Art will customize and deliver your training in person, at your location, or an off-site venue. From a half-day workshop, to a week-long program or more, he will work with you, your needs, time frame and budget to create your program, tailored specifically for your calls and sales model.
Art follows a detailed discovery and preparation process to create your tailored program. That includes the initial planning call with you, listening to recordings of existing sales calls, a thorough study of your sales process, market, customers, marketing materials and more. He also interviews some of your sales reps.
You will receive customized workbook materials that are used during the program, and afterwards for reference, and ideally are designed to be followed up on by you internally as part of your reinforcement.
Participants don’t just attend, they DO. Reps will work on their own calls, using their own prospects and customers, creating,
refining and practicing their own voice mail messages, “social
engineering,” interest-creating opening statements, questions, sales recommendations, commitments and more.
While many trainers tell you what
you “should do” (you should get to the decision maker, you should create
interest in your opening, etc.), Art shows you HOW TO, which is how we
learn: by example.
Art's expertise is using the phone in the sales process. His programs are tactical along with the process needed to execute them. More specifically, his main programs are how to prospect successfully without "cold" calling, for both inside and outside sales pros, and comprehensive training programs covering every part of the sales process for inside reps. He also does programs on how to proactively handle incoming calls.
Programs range from as short as a half day, up to a week. It's dependent upon what you want your program to accomplish, and your time availability. Also, in many cases reps all can't be off the phone at one time, so programs can be split with half the team attending in the morning and afternoon.
Every customized program is different, so let's talk about what you are looking for. Fill out the form below to have Art contact you, or call him personally.