Hands-On     Results-Driven    Measurable Impact     Benefits All Levels     Synchronizes Sales & Marketing

By holding six morning sessions spread over six weeks the participants apply the selling techniques they learn at each session and report back on how it benefits them. And they often announce they've landed new business before the course is completed.

A Proven Learning Format That is Convenient and Results-Driven

The 6 half-day sessions over 6 weeks avoids significant interruption to your sales and marketing schedule. The course involves planning and executing real knowledge-based client interactions. New skills turn into habits and
often result in immediate new business during the program:

• Participants plan currently scheduled client calls in much greater detail and execute these calls each week, often reporting a 40 to 50% improvement in their selling effectiveness due to better planning.
• Group coaching takes place weekly and the instructor makes himself available as a personal coach to participants on a 7/24 basis to assist in developing new business.
• Commitments are made weekly to try new sales and relationship management techniques.
• New skills are perfected through customer interaction, group discussion and personal coaching.
• The program also includes a personal career planning and coaching element. It uses Gallup's StrengthFinder Sales Talent Assessment Tool to identify each person's top five sales talents for leverage and career planning.
• IMMEDIATE PAYOFF: Many past participants have been promoted based on their performance improvements following this program.

• Understanding why customers buy
• Facilitating the buying process
• Positioning to WIN for the long-term
• Asking the right questions
• Managing new business development
• Using the Gallup StrengthFinder Tool to assess your unique sales talents

• Setting profitable sales objectives
• Letting customers drive the sale
• Getting face-to-face with customers
• Building credibility and trust
• Focusing on buying influences
• Practicing knowledge-based methods

• Listening…key to sales success
• Planning customer meetings
• Questioning that creates dialogue
• Building superb communication
• Assessing buyer decision-making styles
• Leveraging your unique sales talents using Gallup's StrengthFinder Tool

• Foundations of customer relationship management
• Understanding competitors
• Differentiating your products and services from competitors
• Managing customer-driven sales
• Assessing new business opportunities

• Getting communications from customers
• Asking for customer commitments
• Handling no-win situations
• Managing key accounts
• Analyzing key account relationships
• Conducting key account reviews

• Pre-call planning and rehearsals
• Assessing sales effectiveness
• Selling for long-term profitability
• Getting internal people on-side
• Improving personal performance

Brian Harrison Smith
Brian Harrison Smith is one of North America's most experienced sales professionals and sales trainers. He has coached thousands of executives and sales professionals on strategic customer relationships since 1988 at York University's Schulich School of Business and to individual businesses..

Both his York - Schulich courses, Knowledge-Based Selling and Key Account Management, are now available customized for single-company education.

Brian has over 30 years of field sales and sales management experience with large and medium-sized companies, and has also owned an industrial supply business. Prior to becoming an educator and sales-related management consultant, he specialized in company turnarounds and transitions.

Brian is an active member of the Strategic Accounts Management Association and works with major sales organizations including Great West Life, CMHC, Philips Electronics and Pfizer.

• Real business situations are used

• The strategic account management process is practiced

• New skills are perfected through group discussion

• Participants interact with senior managers using these techniques

• Real examples can be used in strictest confidence!

• Understand your unique sales talents and the actions you can take to leverage these talents through out your career.
• Apply the Strategic Thinking Process to selling
• To think like clients and customers.
• Establish the unique personal reasons people and businesses buy products and services.
• How to facilitate the buying process from the customer's perspective.
• Focus on profitable customers at the outset of the sales process and avoid time wasters.
• Conduct quality customer meetings which build trust and result in profitable long-term relationships.
• Collect and interpret strategic competitive information.

The original six mornings over six weeks program works well within the Windsor - Ottawa - Montreal triangle. Brian Harrison Smith will travel to your offices, or course participants come to our education facilities.

HIGH INTENSITY VERSION

Travel becomes a problem for participants farther from Toronto, and to solve this, we have a new compressed version. It works well at individual branch offices across Canada, and for sales meetings and conferences, annual retreats, and special management training gatherings.

Several weeks in advance, Brian meets with senior sales and marketing management  executives to determine the unique requirements of the client organization, examines sales and marketing collateral and advertising materials and learns about the products and services being sold.

A selection of industry- focused reading materials is sent to course participants two weeks before Knowledge-Based Selling.

For the sessions themselves, six mornings are condensed into two four-hour highly focussed sessions.

FEES

Fees are determined by the number of participants, location, customization requirements, and facilities required. For planning guidance, total costs are usually lower to send one or two people to the Schulich course, it's break-even for three people (with the confidentiality advantage falling to customization) and less expensive for four or more participants, with savings of approximately 25 percent for four or more..

• Set practical sales plans complete with sound targets and goals.
• Apply knowledge-based techniques during the course.
• Develop value-added marketing strategies and tactics which clearly differentiate you from your competitors.
• Tailor your products and services to each customer's unique needs.
• Involve your management and support team in the sales and customer service process for overall business success.