Sales Training
At the heart of every successful sales organization is a commitment to continuous improvement through training.
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Overview of Training Philosophy Scott Love first started his career as a trainer when he was 24 years old while serving as an officer in the United States Navy. Teaching Deming Management Methods (Total Quality Management/Leadership) gave him a rock-solid foundation in the field of adult education. Ever since that time he has sought to develop effective systems that help managers become more effective and that help sales people sell more.
With Scott's customized sales training for your team, your people will develop the habits of success so that they sell more and at higher margins by selling intuitively, rather than mechanically. The result? More disciplined and effective sales people, higher margins,and improved morale in the office. |
Delivery Methods
1) Virtual
Scott has facilitated literally hundreds of virtual training sessions. He knows how to put energy into his voice to keep people attentive, how to draw them out so they ask good questions, and how to give you a return on your training dollars through alternative training delivery vehicles such as the web.
2) In-Office
Sales teams love having Scott in the office because he makes the event fun. Through engaging story telling and rock-solid content, he gets people to assimilate the information, retain it, and take action on it. Managers love his training because it gives a measurable return on investment. One client generated over $40,000 in fees within two weeks of his training, directly attributed to what they learned from a one day in-office session.
3) Individual Consutations with Sales Managers
For company owners and executives, Scott offers one on one telephone consultations. Some organizations will have him on retainer, always accessible to the owner or the sales executive.
4) Consulting Assignments
Scott has consulted to organizations throughout the United States and parts of Canada. In these consulting assignments, specific outcomes are identified as our targets. The assignment is structured around improving the organization in very specific ways. Progress is measured along the way, and the value is clearly apparent at the end of the assignment.
Want an idea of the key sales concepts that Scott will help your people master?
1) Prospecting Skills
2) Telephone Sales Effectiveness
3) Referral Building
4) Pipeline Management
5) Consultative Sales with Question-Asking
6) Trial Closes and Testing for Interest
7) Closing Strategies and Methods
8) Follow Up and Serving Customers
9) Managing Repeat Business
10) Fee Negotiation Methods
For Sales Managers
1) Herding Cats: How to Lead Sales People for Improved Performance
2) Metrics Management
3) Team Building
4) Collective Problem Solving
5) Managing the Arrogant and Over-Confident Sales Person
