About Coaching For Tomorrow

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C-113 Prospecting to Create Interest $45.00

How to utilize an effective prospecting system that gets results.

Online/Self Paced Course

In this course you will learn how to leverage your past success and use a proven seven-system to identify, classify, and approach high level people and successfully create new interest. This system will provide you insight into both sources of leads as well as information. You'll learn or be reminded of important areas of interest to people in various levels in an organization. You'll learn how to use that knowledge to create interest in your solutions. We will offer you tips on creating internal advocates from existing clients. You'll practice how to qualify an opportunity and how to plan ahead to get the most out of each sales appointment.

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C-103 Establishing Credibility and Trust for Sales $74.00

Building productive, lasting sales relationships on a foundation of trust.

Online/Self Paced Course

It's a competitive, changing business world out there. Markets shift, budgets tighten, and vendor loyalties disappear. In today's environment, trustworthiness and credibility count more than ever. Whether you are maintaining an existing account or prospecting a new one, being able to develop a good rapport and establish credibility quickly is a critical skill. The larger or more complex the deal, the greater the likelihood that trustworthiness will be a deciding factor.

The course will show you the characteristics that people look for - both deliberately and unconsciously - when they are evaluating a person's trustworthiness. You'll learn to develop those elements that contribute to your professional credibility. Being able to listen, respond and pace yourself appropriately will enhance your ability to quickly establish rapport with new prospects, and maintain good relationships with existing customers.

As you apply the skills you have learned in Establishing Credibility and Trust for Sales during your own sales calls and presentations, you will create a more agreeable atmosphere with new prospects as well as build more open, productive relationships within existing accounts. This will help you to increase your sales effectiveness. These skills and insights are useful in building relationships outside the workplace as well.

Course Overview

The nine-lesson course can be taken at your own pace; average completion time is approximately two hours. Interactive graphics, audio, text, animation, quizzes and practical application exercises make the lessons engaging and entertaining – you may be surprised at how much you've learned!

Included in this course is the Personal Listening Profile Instrument©, copyright 1995, Inscape Publishing Inc., Minneapolis , MN . This instrument will assess your natural listening preferences and provide you with tips to improve your listening skills. This is a critical element of establishing credibility and trust.

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C-104 Customer Focused Sales Interviews $45.00

The Heart of the Customer Focused Selling Process

Online/Self Paced Course

Lessons:

Introduction
Questions are the Answer
Overview of the F.I.N.D.™ ( F acts, Important I ssues, N eeds, & D reams) System
F.I.N.D.™ System in Detail
After the Sales Interview
F.I.N.D.™ Interview Example
Practical Application of Knowledge

A Sales Interview establishes the type of relationship you have with your client. Think about it: Would you rather buy from an adversary, or an ally? Are you competing with your clients, or collaborating?

A good customer relationship begins by listening and asking questions that reveal what your prospective client needs. You can only provide the client with a valuable solution if you know what the client wants. As obvious as this may seem, it isn't the way many people try to sell. In many companies, all too often, selling is focused on pushing the product or service on a prospect.

The Customer Focused Sales Interview

Creates interest and credibility by centering discussion on your client's issues
Uncovers needs, goals, priorities, and a personal win
Sets the stage for a customer-focused solution

By assembling and prioritizing your Customer's F acts, I ssues, N eeds, and D reams.

Course Description

This course teaches a professional “sales interview process”. You will learn the probing and questioning skills required to discover a prospect's important business needs, goals, priorities and their personal win. This course provides you with structured professional sales interviewing techniques and will help you establish credibility, and qualify opportunities more effectively, saving time and increasing productivity.

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C – 106 Questions are the Answers for Sales $45.00

The prospect isn't responding. Your first few questions bombed. How can the next question you ask turn this interview around?

Lessons:

Introduction
Questions and Probes
Categories of Questions
Practical Applications
Knowledge Assessment

How to ask the right questions to move the sale process forward

Questions are powerful tools in the sales process. Applied skillfully, they will yield the information you need to take the process to the next step. Used carelessly, they could undermine the entire client relationship by making you seem pushy or unprofessional.

Questions are the Answer for Sales is a short, informative course in the fine art of asking the right questions at the right time during the sales cycle – questions that result in useful information and positive momentum.

You will learn the difference between a question and a probe – and how using the right one can elicit information while avoiding the impression you are interrogating your client. By mastering open and closed questioning techniques, you'll control the direction of a sales interview – whether you want your client to “open up” more, or focus only on specific information. You'll learn which category of question to use for your specific purpose – and what kinds of questions to avoid as well.

With Questions are the Answer for Sales, you will come away from sales interviews with the answers you need to present your prospect or client with a relevant solution. Your clients will know they have engaged in an important and useful process. The result is better information, better solutions, and better sales relationships.

Course Overview

The five-lesson course can be taken at your own pace; average completion time is approximately an hour. Interactive graphics, audio, text, animation, quizzes and practical application exercises keep the lesson engaging and entertaining, so you will be astonished at how much you've learned!

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C – 107 Overcoming All Objections $45.00

How to effectively handle stalls, objections, and client complaints.

Stalls, objections, and complaints are a normal part of the sales process. Clients may need to resolve specific issues - or they may just seem vaguely apprehensive about going forward. Successfully overcoming all objections requires a mixed bag of interpersonal skills: careful listening, perceptive analysis of the problem, and a response that creates trust and confidence. There's no single "surefire" course of action that guarantees success; but following what you will learn in this course will stack the deck in your favor.

Overcoming All Objections will teach you careful listening skills that reveal whether a prospect is asking a simple question that can be answered directly, or is this is a "soft" objection that required further probing to find the real issue. By applying a simple six-step process, you will become adept at listening to the prospect, analyzing the nature of each objection, and taking the most effective action. You learn to diffuse emotional clients, and avoid situations that create tension or confrontation. This will yield more positive results and increase your sales effectiveness - and that's money in the bank!

Course Overview

The four-lesson course can be taken at your own pace; average completion time is approximately an hour. Interactive graphics, audio, text, animation, quizzes and practical application exercises keep the lesson engaging and entertaining, so you will be astonished at how much you've learned!

Click here for brochure. Click here to preview a chapter.

C – 110 Gaining Commitments to Action/Closing the Sale $45.00

Closing Is A Process - Not a Point In Time

Lessons:

How to Use This Course
Introduction
Trial Closing
Buying Signals vs. Danger Signals
Asking For the Order
Perseverance
Closing Styles and Behavioral Styles
Knowledge Assessment

How to help your prospect make a commitment so you each benefit.

In this course we will discuss a variety of techniques for gaining little commitments from a prospect to facilitate the decision process and advance the sale. You will learn the difference between low pressure and high pressure closing styles from the prospect's viewpoint. Learn-when to ask directly for the order, how to use a summary close, who would respond best to an alternate of choice decision, and why using Ben Franklin's method for weighing pros and cons can work wonders for indecision. You'll see which closing method is most effective with different behavioral styles. You'll also learn how to recognize buying signals, both verbal as well a non-verbal in nature, and what to do with them when they occur. We will also consider what to do if the prospect says "no thanks" and how to overcome objections when closing.

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C-112 Win-Win Negotiations $45.00

How to truly reach a win-win outcome.

Online/Self Paced Course

Lessons:

How to Use This Course
Introduction
Negotiation Strategies
Negotiation and Behavioral Styles
Preparing for and Conducting Negotiations
Finding the Win-Win
Knowledge Assessment

In this course we examine the negotiation process and determine the types of negotiations that cause people the most difficulty. People negotiate with people so recognizing how to address the behavioral styles of all involved is critical. You'll review the strategies behind some common negotiation tactics and learn to recognize the pitfalls that you can avoid. You'll realize there is no need to fear or to glamorize negotiating. It is nothing more than the process you use to reach agreement with another. You'll practice an effective negotiation process that will help you and your customer get to a win/win. If your goals include a mutually beneficial long term relationship, this course can help you and your client get there.

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C-114 Coaching for Sales Managers $45.00

How to develop potential and maximize sales performance.

Online/Self Paced Course

Course Objectives

The responsibilities of a manager or supervisor are varied. Some appear at times to be urgent. Likewise, others may be important but finding time to do them effectively can be a challenge. One responsibility far too critical to delay or not focus on consistently is your responsibility to coach people on your sales team. In this course you will identify and practice five (5) keys to your sales coaching success. We'll offer several important coaching tips that you can blend easily into your every day routine with your sales team. Through exercises and case studies you will learn practical sales coaching skills and when as well as how to apply them.

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C – 109 Territory and Account Management $45.00

If you don't work your territory, there's always someone else who will.

Lessons:

Introduction
Defining Your Territory
The Account Management Process
Protecting Your Base
Practical Application
Knowledge Assessment

How to make the most out of your Territory

What is my territory exactly?
Who are my top prospects?
Who are my best customers?
How strong a reference will my top customers give?
How much of their business does my company get today?

Do you know the answers to these questions? Territory Management begins by defining your territory. Where should you spend your selling time? Which prospects and customers will give the greatest return for the selling time you invest? All accounts and opportunities are not equal. Learn how to evaluate your opportunities to make the most of your time.

Once an account in your territory becomes a customer, your job is to make sure they stay your customer. Being the incumbent vendor at an account has many advantages. Learn how to protect the accounts that you have.

Course Overview

The six-lesson course can be taken at your own pace; average completion time is approximately 90 minutes. Interactive graphics, audio, text, animation, assessments and quizzes, and practical application exercises keep the lesson engaging and entertaining. You will be astonished at how much you've learned!

Click here for brochure. Click here to preview a chapter.

S-122 Understanding Behavioral Styles for Sales $74.00

Communicate with any client to establish a successful sales relationship.

Online/Self Paced Course

The new client. The demanding client. The "buddy" client who monopolizes all your time. Different people, different behaviors, same challenge: How do you turn this into a productive sales relationship?

The answer is understanding behavioral styles. Everyone's personal behavioral style - yours and your clients' - is revealed in their interacting with others. Learning to recognize various styles quickly and adjusting your own behavior effectively is the focus of this course.

You'll start by gaining valuable insight into your own behavioral style. Then, you'll learn a system that helps you recognize and categorize the different styles of behavior you observe in others. As you use this knowledge, you will begin to appreciate how personal styles affect your client interactions and learn to react appropriately.

Understanding Behavioral Styles for Sales will teach you to build dynamic, fruitful sales relationships more quickly and easily - even with "demanding" clients!

These insights and techniques are also helpful when managing relationships outside of the workplace.

Course Overview

The eleven-lesson course is designed to be taken at your own pace and can be completed in approximately two hours. Interactive graphics, audio, text, animation, quizzes and practical application exercises make every lesson so engaging and entertaining, you wil be astonished at how much you've learned!

Includes 11 Lessons

Introduction
Different Behavior Styles
The Personal Profile System
The Four Behavioral Styles
Recognizing Behavioral Styles
Behavioral Styles and Listening
Improve Your Performance
Reading and Reacting to People
Determining Behavioral Styles
Practical Application
Knowledge Assessment

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C-100 Handling Customer Complaints $45.00

Your customer has called with a complaint. It's an opportunity to heal and strengthen the relationship – or lose the customer forever.

Online/Self Paced Course

Lessons:

Introduction
A Process for Overcoming Objections
Reframing
Knowledge Assessment

How to effectively handle complaints, objections, and client concerns

Handling customer complaints is the core of customer service. A successful outcome requires careful listening, proper interpretation of the problem, and the right response. It's not always as simple as it seems. Customers often use stalling tactics, or hide one complaint inside another until they feel comfortable enough to talk to you directly.

This course will show you how to listen carefully for the clues that tell you whether a complaint is a simple objection that can be answered directly, or whether you have to probe further to find the real issue. By applying a simple six-step process, you will become adept at gathering information, analyzing the nature of a complaint or objection, and taking the proper action. You learn to defuse emotional clients, and avoid situations that create tension or confrontation.

Handling Customer Complaints will make your customer interactions proceed more smoothly. You'll end more conversations with that great feeling that you have just created a loyal customer – and that's money in the bank!

Course Overview

The four-lesson course can be taken at your own pace; average completion time is approximately an hour. Interactive graphics, audio, text, animation, assessments and quizzes, and practical application exercises keeps the lesson engaging and entertaining. You will be astonished at how much you've learned!

Click here for brochure. Click here to preview a chapter.

C-101 Establishing Credibility and Trust for Customer Service $74.00

Prefer to do business with someone who is likeable and dependable? So do your customers.

Online/Self Paced Course

Lessons:

Overview
Credibility
Rapport
Four Elements of Trust
Pacing
Listening
Feedback
Summary
Knowledge Assessment

Customer service is really about earning the trust of your customer. Whether your company is large or small – regardless of its reputation or the service situation – it's that one-on-one interaction that has the greatest power to enhance (or destroy) the customer relationship. This makes knowing how to build rapport and maintain trust crucially important.

This course will show you the characteristics that people look for (both deliberately and unconsciously) when they are evaluating a person's trustworthiness. You'll learn elements that contribute to professional credibility. And how being able to listen, respond, and pace yourself appropriately enhances your ability to quickly establish rapport with new customers.

As you apply the skills found in Establishing Credibility and Trust for Customer Service during actual service calls, you will find yourself becoming more adept as forging and maintaining customer relationships that are open, productive and effective. These skills and insights are useful in building relationships outside of the workplace as well.

Course Overview

Click here for brochure. Click here to preview a chapter.

C-105 Questions are the Answer for Customer Service $45.00

The customer calls in, upset. You're asking for info, she's giving you flack. How can your next question turn this call around?

Online/Self Paced Course

Lessons:

Introduction
Questions and Probes
Categories of Questions
Practical Applications
Knowledge Assessment

Asking questions that keep the service process on track (and customers happy!)

Questions are y our most powerful ally in the customer service process. Applied skillfully, they will yield the information you need to take the process to the next step. Used carelessly, they could undermine the whole customer relationship by making you seem pushy or unprofessional.

Questions are the Answer for Customer Service is a short, informative course in the fine art of asking the right questions at the right time during a service call – questions that result in useful information and positive forward momentum.

You will learn the difference between a question and a probe – and how using the right one can elicit information while avoiding the impression you are interrogating your customers. By mastering open and closed questioning techniques, you'll control the direction of the interview – whether you want this person to “open up” more, or focus only on specific information. You'll learn which category of question to use for your specific purpose – and what kinds of questions to avoid as well.

With Questions are the Answer for Customer Service, you will come away from service calls with the answers you need to present your customers with a relevant solution. Your customers will know they have engaged in a focused and useful process – and that makes them feel important. The result is better information, better service, and better customer relationships.

Course Overview

Click here for brochure. Click here to preview a chapter.

S-121 Understanding Behavioral Styles for Customer Service $74.00

Improving your communications and effectiveness when interacting with customers

Online/Self Paced Course

Lessons:

Introduction
Different Behavioral Styles
Personal Profile System
The Four Behavior Styles
Recognizing Behavioral Styles
Behavioral Styles and Listening
Improve Your Performance
Reading and Reacting to People
Determining Behavior Styles
Practical Applications
Knowledge Assessments

Although you try to treat everyone equally, individual customers react to you differently, with uneven results. How can you improve your effectiveness?

The answer is understanding behavior styles. People are different. The more quickly you can establish what someone is like, the more effectively you can communicate with them.

Realizing what a person's behavioral style reveals about them allows you to react appropriately, altering your own behavior to establish a positive relationship. This course will teach you about behavioral styles, and how to apply this knowledge to establish good customer service relationships rapidly and easily.

You'll start by gaining valuable insight into your own behavioral style. Then, you'll learn to recognize and categorize the different styles of behavior you may encounter in others. As you gain practical experience, you will appreciate how personal styles impact your customer service interactions. By quickly adapting your behavior, you'll greatly increase your success with each customer.

Understanding Behavioral Styles for Customer Service gives you the skills to deal with everyone – even with people that are “challenging” or “difficult!”. These insights and techniques are also helpful when managing relationships outside of the workplace.

Course Overview

The eleven-lesson course can be taken at your own pace; average completion time is approximately two hours. Interactive graphics, audio, text, animation, quizzes and practical application exercises make every lesson so engaging and entertaining, you will be astonished at how much you've learned!

Click here for brochure. Click here to preview a chapter.

Packages

B 102-12 Sales Training and Development Subscription $175.00