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Sales Solutions:
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Our company sales training consists of our regular seminars and workshops, as well as customized training solutions to address your company’s specific needs. Seminars and workshops are adjusted to meet your needs and your company’s logistics. We offer both on-site, web-seminars, and tele seminars and workshops, depending on your specific needs and desires.
Download the McCord and Associates Sales Training brochure
Download the McCord and Associates Consulting Services brochure
Our standard seminars and workshops include:
Referral Generation:
Prospecting is the salesperson’s single most time consuming and frustrating activity and lack of prospecting is the cause of most salespeople’s failure. Generating a large number of qualified referrals from clients and prospects, though the dream of every salesperson, is accomplished by less than 15% of all salespeople. Why? Because generating qualified referrals requires far more than simply asking for referrals. The techniques the mega-producers use to develop their referral relationships have proven to be highly successful, but few know what those techniques are and how to use them. This seminar teaches, in detail, how to build the relationship with clients and prospects that result in receiving a large number of qualified referrals. Salespeople, if they implement the system, can expect to see their production increase 200, 300, 400% or more in a matter of just a few months.
Encourage your sales team members to subscribe to POWER SELLING and they will get a free copy of Understanding Referral Generation: A Salesperson’s Primer.
Sales Managers, Training Department Managers and Marketing Managers: Understanding Referral Generation: A Salesperson’s Primer makes a great educational and production increaseing give-away to your sales team or customers. The book is aviaible in booklet format imprinted with your company name. Minimum order 250 copies. Please contact us at info@mccordandassociates.com or 281-216-6845 for pricing and ordering information.
Avoiding Key Sales Mistakes:
Most salespeople commit two major mistakes in the course of a sale. This seminar identifies these two major mistakes and teaches salespeople not only how to avoid these mistakes, but also how to turn them to their advantage.
New Salesperson Attitude and Skills Training:
New salespeople, as well as experienced salespeople who are changing industries, tend to stumble out of the gate--and many fail--because they lack the proper attitude and skills to enter the marketplace with confidence and authority. This seminar prepares new salespeople to immediately hit the streets with the attitude and skills they need with the confidence and manner of a polished professional.
Developing a Workable Individual Marketing Plan Workshop:
Every year salespeople are required to write a marketing plan for the upcoming year. Every year these plans are nothing more than wishful thinking that are never implemented because there isn’t anything to implement. Yet, a real, detailed, workable marketing plan can change a salesperson’s and their company’s destiny. This two day workshop shows, in detail, exactly how to research, analyze, write and implement a real marketing plan that is based on the individual salesperson’s past history, available marketing channels, time and financial budgets, and abilities. A hard nosed, down-to-earth workshop that will change the way your salespeople and their managers view themselves and their marketplace.
Prospect Research:
Though most salespeople are encouraged to research their prospects and their industry, few do so. Few salespeople know where to go or how to research prospects or industries and many sales are lost simply because the salesperson does not understand the prospect’s needs and issues. This seminar teaches salespeople how to quickly and easily--and for free--find the prospect and industry information they need to be fully prepared to approach a prospect. Studies show that those salespeople who are armed with information are twice as likely to close a sale as their competitor who does not know and understand the prospect.
Customized Sales Training:
Based on your specific needs, we will design and implement a training solution. Working in conjunction with your team, we will analyze the needs and create and implement the materials and program, as well as a follow-up monitoring system.
Management Services:
First Time Sales Manager Training:
Most new sales managers are promoted for the wrong reason. Most are promoted because they are strong salespeople, not because they are good managerial material. Consequently, a high percentage of first time managers fail because they aren’t well suited to management and because the company seldom gives them the training they need to succeed in their first management assignment. These failures are costly to both the company and the new manager. This two day seminar and workshop is designed to give new managers the background and tools they need to assume their new duties with confidence and skill.
Management Training and Success Programs:
Designing and implementing a continuous training and mentoring program for first and midlevel managers. The program is based on using management personnel from various departments to work as mentors to develop upcoming managers.
Compensation and Incentive Programs:
Designing and implementing compensation and incentive programs that generate the desired results is a complicated matter. We will analyze your company’s individual needs, in conjunction with an analysis of your competitor’s programs, and help you implement program’s that will enhance your recruiting, production and profit goals.
Region and Branch Opening:
Opening a new branch or region is a costly and potentially disastrous prospect for most small to mid-size companies. Whether your need is market research, designing and implementing the opening, or providing interim management personnel, we can help you insure the success of the new branch or region.
Developing or Reorganizing Sales Departments:
Whether you are just in the organizing stage or whether you need to completely revamp your sales department, we can provide the expertise to design and implement a department program--from compensation, to procedures, to department reporting, to sales process, and whether your department is local, regional, or national, we can work with you on any single aspect or design and help implement the whole department.
Prospect and Industry Research:
We will design and implement a prospect and industry research department or do the research for you, depending upon your needs. We offer executive, company, competitor, industry and demographic research options.
Customized Corporate Management Consulting:
Additional sales and management issues can be analyzed and solutions developed and implemented.
Recruiting Program:
Why can’t your contract or in-house recruiter find the people you really want to hire? Because the don’t have the time, they don’t know who you want, and they don’t know how to get them. Besides, no one can recruit for your company better than your managers can. We are not a recruiting company. Rather we work with your managers to set up and implement a management based recruiting program that identifies and targets only the people YOU want to hire. In a matter of months you can change the whole makeup of your sales department--and the future of your company.
Download the recruiting flier
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