Workshops
Stop Leaving Profits on the Trade Show Floor
How to sell the way your customer buys
Every company exhibiting at a trade show hopes for a profitable return on investment. Jane takes guessing out of the equation and teaches your team how to engage prospects, pickup clues from attendees' language and behavior, and immediately adapt their styles to fit the prospects’. She will teach them how to avoid assumption pitfalls based on stereotypes and job titles.
When your team steps onto the trade show floor, they have an opportunity to connect with new prospects and deepen relationships with existing customers. So, are your sales people shooting themselves in the proverbial foot? You only have a few crucial minutes to make a connection with a prospect, and Jane will prepare your team how to go beyond “booth duty” by showing them how to sell the way your customers buy.
As a result, your team will gain the confidence and skills they need to engage and qualify trade show attendees like never before. Your company’s investment in trade show events will be more productive, and better qualified leads in the booth will lead to increased sales revenue after the show. Once the team learns how to pick up clues from the prospects and adapt their sales approach, they will never go back to selling the old way.
Key skills your team will learn:
- Effective attendee engagement
- Identifying clues about how your customers think and how they perceive your sales pitch
- Quickly adapting your presentation to the language of the prospect
- Improving customer interaction by identifying the most productive communication style
Best of all, the skills your team will learn are applicable to every day selling.
Format: 3-4 hours
Remarkable Presentations
You know the drill; your client contact is on board but wants you to present your product or service to others in the organization. Most of the time, you have never met the other stakeholders but you are responsible for pulling off a great presentation that’s critical to making the sale.
Avoid the common mistakes most sales people make when presenting to a group of decision makers/influencers. Jane will teach you how to to identify audience preferences and prepare and deliver remarkable presentations that will build relationships. She will also show you how to develop and deliver an effective presentation that meets the needs of the different stakeholders in the room.
Key skills your team will learn to create a presentation that speaks to a variety of stakeholders:
- Using clues/preferences to adjust your presentation
- Using visual tools
- Crafting and using stories/information to connect and persuade
- Making your body language work for you
- How and what to rehearse
Format: Full Day to Two Day Program
Grow BIG®
Are you ready to dig deeper? Jane takes achieving results seriously and there are times when the most effective solution is to re-train, washing away bad habits and stepping up to take your team’s sales skills to a new level. In today’s business environment, your sales team’s skills have to be razor sharp so that your competitors don't get the opportunity to move in.
Jane is a certified partner for GrowBIG® Sales Training. The GrowBIG courses are designed to improve sales effectiveness and drive organizational growth. The course descriptions explain exactly what your team will learn to make the transition from salesperson to rainmaker. Not a minute is wasted on fluffy generalizations.
Packed with innovative learning tools and processes, GrowBIG Sales Training leaves nothing to guesswork regarding how to sell more and sell faster. These courses are comprehensive and integrate the GrowBIG process into the fabric of your sales culture - from the management team to the sales force.
Grow BIG 3 course breakdown:
- GrowBIG Building Sales Momentum – Two-day format
- GrowBIG Creating Perpetual Demand – One-day format
- GrowBIG Maximizing Sales Performance – One-day format
The GrowBIG Sales Training has a proven track record of increasing sales effectiveness by achieving a 253x return on investment within three months of taking the comprehensive courses. Imagine the potential impact on your sales revenue!
There are hundreds of sales training programs out there and Jane has evaluated quite a few. She is a GrowBIG partner because this program is the real deal in the real world.
If you are wondering how you’re going to make your 2011/2012 sales goals, check out the GrowBIG Sales Training (link to pages). Better yet, contact us and we’ll help you evaluate if this solution is a good fit for your organization.
Negotiating Your Way to Remarkable Relationships
Negotiating isn’t just a business development function. Effective Account Managers and others in daily client management roles can effectively use negotiating to resolve issues and strengthen their client relationships.
Program Outline
Negotiation – what is it?
REmodeling™ the conversation
- Recognizing the opportunity for negotiation
- Responding effectively
- Resolving the issue satisfactorily
Business issues v. people issues
Getting on the same side of the table
Working through options
Planning for the conversation
What to do when someone is going to lose
Program Outcomes
At the conclusion of this program participants will be proficient at:
- Identifying the relevance for negotiation in their current client relationships
- Defining and describing fundamental approaches to negotiation
- Identifying their own strengths and weaknesses in negotiation
- Applying the REmodel™ methodology to negotiation
- Recognizing situations to create value that might otherwise be overlooked
- Responding appropriately to avoid missed opportunities for negotiation
- Resolving negotiations to the mutual satisfaction of both parties
- Applying negotiation skills to real world situations
Recommended Format: 1 day interactive program
Difficult Conversations
Improving Client Relationships by Tackling Tough Topics
Aggression, avoidance, giving in – these are some of the ineffective ways that your client-facing staff may be dealing with difficult client conversations, often resulting in issues that get unnecessarily escalated or completely unresolved. In this session, we’ll give attendees a technique for tackling tough topics in a way that strengthens rather than weakens their client relationships.
Program Outline
Preparing for the Conversation
- Approaches to handling difficult conversations
- Reasons people avoid difficult conversations
- A quick guide to identifying behavioral styles
- Choosing assertiveness
- Top ten mistakes to avoid with an upset client
Having the Conversation
- Identifying the multiple stories
- Identifying contributions to the situation
- Initiating the conversation from the neutral zone
- Effective inquiry
Program Outcomes
Upon completion of the program participants will be able to:
- Identify their current style of handling difficult conversations.
- Ascertain the best way to communicate with a client based on their behavioral style.
- Address issues assertively rather than too passively or aggressively.
- Begin difficult conversations from a neutral stance that will encourage conversation.
- Avoid behavior that will exacerbate an already difficult situation.
- Use effective inquiry to get to a satisfactory resolution.
- Improve client relationships by having a formula for tackling tough topics.
Recommended format: 6-8 hour interactive program
Creating Remarkable Events – Event Staff Coaching
Your company spends a lot of time and resources to prepare for a trade show or event. Jane Gentry completes your preparedness by coaching your staff toward understanding their role in your success and maximizing their effectiveness on site.
Program Outline
Understanding the Trade Show Cycle
Engaging prospects
- Utilizing the exhibit
- Assessing the opportunity
- Utilizing the elevator statement
Qualifying
- Marketing lead vs. Sales lead
- Listening
- Questioning
- Utilizing softening statements
- Clarifying terminology and buzzwords
- Re-direction
Securing Agreement
- Demonstrating a capability
- Responding to questions/ objections
- Asking for satisfaction/ action
Disengaging the Prospect
Program Outcomes
- Your staff will clearly understand your objectives for your event and their role in achieving those objectives.
- Your staff will clearly understand the components of a qualified sales opportunity.
- Participants will have garnered a repertoire of skills necessary to ask difficult questions and get honest responses.
- Participants will have increased their proficiency at gathering the necessary information to identify the validity of an opportunity. As a result, they will be less likely to spend valuable time on opportunities that have little or no value.
Format: 3-4 hours
Leveraging Change for Future Success
Connecting your organization with a new vision
Barely 30% of all organizational change initiatives succeed. Even with a solid change strategy in place, plans are abandoned, implementation is delayed or employee resistance is unexpectedly high. Business case studies and professional literature repeatedly identify proper management of the human side of change as the critical missing link in change initiatives.
A pioneer and leader in the field of transition management, William Bridges, Ph.D. is widely recognized for his breakthrough thinking on how to help people deal productively with change.
Jane Gentry is certified to facilitate two of Mr. Bridge’s programs.
Managing Organizational Transition teaches your managers who are responsible for change implementation how to assist people through transition that results from a merger, a downsizing, a reorganization, etc. This program gives managers the skills to successfully lead and maneuver through transitions with less disruption, less distress, and sustained productivity in the face of change.
Participants will learn:
- How to ensure that an adequate transition management plan is in place
- How to determine where people are in the transition process
- How to guide people through the neutral zone and utilize this in-between state creatively
- How to launch a new beginning and embrace the new way of doing and being
Recommended Format: One day interactive program
Remarkable Events Online Tutorial
If you have a busy show schedule or would like an online refresher for your sales staff, our tutorial may be the solution. This tutorial can be completed in less than 30 minutes and will help to prepare your staff to be their most compelling on the show floor.
The tutorial is also an effective pre-show refresher after attendees have attended our in-person program or webinar.
Please contact us and we’ll be happy to let you preview the program. Email info@janegentry.com or call 877.438.6271.