Marketing4Profit

New sales people

Put your new sales people on inactive or low activity accounts. Many of these customers drifted away for the most common reason of all, "the company didn't care about my business." Give your new people the ammunition they need to reactivate accounts and they will find more success than cold calling, while you spend less and get more reward than if they actually were cold calling. For more information on hiring, training, managing, incenting, and retaining good people, email us and we will answer one question free, or call M4P today for a Risk Free 2 hours consultation.

3-Step Sales Training that Works

Multiply Inside, Outside and Web Sales^©

How do you increase sales in a poor economy? The same way you do in a good one. Marketing 4 Profit can increase your sales rapidly and inexpensively.

Within ONE day your people will be cross selling more, up-selling more, getting more referrals, and closing more accounts faster than they do now.

Increasing quotas and projections and expecting salespeople to accomplish the new goals when they have no new tools, is a recipe for failure. Today, when there is constant competitive pressure, it is more critical than ever for your sales people to be armed with many ways to differentiate you, without lowering prices.

If you hesitate to take salespeople away from sales, in order to give them training, because you don’t feel that a canned classroom program works - you may be right.

The answer is a more effective type of training – one that goes beyond the classroom – into the real world.

M4P’s 3-Step approach gives you the best of all worlds.

1. Interactive, Multi-Media, Classroom Training in small groups. Training that is in the best traditions of

a. Teach the Tactic

b. Give a real world Example, and

c. Facilitate the group to Customize those tactics for your own business

2. Management Mentoring in Sales Force Automation; Customer Relationship Management; Inside, Outside and Rep coordination; Forecasting; Accountability; Territories; Motivation; Recruiting; Retention, and more

3. Sales Coaching – Working One-On-One with your people at their desks and/or in the field, teaching practical, tactical solutions for their real life client and prospect situations.

Typical 2 Day Agenda – Designed for up to 8 Salespeople, VP Sales, VP Marketing and President
Time	Activity		Details
Pre-Training Meeting
Evening Before	Management Dinner		Meeting with Senior Management and Sales Management to discuss marketing and sales objectives, effectiveness, competition, opportunities, etc. Can also be done in a “corporate review.”
Day 1
7:00-8:00	Set Up		Prepare room and equipment for Multi-Media Presentation
8:00 to 11:00	Review Current Methods		Meet with a sampling of your sales people to view materials they use, listen to them over the phone, review their database management and reporting, computerization, prospect and client lists, support programs and materials, presentation preparation and follow up, organizational structure, etc.
11:00 to 1:00	Class Training		Opening, 1. Necessary and easy research, that makes closing faster 2. 4 phases of a sale and what to do in each 3. Getting past the Gatekeeper – Making voicemail work for you 4. Openings that work, How, Why and practice 5. Timing and other methods that dramatically compress “run-around” time, so you make sales faster 6. Lots of interaction and exercises to polish your own presentations
1:00 to 2:00	Lunch		A lunch on site with time to check voice mails and discuss what the first session can do for you.
2:00 to 3:15	Class Training		1. Consultative selling examples. 2. The Needs Analysis – including building your own for different types of clients and prospects 3. Understanding the various needs of decision makers in your buying process and creating actual guidelines of what each type of influencer needs to hear and how 4. Using software to automate the routine part of the sales process 5. When and how to use out-sourcing to do lead generation and qualification. 6. Primary and Secondary objectives for every stage of the sales process
3:15 to 3:30	Break
3:30 to 5:00	Class Training		1. Closing and Re-Closing – Building a “Client-Centric” set of closing methods 2. Retention Methods that are simple and effective 3. Better methods of Increasing Referrals to qualified buyers 4. Preemptive Selling – multiplying sales with little or no effort 5. Cross selling to maximize your income 6. Reactivation of prior clients 7. Secrets of cutting budgets while increasing sales 8. Beginning the creation of a Super Proposal – faster, better, more professional and much more effective presentations 9. How all media work together in the Marketing Mix 10. Web, Email, CD and other interactive ways to acquire, service and build customer loyalty and lifetime value


Day 2
8:00 to 10:00		Management Mentoring		Sales Force Automation, Accountability, Territories, Motivation, Recruiting, Retention, Forecasting, and more. How to manage the new techniques just learned by the sales force along with the other pressing questions that are unique to you.
10:00 to 12:00		Sales Coaching		Working One-On-One with your people at their desks and/or in the field teaching practical, tactical solutions for their real life client and prospect situations.
12:00 to 1:00		Lunch		This is a working lunch for senior management to ask questions about best practices in marketing and management.
1:00 to 5:00		Sales Coaching		Working One-On-One with your people at their desks and/or in the field teaching practical, tactical solutions for their real life client and prospect situations.

Additional Days
Typically these days are split into three areas 1. Additional One-On-One training on site 2. One-On-One training in the field or with Major Accounts 3. Project work, such as helping to customize SFA and CRM systems as well as building or guiding the development of automated processes or assisting in the creation of Super Proposals and other materials and methods that close sales faster.

Additional Services
Additional services include: 1. Sales mentoring in the development and presentation stages of individual sales efforts 2. Creating or assisting in the creation of multi-media presentations and rehearsals that win sales 3. Coordination of marketing methods including trade shows, major accounts management, direct mail, e-campaigns and telemarketing to multiply results on the smallest budgets

Pricing and Terms:

First Day of On-Site Training or Seminar Personalized for your audience	$7,500
Consecutive additional days	$3,500
Travel, Meals and Lodging (travel and lodging to be prepaid by you)	At cost
Consultations via email, phone, fax, or mail – from our offices (billed in 1/10ths of an hour.)	$350 per hour
On Site reviews, or prep work to Customize a program for your audience. (Travel beyond 1 hour of our offices billed at ½ rate.) Minimum 3 hour charge (billed in 1/10ths of an hour.)	$350 per hour
Terms for program delivery	½ Due on booking. ½ due on date of program
Terms for consultation and customization	Net 10 days EOM

Why wait? If you want more sales NOW, you have to take action NOW! It's tough to compete in this tight economy. Give your sales people a real edge against the competition - enhance their skill levels.

Email me, Neil Lichtman, at NLichtman@M4P.com, or call 800-959-9100, to discuss your needs and set a date to start catapulting profits.