Welcome to Sam Black's online enrollment page for everything sales and customer service! Please learn more about current webinars, sales workshops, sales therapy™ sessions, and other training tools available right now! All Webinar participants (MAX 8 in any program) receive a PowerPoint handout in advance so they can take notes during the program. At the end of the Webinar, participants select 3 Follow-up Action Items...which guide their own implementation of the concepts or can be collected by managers to foster follow-up development conversations.
Please indicate in the memo/email which session/date you have selected when completing your PayPal sign-up and payment. All times are Eastern Standard.
See October 2012 Webinar and Classroom Workshop schedule below.
Training Materials
| "How to Build Your Business Using the Phone...Effectively" |
"The Owner's Manual to Managing a Sales Team" | CDs |
| Coming Soon | Coming Soon |
Sales Therapy™
|
Phone Sales Therapy™ Pick any topic you want that you are struggling with - prospecting, networking, handling objections, closing...it's YOUR agenda and I will provide coaching in 1-hour segments to help you develop in those areas MOST important to you! |
In Person Sales Therapy™ If you are local to SWFL - the Marco Island to Ft. Myers corridor - schedule your 1 hour segments and I will visit your office to discuss any topic you want that you are struggling with - prospecting, networking, handling objections, closing...it's YOUR agenda and I will provide coaching in 1-hour segments to help you develop in those areas MOST important to you! Each hour is $150. |
Ride-Along Coaching Schedule a sales appointment and I will accompany you to the appointment, observe it and coach you after it. Each 2 hour session is $250. |
Sales and Customer Service Webinars
|
M1 - Managing People A 75 minute program designed to help supervisors and managers coach their sales or customer service sales reps following 40+ Managing People principles and The Socratic Coaching Model. DATE: Monday 10/29 3:00 - 4:15 pm
|
S1 - Managing Your Selling A 75 minute program designed to help sales reps plan their day/week with the activities needed (calling, networking, emailing and more) to build a pipeline of prospects, appointments, sales presentations, proposals...and closed sales. DATES: Thursday 10/11 2:00 - 3:15 pm and Tuesday 10/23 2:00 - 3:15
|
S2 - Asking the Right Questions A 75 minute program providing an introduction to Needs Based Selling concepts - Selling is NOT Telling - with focus on key FACT and PROBLEM questions to QUALIFY your prospect and uncover a need for the product or service before presenting any Features and Benefits. DATES: Thursday 10/11 3:45 - 5:00 pm and Tuesday 10/23 3:45 - 5:00 pm
|
|
S3 - Handling Objections AND Closing A 75 minute program providing providing tools to respond professionally and effectively to any objections raised by prospects during the sales presentation or during the proposal follow-up stage and then Closing or Re-closing. Although S2 is not required, it will be helpful to have attended that webinar. DATES: Monday 10/22 2:00 - 3:15 Thursday 10/25 2:00 - 3:15 |
S4 - Presenting Your FEATURES AND BENEFITS related to needs A 75 minute program designed to help sales reps discuss the key features of their product or service coupled with the appropriate benefits for their prospect. Eliminates FEATURE DUMP! DATE: TBD
|
S5 - TIPS TO EFFECTIVE NETWORKING AND TRADE SHOWS A 75 minute program designed to help sales reps make networking events and functions produce more results. What to do and not to do at a networking function. What to do immediately after a networking event. Break old bad habits and get some new ideas for Summer and Fall networking and trade show events! DATE: TBD
|
|
CS 1 Treating our Callers/Customers as Guests A 75 minute program focused around the 14 minute The Guest video, discussion of the 6 C's of Service AND TIPS for using our Voices effectively. DATES: Mon 10/22 3:45 - 5:00pm Thursday 10/25 3:45 - 5:00pm |
CS 2 - Handling the Irate Caller and Listening Skills A 1 hour program presenting skills to be an effective listener and to use those skills to handle complaints and retain customers. DATE: TBD
|
BE Business Etiquette A 90 min program covering key components of Business Etiquette for the New-To-Workforce employee regarding attire, language, and interaction with other ethnic, racial or religious employees, and compliance with work rules. DATE: TBD
|
Sales and Customer Service Workshops
|
Script Writing Workshop NEW On-site at training center in Bonita Springs, Fl DATE: SW1 - TBD
|
Customer Service Skills - 1/2 Day A workshop on treating customers as GUESTS at your company - whether they call you for information or visit your office/retail store. How to make them feel valued, handle complaints effectively, and build loyalty. Featuring The Guest video and training on * Voice and Listening Skills * Handling the Irate Caller * Creating Effective Problem Handling Procedures WHO SHOULD ATTEND?: Any employee responsible for answering the phone, greeting walk-in customers, taking orders or handling complaints. CSS1 - DATE: TBD |
Business Etiquette - 1/2 Day A 90 min program covering key components of Business Etiquette for the New-To-Workforce employee regarding attire, language, and interaction with other ethnic, racial or religious employees, and compliance with work rules. Also includes role plays. BE1 - DATE: TBD |
|
Prospecting and Selling Skills Workshop A full day of On-site training in our Bonita Springs, Fl workshop focusing on core sales skills for phone or face-to-face. Covers: * Voice and Listening Skills * Appointment Setting * Getting Past the Gatekeeper * Needs Based Probing * In-person presentations * Closing * Handling Objections. * Managing Selling Activities Effectively 50 page workbook plus a prospecting Job Aid WHO SHOULD ATTEND?: Any sales rep, sole proprietor, independent rep lacking formal sales training OR struggling to achieve goals and wanting/needing to raise the bar on performance in 2011! DATES: ST1 -TBD |
Focused Selling Skills Workshop - 1/2 Day A half day program for experienced sales reps needing to sharpen their skills for 2012 and into 2013. Covers: * Needs Based Probing - Selling is NOT Telling * Closing * Handling Objections * Managing Selling Activities DATE: FSS1 - Friday 10/19 8:30 am - 12:30 PM |
Managing People - 1/2 Day For the newly promoted manager or managers struggling to be the mentor and coach needed to motivate their team. MP1 - Date: TBD |
|
Full Day: |
Half Day: |
Business Etiquette or Managing People : |