Training
Give your business & sales a boost
On-Site or Public Training
Chris is a master salesperson and expert trainer. He teaches the steps critical to closing more business, and brings to bare the power of developing soft skills like communication, leadership and teamwork. Earn more business through honing true skills and teams, not just working on the “gift of gab,” and “staying hungry.”
Each class has a basic format that can be presented as it stands (good for large groups) or tailored specifically for your needs. Most courses can be given in multiple formats (lengths). The longer the course, the harder Chris drives the point home, and the more value your team gets.
Personal / Professional Development Courses
GOAL MASTERY: NOT WHAT YOU THINK
Course Overview: Who HASN’T heard of SMART goals? And what about a vision board? And how about the evergreen “mission statement?” These are all relevant tools to achieving mastery over one’s goals… and they’re almost always used incorrectly. Knowing what the tools are isn’t good enough. It’s time to really dig down into HOW to really control your future through using these tools correctly.
- Top 3 goal tracking methods and when to use them
- How smart are SMART goals
- Shifting from a potential future to a probable future
- Learn the 5 best practices in Goal Mastery in the information age
- What realignment actions to take when getting off track
LEADERSHIP: EVERYONE IS A LEADER TO SOMEONE
Course Overview: Who is in charge? Who influences? What has the title? These are all similar questions with potentially completely different answers. Leadership isn’t just about who is in front; it’s about motivated, directing and influencing others to a common a common goal. You may be in a very powerful leadership position and you didn’t even know. Let’s open that awareness.
Course Objectives: Attendees will understand strong leadership qualities so that they can become a more impactful leader, and choose which leaders to follow. Key takeaways include:
- Better understanding of what you do, why you do it and why it matters
- Know your individual strengths, and how to maximize them
- 8 most relevant qualities of what makes a great leader today
- Top 5 actions leaders must execute to Succeed
- Situtuational leadership; you may not have the title, but you have the position
COMMUNICATION: NOT JUST CONVERSATION
Course Overview: In the business world you need to speak differently, write differently and even move your hands differently. Business Communication is goal oriented speaking and writing. This class covers the critical difference between having a conversation, and a controlled communication with a person. It will empower people in business to take control of their communication and lead instead of simply reacting and responding to customers.
Course Objectives: Attendees will have a heightened awareness of their control of information exchange.
Key takeaways include:
- Do’s and Don’ts of buzzword language
- Tact and Diplomacy
- 7 Words and phrases that will get you in trouble every time – and better options
- When to you use your secret weapon – silence
- 5 ways to get back on track from a derailed conversation
- How to brag without looking like it
- Casual vs cancerous tones and talking
- Basics of Negotiation
TIME MANAGEMENT
Course Overview: This is THE key to efficiency and maximizing productivity. From managing email to juggling your time on multiple projects, you only have the same 24 hours in day everyone else has. Learn how to budget your time wisely and effectively—and help you rethink and re prioritize on a moment’s notice.
Course Objectives: Attendees will have key tools to effectively expand their time usage. There is too much time to waste and too little time to accomplish. We’ll flip that. Key takeaways include:
- Clarify your priorities and organize your time accordingly
- Top 5 ways you waste time and how to gain time back
- Set truly attainable goals
- How to say “no” to external pressures
- Delegate vs Deliberate
- Increase your responsiveness to internal and external customers
Sales Training
THE SALES PROCESS
Course Overview: Server at a diner? Car salesperson? Insurance? Musician? Everyone needs a process. One thing follows another, and it leads to another thing. Know the steps you need to take and you can follow the right path every time! The sales process changes from industry to industry, and there are similarities that pervade the whole sales world. Learn the blueprints for a good process.
Format: All formats available
Course Objectives: Attendees will have a keener framework on which to build their personal one through a number of steps of the process. Key takeaways include:
- Creating a process based on proven models
- How to adjust your process fluidly with economy, season and company shifts
- When is it OK to adjust the process vs staying firm
- Recommended tools necessary to maintain your process
- Top 10 mistakes when following an outdated process
- 5 best practices creating your OWN process
PROSPECTING & LEAD GENERATION
Course Overview: YOU NEED CUSTOMERS! This is the lifeblood of the economy! They’re everywhere and it always seems like someone else is getting their money, doesn’t it? Let’s role-play a few door-knocks shall we? Maybe that’s not the best prospecting source these days…
Format: All formats available
Course Objectives: Attendees will leave with a higher motivation for taking the steps necessary to generate leads. Feel confident in your ability and have a clear picture on ways to accomplish the goals you create. Key takeaways are:
- Active and passive generation: know the difference
- Top 6 lead generation techniques in any industry
- Why you hate prospecting and how to fix that attitude
- What customers expect you to do; and what you should do
- Leverage your lead generation; never work alone
THE PRESENTATION
Course Overview: Well, you’re in front of your prospect and they told you they will give you 10 minutes… or 90 minutes… or just 30 seconds. GO! This course will give you a grasp on the reasons behind good presentation points, not just what the points are. We’ll go over examples and role-play some critical pitfalls common to most salespeople.
Format: All formats available
Course Objectives: Attendees will understand the components necessary to structure a complete presentation, regardless of product or industry or time available. Key takeaways include:
- 10 steps or 4 steps? Know the why not the what
- The psychology of the steps of a presentation
- 5 universal presentation tools for any industry
- High tech or bare bones: know when to use both
- Example of full and short version processes
- Patterns of steps in the process that can shift order
- Time frames based on customer reaction
THE CLOSE
Course Overview: The King of Questions! How do I close more deals? I need to get more checks and swipes and I know closing is how to get those! I WANT MORE!
Format: All formats available
Course Objectives: Attendees will understand completely the goal of closing the sale… beyond getting the check. Key takeaways include:
- Overcoming objections (C-C-C-C, F-F-F, and more methods)
- The power of YES and NO
- Adjusting perception of value systems (as perceived by customer)
- Top 10 closes for any industry
- Identifying true objections vs smoke screens
- Move to the write-up 100% of all sits