance System
Top Gun is a methodology, not a movie. This program introduces the Top Gun Sales Performance System and examines the 8 immutable laws of selling.
LASER Account Mapping
There’s a reason they call it “complex”. This program addresses the dynamics of the complex selling environment and introduces Top Gun’s Large Account Sales Expansion and Retention program. It focuses on opportunity analysis as well as the identification of the major buyer types and buying roles.
LASER Account Planning and Engagement
Managing a large account opportunity carries with it both high risk and high reward. This program provides the sales rep with the skills to generate interest, confirm the business fit, and effectively utilize their selling resources throughout the sales engagement process.
Managing the Buying and Selling Cycles
In most cases, your selling cycle does NOT drive the client’s buying cycle. This program explores the interdependence of the buying and selling cycles and how to keep them aligned by adjusting your approach based on the prospect’s buying stage.
Personality Profiles and Communication
“What you heard was not what I meant.” This program focuses on the different personality styles of buyers (and sellers) and how to effectively communicate with each style.
The good news is your sales rep got the appointment. The bad news is they aren’t prepared to effectively conduct the sales call and take advantage of the opportunity. The programs in this series provide your people with the tactical skills to successfully manage an effective sales call, gain the prospect’s commitment, and advance the selling cycle.
Conversational Interrogation
Talking too much or playing “20 Questions” with a prospect on a sales call can be hazardous to the health of your pipeline. This program teaches sales people how to ask the right questions and extract pertinent information in a conversational manner.
Effective Listening
We do have two ears and one mouth for a reason. This program addresses the principles of effective listening, including the importance of clarification, confirmation, and responding accordingly.
Handling Objections and Roadblocks
“What do you mean, you don’t like my product?” This program focuses on understanding why and when prospects object, differentiating between various types of objections, and how to effectively overcome them.
Negotiation Skills
What if you make an offer they can’t refuse, and they do? This program provides a solid foundation for negotiating in complex selling situations, including common mistakes and how to avoid them.
Price - How to Sell Against It
“Your price is too high!” This program covers the principles of Value Added Selling and teaches the sales person to properly position their solution and lead the conversation away from price.
Presentation Skills
What if you could see your presentation on video? This program builds the essential elements of powerful presentations and provides the sales person with an opportunity to review and critique their video-recorded presentation.
One statement you don't hear very often is, “We have too many good managers in this organization.” The programs in this series provide a solid foundation for the development of effective sales leaders and managers within your organization, including management & coaching tools imperative to the success of high performance sales teams.
Hiring Great Sales People
No one has ever overestimated the importance of hiring great sales people or the difficulty of actually doing it. This program examines the critical steps in the hiring of outstanding sales performers, including profiling, proactive search, interviewing, assessment, and consensus decision making.
War Room Planning
General Patton didn’t have a five year business plan and they don’t work too well in today’s competitive business climate either. This program provides managers with the essential planning and evaluation tools to effectively analyze sales opportunities and increase forecasting accuracy.
Business Acumen and Finance
Much of your success in the business world today is based upon your ability to understand the far reaching aspects of each decision and its eventual affect on the financial well being of the company. This workshop focuses on the basics of business finance for non-financial managers, including the foundational business tools such as Balance Sheet, Profit and Loss Statement, and Cash Flow.
Business Planning and Execution
Once you understand the basic financial workings within a company, you will be ready to put those concepts to work. Attendees to this workshop will be given the opportunity to plan and execute their business strategies in a simulated business environment to see how well they understand the dynamics of business.
Pipeline Management and Forecasting
A bad sales forecast of a sufficient magnitude can send a shockwave throughout the entire company. This program covers the principles of good pipeline management and accurate forecasting, including the processes and tools to support the management of this extremely critical sales activity.