Friday, August 17, 2018


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Sam Black Consulting offers extensive Needs Based Selling Training programs for sales personnel in high-ticket, relationship selling environments. The sales training employs nationally recognized and proven sales concepts as a platform for building expert skills in Needs Based Selling. The focus of these sales training programs is to teach sales staff better probing techniques to uncover their prospects’ specific needs before the features and benefits of the product or service are discussed.

In addition, sales reps learn to define key characteristics of the different decision makers in a relationship selling situation and use the correct Needs Based Selling probes based on a decision maker’s profile. Finally, sales reps are trained on handling objections in sales professionally and effectively, and closing sales techniques that teach assertive, call-to-action approaches.

Research has shown that the old style of presentation selling is not as effective as the Interviewing Style. Even in presenting the concepts of handling objections in sales or closing sales techniques, the participant is trained to use a probing style that gets the prospect or customer talking more!

Sam Black Consulting designs Sales Training workshops that are specifically tailored to the client’s sales environment; with class discussion and examples, group exercises, and individual practice scenarios reflecting the real life experiences of the client’s sales force. Every participant practices drills on creating appropriate probes, handling objections in sales and closing sales techniques that work specifically for their unique selling situations. Class size is typically small to allow everyone an opportunity for hands-on practice to complete their drills, or client sales management staff is trained to be co-facilitators so that breakout groups are no larger than 3-4 participants.

Sam Black Consulting takes a global approach to incorporate Needs Based Selling into an organization’s sales culture. We help companies integrate the concepts into marketing copy for collateral materials, teleprospecting calls to set appointments, face-to-face presentations, boardroom presentations, and fulfillment letter text for any follow-up information sent to prospects.

Loan Officer Mortgage Sales Training

With a number of years managing a Citicorp Mortgage Loan Officer team, and then many more as a consultant training Loan Officer teams around the country for Chase, Wells Fargo, GMAC, First Union and others, Sam Black is ideally qualified to provide sales training for your Loan Officers. Sam is a Preferred Partner with Lenders One, a consortium of mortgage bankers, and has trained LOs to prospect better, and then to sell more effectively to borrower prospects.

Do you have inside Loan Officers who are not converting inquiries/leads at the level you forecast/need this year?


Do you have field Loan Officers who are not networking enough…or not networking with the right referral channels?


Do you have inside or field Loan Officers who drop the ball in timely follow-up to prospects who don’t apply immediately? Are they leaving “gold” on the table? Do you have inside or field Loan Officers who struggle with the “shopping” stall or miss buying signals that could move the prospect closer to an application and rate lock?

If you answered YES to any of the above questions, we can help your team, or specific Loan Officers, raise the bar on their performance! Call 239-949-7267 to discuss a customized Mortgage Sales training program for your inside Loan Officer team or your field loan officer team.

Keep it in the Black

Sam sends out emails every few weeks with some great sales tips. These tips are available upon your request and require a current email address for us to send to. Upon submitting the request form below, you will receive a PDF and a link to the tips of your choosing. Some will even come with exclusive Sam Black audio!
Keep it in the Black >>

Get Chapter 9 Free

Get a FREE copy of Chapter 9 How to Write Effective Scripts from Sam’s book How to Build Your Business Using the Phone…Effectively


Also earn a FREE spot at anyone of my 9 Webinars on Sales. Customer Service or Managing Sales! These are ideal for independent sales reps, sole proprietors or managers of entrepreneurial companies. (schedule posted every month and you will receive your invite for you or one employee to attend FREE!) * a $59 value!

Video Vault

Don't forget to check out Sam's Video Vault to learn about some of her best selling tips and techniques! Click here to see Sam in action!

Other Key Services

•    Script writing for inbound, outbound, sales, customer service, retention

•    Sales Therapy™ one-on-one coaching weekly, monthly or as scheduled on the phone or on ride-alongs drilling down to specific sales behaviors and challenges

•    Assessment Tools to hire new or coach existing staff in Sales, Customer Service or Supervisor positions

•    Workshop presenter at annual/quarterly/monthly sales meetings

•    Customer Service Training for retail or in-house office staff

•    Call Center Consulting and Training for inbound/outbound, sales or service