Three Full Suites of Research Based, Objective Driven, and Field Proven Courses

1. The Sales Training Instructor Led Training Library contains 14 different objectives driven courses comprised of fully integrated modules. The Web-based library contains 52 courses of which 23 are now online. The online library also contains nine reference modules for quick and easy access to key sales related strategic and tactical knowledge. The sales training online library includes individual coaching guides for many of the courses. The interactive "Sales Coach" course is also included for managers who will be coaching their own teams in the application of the knowledge, skills and strategies learned online or in the classroom. Selling is not an unskilled occupation!
2. The Sales Management Instructor Led Training Library provides nine comprehensive courses in the core mission critical knowledge, skills and strategies required of all sales managers with direct reports. The online Sales Management skills development library contains seven interactive courses along with twelve important tools such as in depth interviewing forms and question pool, job description, performance appraisal ratings guide and many more.
3. The Customer Service Skills Instructor Led Library has 10 mission critical courses and the online library has nine interactive courses. The web-based courses include Job Aids and a coaching guide along with slide show for the supervisor/coach to use in supporting the students skill development.

Accelerated Learning Design - Sound Instructional Methods

All courses have been designed following the basic design criteria for "Accelerated Learning." Additionally, design and development standards for instructional strategies development (ISD Model) have been rigorously followed. This means that when research is cited for examples of what works, our courses fit the description. Further, our Trainer Manual design concept was held out by Shell Products Learning as the example for consultants to use when designing courses for their group.

Library Certification from American Society for Training and Development (ASTD)

Sales Training International is one of six companies to earn the "library certification" designation from ASTD for Web-Based Training courses. This means the courses we develop meet the multi-point standards for interactivity, ability to engage the student, soundness of instructional design, and many other categories of requirements. When you review the results of successful e-Learning, our courses meet the criteria!

Diagnostic Questionnaires - Web-based

1. The Sales Diagnostic Questionnaire (SDQ) looks at 204 observable skilled competencies in 31 different areas of selling (prospecting, value selling, closing, negotiating, etc.). It's free and online with immediate reports provided to help the participant or sales team select the courses that will provide the quickest return. The SDQ enables our clients to start with a valid competency model without spending a significant amount of money. Off-the-shelf courses have been redesigned to follow the clear patterns of skill development needs discovered from our data base of thousands of SDQ results.
2. The Competency Survey (CDQ) is a true Performance Evaluation with each of five points on the Likert Scale defined in behavioral terms for each of the 50 categories evaluated. The sales manager takes the evaluation about the sales person and the sales person takes the evaluation about him/herself. Goal setting forms are built in with calendars and reminders. Sales Professional competencies developed by STI can be pre-loaded. Additional competencies can be added by the client. The content for the competency diagnostic questionnaire is fully customizable. One client current has over 9 different jobs ranging from customer service rep to sales rep to engineer fully defined.
3. The standard public Competency Survey currently has the Sales Professionals competencies. The draft for the Customer Service Professionals competencies is in development and is fully customizable by the client.
4. Strategic Sales Plan Diagnostic Checklist is used to make sure sales move forward with out missing a critical step, for curbside coaching and for conducting sales autopsies.
5. Objections Diagnostic Checklist is designed to help uncover which of the 10 Buyer Beliefs are weak or missing that result in an objection (voiced or silent) stopping the sale.
6. Customer Service Needs Assessment Tools including the Customer Service Diagnostic Questionnaire and the Personality Styles Inventory are also available online.

Focus on Knowledge - Skills - Strategy

Our courses are hands on skill based as differentiated from the more motivational or inspirational style talks. We teach not only "what to do" but also "how to do it." Our courses motivate because they teach skills that are based on diagnostics that in turn provide clear results for the participants. Now that's motivating. See hundreds of client quotes.

Modularized Design

Our courses are based on "Performance Objectives." That means from the diagnostics we can quickly compile the appropriate modules to create a custom curriculum for our clients. The course content can then be further customized using field examples and terminology from the field. Most courses use some form of "build a case study" tool for the practice sessions in order to personalize the training to each participants personal professional experience.

Competitor Analysis System Software

Provides a secure platform for our clients needing access to our unique competitor analysis system which readily identifies:

• objections sales people will get when going up against a specific competitor
• specific information on how to prevent, preempt and respond to objections
• pin-point accuracy on knowing where the customer needs your help
• positioning strategies to quickly validate customer needs

3 Value Selling Models

There are 12 Models of Selling which fall with four major categories that have developed the past 60 years. As the marketplace changes so does the need for using a sales model that fits your customers buying models. The latest model (Consultative Value Selling) for the central portion of the sales process was developed in the early 1990s and with some minor modifications continues to be the most effective model today. Sales Training International owns three state of the art value selling models:

• Value Selling Strategies P.R.O.S.P.E.C.T. Model
• The A.C.E Value Assessment Model
• FAB/TEA Value Selling Model (new 10 second sales model)

Objection Prevention Strategies - Not Just Responses

New sales people often get more objections that experienced ones. How come? More experienced sales people learn to do certain things that prevent those objections from even entering the prospect's mind. We made studying this phenomena a priority and have designed our sales models to prevent most of the common sales stopping objections such as, "not interested" or "your price is too high." The logic of how this works becomes incredibly obvious once the secret is understood. "Objection Free Selling" is now readily possible.

For additional information call us (800) 551-SELL (7355)
or send us your request using e-mail info@saleshelp.com



1-800-551-SELL (7355)
(281) 367-5599

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