The Sales Getters 1-Day Sales Training and Coaching Workshop
Customize your own sales training workshop!
Pick from the list of 262 topics “How to be a Professional Salesperson” and let’s tailor your interactive day to be the most productive. Choose the most important topics and we’ll cover as many as we can from the list. When I arrive onsite, your tailored workshop will be the most effective use of everyone’s time and will put you on the road to more sales.
Here’s the topics you can choose from. Plan on around 30 minutes per topic.
Day 1 – Like, Trust, Buy!
Day 2 – How’s your attitude?
Day 3 – Don’t lie. Never mislead.
Day 4 – Building rapport.
Day 5 – The Trusted Advisor.
Day 6 – Setting sales goals: Preparation.
Day 7 – Setting sales goals: It all adds up.
Day 8 – Turning a cold call warm – Preparation.
Day 9 – The Cold Call: Score some goals.
Day 10 – Making the Cold Call – A successful pick up.
Day 11 – The Gatekeeper.
Day 12 – Gatekeeper Strategies: Make a foe a friend.
Day 13 – Leaving voicemail.
Day 14 – Qualify your prospect.
Day 15 – Deliver value. Always.
Day 16 – Call and call again.
Day 17 – Trying YOU on for size.
Day 18 – Make the signer look good.
Day 19 – Drill baby, drill.
Day 20 – Closing: Is there anything else?
Day 21 – Do the math.
Day 22 – Positioning your product.
Day 23 – Beating the fear of rejection over the phone.
Day 24 – Don’t be Intimidated.
Day 25 – When they don’t want to pay for the add-on service.
Day 26 –Puppy love.
Day 27 – Checking in is checking out.
Day 28 – Unstalling a stall.
Day 29 – Know when to cut your losses.
Day 30 – The takeover – Part 1.
Day 31 – The takeover – Part 2.
Day 32 – Be polite…please!
Day 33 – Leverage: What’s yours?
Day 34 – Get proactive and get sales.
Day 35 – An “ace” of an attitude.
Day 36 – On that note…thanks!
Day 37 – If you own the problem, you aren’t making money.
Day 38 – Don’t end up like Wally Pipp.
Day 39 – Price fishing. Don’t get hooked.
Day 40 – Are they Google-ing you?
Day 41 – Sales is an art.
Day 42 – Sales is a science.
Day 43 –Confirm your appointment…automatically.
Day 44 –Mental wind sprints.
Day 45 – Just send me a proposal.
Day 46 – The easiest sell.
Day 47 – How to organize your day.
Day 48 – The smarter (and harder) I work, the luckier I get. Time Management
Day 49 – A note on saying “thank you.”.
Day 50 – How’s it going? Ugh.
Day 51 – Networking.
Day 52 – First impressions last.
Day 53 – Objection: The match game.
Day 54 – Closing time.
Day 55 – Paint a picture for your prospects.
Day 56 – Have discipline.
Day 57 – Change is good. But hard!
Day 58 – Closing: The Ben Franklin Close.
Day 59 – “No” fear.
Day 60 – Learn from the best.
Day 61 – Presenting your best.
Day 62 –Getting presentations delivered.
Day 63 – Unlocking the key to the deal.
Day 64 – Tenacity.
Day 65 – Role playing.
Day 66 – Restate the problem.
Day 67 – The slippery deal.
Day 68 – Getting and using written testimonials.
Day 69 –Emails with benefits.
Day 70 – Feel, felt, found.
Day 71 – Only swing at what you can hit.
Day 72 – The prospect in crisis.
Day 73 – The Five W’s and an H.
Day 74 – The perfect close (your mouth).
Day 75 – Don’t forget your anniversary.
Day 76 –Jump on the lead. Leap ahead on sales.
Day 77 – Multiple contacts multiply your chances for success.
Day 78 –Your new account: Part 1 – Research.
Day 79 – Your new account: Part 2 – Making the call.
Day 80 – Your elevator speech.
Day 81 – Start at the top…wherever that is.
Day 82 – Your proposal template.
Day 83 – Show me the agenda.
Day 84 – Closing: If I can, will you…?
Day 85 – Save time for yourself and your family.
Day 86 – Be the expert and be known.
Day 87 – Get excited or they won’t.
Day 88 – Voicemails that speak loud and clear.
Day 89 – Let your prospects tell you how they buy.
Day 90 – Storytelling.
Day 91 – Objection: Your price is too high.
Day 92 – How to build trust with your customers.
Day 93 – Using video testimonials.
Day 94 – Return On Investment (ROI).
Day 95 – Be an educator.
Day 96 – How to respond to setbacks.
Day 97 – The meeting follow up document.
Day 98 – There’s no money for second place.
Day 99 – Be very careful when showing your screen.
Day 100 – Don’t throw up ridiculous bluffs.
Day 101 – Be a business person.
Day 102 – Negotiating.
Day 103 – What happens if they do nothing?
Day 104 – Customers versus prospects.
Day 105 – Listen to this.
Day 106 – Pin the cushion.
Day 107 – Objection: We’re happy with what we already have.
Day 108 – What to say when you’ve lost the sale.
Day 109 – (Most) Prospects hate confrontation.
Day 110 – Show then tell.
Day 111 – Yikes! I sent the wrong information.
Day 112 – Objection: I’ll be back.
Day 113 – Persuade with statistics and numbers.
Day 114 – Dealing with a difficult prospect.
Day 115 – When you’re pushed with unreasonable requests.
Day 116 – Optimism..
Day 117 – Make sure their objection is resolved.
Day 118 – Prospects hear what they want to hear.
Day 119 – Improve your hearing.
Day 120 – Closing: One last thing.
Day 121 – Forget the jargon.
Day 122 – Humility.
Day 123 – Closing: The price hasn’t changed…yet.
Day 124 – Sell with Integrity.
Day 125 – Clarifying questions.
Day 126 – The Success Log.
Day 127 – Sweeten up that meeting.
Day 128 – Connect.
Day 129 – FUD.
Day 130 – It’s okay not knowing everything.
Day 131 – Don’t be a politician.
Day 132 – Body, Mind, Spirit: Body.
Day 133 – Body, Mind, Spirit: Mind.
Day 134 – Body, Mind, Spirit: Spirit.
Day 135 – The sound and tone of your voice.
Day 136 – To the best of my recollection.
Day 137 – Just think.
Day 138 – One thing at a time.
Day 139 – Be clear.
Day 140 – Using alternate of choice questions.
Day 141 – Um…You know.
Day 142 – Take charge!
Day 143 – To respond, or not to respond. That is the RFP question.
Day 144 – Sales rituals.
Day 145 – Ice breaking information.
Day 146 – I’ll be in your area.
Day 147 – Assume the sale.
Day 148 – Use humor.
Day 149 – Be a chameleon.
Day 150 – Prospecting.
Day 151 – Objection: Let me think it over.
Day 152 – Will you get back up?
Day 153 – The juggler…you!
Day 154 – Don’t bad mouth the competition.
Day 155 – The next step.
Day 156 – The buying cycle.
Day 157 – Team players finish first.
Day 158 – Sell the sizzle, not the steak.
Day 159 – Who are your competitors?
Day 160 – Your best prospects want what you have.
Day 161 – Save the added value.
Day 162 – Stall: Irrelevant questions.
Day 163 – Now they owe you.
Day 164 – Getting referrals.
Day 165 – Debriefing a deal.
Day 166 – The “Hail Mary” Pass.
Day 167 – Using Calling Scripts.
Day 168 – Don’t let ’em hear you sweat.
Day 169 – Develop good business writing skills.
Day 170 – The Fear of financial loss.
Day 171 – The complex sale.
Day 172 – Not so fast.
Day 173 – Reduce-to-the-ridiculous.
Day 174 – Stop using stupid leading questions.
Day 175 – Like what they have and they’ll like what you have.
Day 176 – Dishing out a little common courtesy.
Day 177 – How’s Your Character?
Day 178 – Objection: It’s not in the budget. Part 1: The initial call.
Day 179 – Objection: It’s not in the budget. Part 2: Later in the buying cycle.
Day 180 – Objection: It costs too much to switch.
Day 181 – Why should I buy from you?.
Day 182 – What’s our goal for the call?
Day 183 – It’s always election time.
Day 184 – Money talk strategy: Part 1: The best defense is an offense…when it comes to price.
Day 185 – Money talk strategy: Part 2: Let’s talk money later.
Day 186 – Never lose it alone.
Day 187 – Never ass-u-me anything.
Day 188 – Closing: Warm up your audience.
Day 189 – Just send me the information.
Day 190 – Same is lame.
Day 191 – Chase them until they catch you.
Day 192 – Train like a pro.
Day 193 – LinkedIn and Twitter.
Day 194 – Like or alike? Whatever works.
Day 195 – Writing right.
Day 196 – Don’t be an errand boy (or girl).
Day 197 – Ask questions like a lawyer.
Day 198 – All customers are not the same.
Day 199 – Your body language.
Day 200 – Empathy.
Day 201 – Never let your guard down.
Day 202 – Things happen when you meet people.
Day 203 – Objection: It’s not a priority now.
Day 204 – Persistence.
Day 205 – Never make anyone feel stupid.
Day 206 – Be curious.
Day 207 – Objection: “I want to make sure the team is comfortable with this decision.”
Day 208 – Objection: “We had a bad experience with your company.”
Day 209 – They’ll believe if you believe.
Day 210 – This is your company too. Act like it.
Sales Management Training.
Week 1 – 21 Disciplines You Need from Your Sales Reps: 1 of 21 Good attitudes.
Week 2 – 2 of 21 Disciplines: Build a desire to learn and get better.
Week 3 – 3 of 21 Disciplines: Understand your customer’s business – Making a value call.
Week 4 – 4 of 21 Disciplines: Nurture a desire to be better than the competition.
Week 5 – Disciplines: 5 of 21 Demand a guaranteed number of QUALITY calls.
Week 6 – Disciplines: 6 of 21 – Documentation for every call.
Week 7 – Disciplines: 7 of 21 – The highest degree of integrity.
Week 8 – Disciplines: 8 of 21 Focus on getting customers, not deals.
Week 9 – Disciplines: 9 of 21 Poor forecasts make for a bad business climate.
Week 10 – Disciplines: 10 of 21 Learn, practice or drill a sales lesson every day.
Week 11 – Disciplines: 11 of 21 – Teach them to really listen.
Week 12 – Disciplines: 12 of 21 Elevate reps to become a “Trusted Advisor.”
Week 13 – Disciplines: 13 of 21 Make sure they know your product cold. (And how it warms up to the competition!)
Week 14 – Disciplines: 14 of 21 Make them see themselves as equals.
Week 15 – Disciplines: 15 of 21 Teach them to draw…the line.
Week 16 – Disciplines: 16 of 21 – Rules rule.
Week 17 – Disciplines: 17 of 21 – Demand punctuality.
Week 18 – Disciplines: 18 of 21 – Create and refine a sales process.
Week 19 – Disciplines: 19 of 21 – Get testimonials.
Week 20 – Disciplines: 20 of 21 – Follow through.
Week 21 – Disciplines: 21 of 21 Help customers navigate through your company’s procedures.
Week 22 – Teach the difference between busy and productive.
Week 23 – Lead by example.
Week 24 – Grow your own.
Week 25 – The Sales Playbook: Why you need it.
Week 26 – The Sales Playbook: What goes in it.
Week 27 – The Sales Playbook: How to use it.
Week 28 – Can’t we all just get along?
Week 29 – The Lone Ranger.
Week 30 – When they just won’t listen.
Week 31 – Your team’s core values.
Week 32 – Using calling scripts.
Week 33 – The write way.
Week 34 – I got your back.
Week 35 – Just the two of us.
Week 36 – The balancing act.
Week 37 – Know the competition.
Week 38 – Teach for beginners and professionals.
Week 39 – You need to be positive too.
Week 40 – I never had to do a thing.
Week 41 – Give them feedback. Immediately.
Week 42 – Releasing a sales rep.
Week 43 – Uncover what motivates each sales rep.
Week 44 – Catch them doing something right.
Week 45 – Working with the numbers people.
Week 46 – The sales funnel.
Week 47 – Keep your reps out of the support department.
Week 48 – Don’t write that email.
Week 49 – Make your training sessions rock.
Week 50 – Sometimes you gotta kick ’em in the pants.
Week 51 – Correct the behavior, not the person.
Week 52 – On the up-and-up.
Can’t bring me onsite? Get our complete sales training system for your entire team: “How to be a Professional Salesperson” – Just click on the book.
