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Specialized Services
Can you relate to
any of the following scenarios?
THE PROBLEM
Tony had a
salesperson that wasn’t closing. He sent him to several sales training programs
on closing techniques but, the problem remained.
THE SOLUTION
Tony found Howard
Maslich and Specialized Training Services, they did an assessment and found that
the salesman had a “need for approval” problem; he liked people too much and was
oversensitive to rejection. We fixed that and then added some closing technique
and Tony’s salesperson is now closing big deals for bigger margins.
THE PROBLEM
Chris had a
salesperson that couldn’t get high enough margins. Chris tried incentives and
then threats but, nothing worked. Chris called STS and spoke with Howard
Maslich.
THE SOLUTION
Howard did an
assessment and learned that Leslie had a money tolerance problem which caused
her to sell to low. STS fixed that underlying causative weakness and then
coached Leslie with some techniques that sent her margins skyward.
THE PROBLEM
Peter’s
salesperson, Joe, accepted put-offs and stalls too easily. His prospects always
wanted to shop around and negotiate the price downward. After sending Joe to
some expensive sales training programs, Peter was about to give up when he found
STS on his search engine and invited Howard Maslich in to look at the problem
THE SOLUTION
Howard did a Sales
Assessment for Joe and learned that Joe suffered from a non supportive buy
cycle. This means that when Joe purchased stuff for himself, he always shopped
around and tried to beat the salesperson down on price. Howard gave Joe some
coaching and training to fix the real problem and then gave Joe some moves to
counter the surface objections. The end result is Joe’s sales are up over 50%
 Ready
for a real change?
To be successful in sales
you need a selling system, a sense of purpose and the objective guidance to
correct and improve your performance. Periodically everyone runs into problems
or burnout. To overcome obstacles you need to accept reality, and commit to
making changes. The first step begins inside yourself when you acknowledge that
change is necessary.So what are your sales problems? Are Margins where
they should be? Gross sales going where you want them to? Are your people
complacent? Are they in a comfort zone? Not proactive enough? Is the pipeline
empty or filled with low quality non qualified leads? Closing ratio’s off the
mark? Call STS and talk with Howard Maslich. He will help you determine the
real problem behind the incorrect sales behavior, and fix it once and for
all!!!!
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We provide the
following services to help you and your company realize your full
potential: |
Sales
Training: Strategies for Effective Selling
(Sample Topics)
Uncovering
Prospects Budget
Goal Setting
Closing
Barrier
Elimination/What’s holding you back
Conceptual Selling
Referral Generation
Eliminating
Objections
Finding Hot Buttons
Presentation Skills
Prospecting for
Results
The Selling Process
Telesales
Account Management
Account Penetration
Sales Management
Technical Selling
Prospect Buying
Strategies
Sales Tracking &
Coaching
Trade Show
Strategies
Consultative
Solution Selling
Overcoming the Need
for Approval
Increasing Money
Tolerance
Increasing Emotional
Control
Shortening the Sell
Cycle
Self-Esteem
Fear of Rejection
Questioning &
Listening
The Problem Finding
Process
Rules to Live By
Getting Commitments
& Decisions
Competitive
Situations
Maintain and
increase existing account
Decision based
negotiation
Systematic managed
negotiation |
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Evaluating
Your Sales Force
- If you have
the right people to achieve your goals for growth.
- Who is
trainable.
- The kind of
help the trainable people require.
- The impact
of weaknesses, common to most of your sales people.
- How to
manage your people on a day to day basis
- Which
interviewing and hiring criteria needs to be changed in order to
attract, identify and hire stronger sales people.
- An action
plan for each of your salespeople.
- The
potential for growth that each of your salespeople is capable of
achieving.
- If your
managers are effectively growing, motivating, coaching and managing
your sales people.
- What, if
anything, you need to change organizationally in order to achieve
your growth goals.
The Sales Force
Profile has been used to analyze hundreds of thousands of salespeople,
in thousands of companies, in North America since 1989. You can trust
the results of our evaluation with confidence. It highlights the areas
for development that really matter for improved sales results.
What’s in
Your Profile:
- Details of
major weakness within your sales force;
- Specific
Strengths and Weaknesses for each of your
salespeople;
-
Growth potential for each person in 21 key selling areas;
- Each
person’s personal sales evaluation;
- Key
concepts, which are the foundation of our evaluation;
-
Contradictions between your priorities for the business and your
manager’s;
-
Sales Management issues;
- Areas
identified where your salespeople are uncomfortable with your model
for success.
The evaluation of
your sales organization will help you determine how much more business
could be closed and to learn why some of that business wasn’t generated
in the past. Whether your sell cycle is long or short you will find
information that will help you close a larger percentage of
opportunities. |
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Negotiation &
Coaching Online
Over the last few
years I have come to believe that what we do a lot of, in modern life,
is negotiate. Certainly we do it if selling is our profession. But, what
about the thousand and more interactions we find ourselves engaged in
whenever we are buying or selling something? Everybody negotiates all
the time. As a matter of fact, the most dangerous negotiation is the one
you are in without knowing that you are. The best part is that this
program is an online, e-learning program. All you need is an internet
connection. The program is interactive with me as your coach. The
program is a series of self-paced lessons followed by an application
phase, consisting of debriefing your real world cases and then
preparation for your next negotiation.
What others
are saying:
“This negotiating
system is a powerful set of disciplines and tools that will help you
function in your customer’s world—which ultimately leads to a better
negotiating process with prospects and customers”.
“This program offers
easy-to-apply strategies to help make you a more effective negotiator.
You will learn techniques that you can use immediately to improve your
negotiating skills.”
“This program is a
sophisticated course in applied psychology that shows how you can change
your behavior so you can sell your ideas, especially in sales situations
and other negotiations. The most effective executives will find the
results astonishing.”
Are you ready for
the MBA of professional negotiating?
The New School
of Sales and Negotiation
contains new
and proprietary sales and negotiation techniques based on sound behavior
principles, the result of years of trial and error. These techniques
provide the ability to sell and negotiate anything.
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Customer
Testimonials:
Greater Rochester Advertiser, Peter Stahbrodt, President
“Howard’s
training has made a big, big difference in our sales. I believe that
salespeople need constant improvement of sales skills. I like
working with Howard because we meet before each training session and
discuss. Howard is flexible and covers what we agree are the current
problems. Howard explains his approach really well, and he is a very
good listener. In terms of tangible benefits since we have been
working with Howard we have increased sales by over $9000 per week
easily with our ten people. Without Howard’s training, I don’t know
where we’d be! We now sell bigger ads and bigger programs. The
successful salespeople get it, and have embraced his system. Any
business, anyone who sells, could use Howard’s systematic approach.”
Flanders Group, Chris McVicker, President
“We hired Howard
initially because we needed a marketing and selling strategy for big
real estate clients in NYC. We needed to grab attention in 30
seconds or less. Howard helped us achieve this goal and created
monstrous changes in the level of confidence among our producers.
His service was worth the price we paid as we experienced over 25%
gains in sales which translated to over $1.25MM. We liked Howard’s
use of role-play, he asks good questions, listens well and applies
effective strategies that get the job done.”
Click here
for more...
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