Sales Training Workshops

 

CLIENT WORKSHOP REGISTRATION: Contact Cathy Hanson - chanson@thetrainingcenterinc.com or 610.940.0600.

 

WORKSHOP LOCATION: 466 Germantown Pike, Lafayette Hill, PA 19444

 

WANT TO LEARN MORE ABOUT OUR WORKSHOPS?

Fill out the Contact Form or call 610.940.0600

 

 

 

 

 

 

         
JULY        
         
MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

 

 

 

 

1

Foundations Program - 2

(Formerly - Quick Start 2)

Sales/Self Management

7:30 - 9:30am

(RW)

 

 

2

Open Forum & Workshop

Cold Call Prospecting

7:30 - 10:30am

(RS)

 

 

5

 

6

 

 

7 - new day & time

 Strategic Sales Management

'Managing Organizational Change'

8:00 - 10:00am (RS)

8

Foundations Program - 3

(Formerly - Quick Start)

Prospecting

7:30 - 9:30am

(RS)

 

9

Open Forum & Workshop

Role Playing

7:30 - 10:30am

(TG)

 

12

Workshop

*Behavioral Selling Skills

* pre-registration and fee required.

 

3:30 -5:30pm

(RS)

 

13

 

14

 

15

Foundations Program - 4

(Formerly - Quick Start)

Bonding & Building Rapport

7:30 – 9:30am

(TG)

 

16

Open Forum & Workshop

Four Crucial Elements of Success

7:30 - 10:30am

(JK)

 

19

Management

Cornerstones -

Boot Camp

8:00am - 5:00pm

(JC) 

 

20

Management

Cornerstones -

Application Series

‘What’s Logical is not always Legal’

8:00am-12:00pm

(JC)

 

 

    

21

Sandler Online Executive Briefing & Boot Camp

REGISTER

 

3:00pm - 5:00pm (RW)

 

22

Foundations Program - 5

(Formerly - Quick Start)

Upfront Contracts

7:30 - 9:30am

(JK)

 

CEO Council – Group A

8:00 – 1:30pm

(SS)

 

  

23

Open Forum & Workshop

Strategic Power Techniques

7:30 - 10:30am

(RW)

26

Workshop

Budget

3:30 – 5:30pm

(TG)

27

 

28

Free Workshop

8:00 - 10:30am

Learn How to Avoid Unpaid Consulting

(JK)

REGISTER

29

Foundations Program - 6

(Formerly - Quick Start)

PAIN

7:30 - 9:30am

(RW)

 

CEO Council – Group B

8:00 – 1:30pm

(SS)

 

 

30

Open Forum & Workshop

Overcoming Hidden Weaknesses

7:30 - 10:30am

(TG)

 

         
AUGUST        
         
MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

 

2

 

3

4

Foundations Program -1

(Formerly - Quick Start)

Selling System Introduction 

7:30 - 9:30am

(JK)

5

Foundations Program - 7

(Formerly - Quick Start)

Questioning Strategies

7:30 - 9:30am

(RW)

 

 

 

6

Open Forum & Workshop

Complex High $ Deals

7:30 - 10:30am

(RS)

 

9

Workshop

Decision

3:30 – 5:30pm

(RS)

10

 

11

Foundations Program - 8

(Formerly - Quick Start)

Selling System Overview

7:30 - 9:30am

(RS)

12

Foundations Program - 2

(Formerly - Quick Start)

Sales/Self Management

7:30 - 9:30am

(JK)

 

 

 

13

Open Forum & Workshop

Magic Formula for Success

7:30 - 10:30am

(JK)

 

 

16

 

17

Management

Cornerstones -

Application Series

‘T.E.A.M.’

8:00am-12:00pm   (JC)

 

 

18

 

19

Foundations Program - 3

(Formerly - Quick Start)

Prospecting

7:30 - 9:30am

(RS)

20

Open Forum & Workshop

Trade Show Selling

7:30 - 10:30am

(TG)

 

23

Workshop

Bonding & Rapport

3:30 – 5:30pm

(RS)

 

24

 

25

Free Workshop

8:00 – 10:30am

How to make Sure You Hire Sales Winners!

REGISTER

(RS)

 - new day & time

Strategic Sales Management

‘Staging Effective Sales Meetings’

8:00 - 10:00am

(TG)

 

26

Foundations Program - 4

(Formerly - Quick Start)

Bonding & Building Rapport

7:30 - 9:30am

(TG)

 

27

Open Forum & Workshop

Managing Your Sales Pipeline

7:30 - 10:30am

(TG)

 

30

 

31

 

 

 

 

 

 

 

 

 

 

 

         
SEPTEMBER        
         
MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

 

 

 

1

 

2

Foundations Program - 5

(Formerly - Quick Start)

Upfront Contracts

7:30 - 9:30am

(RW)

 

 

3

Open Forum & Workshop

Pain Clinic

7:30 - 10:30am

(RS)

 

6

 

NO CLASS

7

 

8

  - new day & time

Strategic Sales Management

‘Territory Management’

8:00am - 10:00am

(RS)

9

Foundations Program - 6

(Formerly - Quick Start)

PAIN

7:30 - 9:30am

(RS)

 

 

 

 

 

10

Open Forum & Workshop

Close the Deal

7:30 - 10:30am

(TG)

 

 

 

13

Management

Cornerstones -

Boot Camp

8:00am - 5:00pm 

(JC)

 

14

Management

Cornerstones -

Application Series

‘Motivation’

8:00am-12:00pm   (JC)

 

 

15

Foundations Program - 1

(Formerly - Quick Start)

Selling System Introduction

7:30 - 9:30am

(JK)

16

Foundations Program - 7

(Formerly - Quick Start)

Questioning Strategies

7:30 - 9:30am

(TG)

 

CEO Council – Group A

8:00am – 1:30pm

(SS)

 

 

 

17

 No Class

20

 

21

CEO Council Executive Briefing & Boot Camp

8:00am – 11:30am

(SS)

*pre-registration required.

 

 

 

22

Foundations Program - 8

(Formerly - Quick Start )

Selling System Overview

7:30 - 9:30am

(TG)

 

23

Foundations Program - 2

(Formerly - Quick Start )

Sales/Self Management

7:30 - 9:30am

(RS)

 

CEO Council – Group B

8:00 – 1:30pm

(SS)

 

 

24

Open Forum & Workshop

Post Sell

7:30 - 10:30am

(JK)

27

Workshop

How to Use Linked In to Get Referrals

3:30 – 5:30pm

(JK)

 

28

Foundations Program - 1

(Formerly - Quick Start)

Selling System Introduction

3:30 – 5:30pm

(RW)

29

Cold Calling Clinic

*Pre Registration and Fee Required

8:00am – 4:30pm

REGISTER

(TG) (JK)

30

Foundations Program - 3

(Formerly - Quick Start)

Prospecting

7:30 - 9:30am

(RW)

 

 

 
         
OCTOBER        
         
MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

 

 

 

 

 

 

1

Open Forum & Workshop

Budget

7:30 – 10:30am (RS)

 

 

4

 

 

5

Foundations Program - 2

(Formerly - Quick Start)

Sales/Self Management

3:30 – 5:30pm (RS)

6

Strategic Sales Management

‘Facilitating Account Management’

8:00am - 10:00am

(JK)

 

7

Foundations Program - 4

(Formerly - Quick Start)

Bonding & Building Rapport

7:30 - 9:30am (JK)

 

8

Open Forum & Workshop

Decision

7:30 – 10:30am (RW)

 

11

Workshop

*Behavioral Selling Skills

3:30 – 5:30pm

(JK)

 

*Pre Registration & Fee Required

 

 

 

12

 Management

Cornerstones -

Application Series

‘Delegation’

8:00am-12:00pm   (JC)

 

Foundations Program - 3

(Formerly - Quick Start)

Prospecting

3:30 – 5:30pm (TG)

 

13

Free Workshop

Learn How To Avoid Unpaid Consulting

8:00 – 10:30am

(RS)

REGISTER

14

Foundations Program - 5

(Formerly - Quick Start )

 

Upfront Contracts

7:30 - 9:30am

(RS)

15

Open Forum & Workshop

Role Playing

7:30 – 10:30am

(TG)

 

18

 

19

Foundations Program - 4

(Formerly - Quick Start)

Bonding & Building Rapport

3:30 – 5:30pm

(RW)

 

 

20

 

21

Foundations Program - 6

(Formerly - Quick Start)

PAIN

7:30 - 9:30am

(RW)

 

CEO Council – Group A

8:00am – 1:30pm

(SS)

 

22

Open Forum & Workshop

Cold Call Prospecting

7:30 – 10:30am

(JK)

 

25

Workshop

Overcoming Hidden Weaknesses

3:30 – 5:30pm

(TG)

26

Foundations Program - 5

(Formerly - Quick Start)

Upfront Contracts

3:30 – 5:30pm

(RS)

27

Foundations Program - 1

(Formerly - Quick Start)

Selling System Introduction

7:30 - 9:30am

(JK)

 

 

28

Foundations Program - 7

(Formerly - Quick Start)

Questioning Strategies

7:30 - 9:30am

(TG)

 

CEO Council – Group B

8:00am – 1:30pm

(SS)

 

29

Open Forum & Workshop

Strategic Power Techniques

7:30 – 10:30am

(RW)

 

 

         
NOVEMBER        
         
MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

 

1

 

 

 

2

Foundations Program - 6

(Formerly - Quick Start)

PAIN

3:30 – 5:30pm

(TG)

3

Foundations Program - 8

(Formerly - Quick Start)

Selling System Overview

7:30 – 9:30am

(RW)

4

Foundations Program - 2

(Formerly - Quick Start)

Sales/Self Management

7:30 - 9:30am

(JK)

 

5

No Class

8

Workshop

Vendor to Trusted Advisor

3:30 – 5:30pm

(RW)

9

Foundations Program - 7

(Formerly - Quick Start)

Questioning Strategies

3:30 – 5:30pm

(JK)

 

 

10

Strategic Sales Management

‘Improving Sales Performance’

8:00am - 10:00am

(RS)

 

11

Foundations Program - 3

(Formerly - Quick Start)

Prospecting

7:30 - 9:30am

(RS)

 

CEO Council – Group B

8:00am – 1:30pm

(SS)

12

Open Forum & Workshop

How to Use LinkedIn to Get Referrals

7:30 – 10:30am

(JK)

 

15

Management

Cornerstones -

Boot Camp

8:00am - 5:00pm 

(JC)

 

 

16

Management

Cornerstones -

Application Series

‘Managing in the Zone- Revisited’

8:00am-12:00pm   (JC)

 

Foundations Program - 8

(Formerly - Quick Start)

Selling System Overview

3:30 – 5:30pm

(RW)

 

17

Free Workshop

 

Break the Rules...And Close More Sales

REGISTER

8:00 – 10:30am

(TG)

18

Foundations Program - 4

(Formerly - Quick Start)

Bonding & Building Rapport

7:30 - 9:30am

(JK)

 

CEO Council – Group A

8:00am – 1:30pm

(SS)

 

19

Open Forum & Workshop

Trade Show Selling

7:30 – 10:30am

(TG)

 

22

Workshop

Managing Your Sales Pipeline

3:30 – 5:30pm

(RS)

23

Foundations Program - 1

(Formerly - Quick Start)

Selling System Introduction

3:30 – 5:30pm

(RS)

 

24

25

THANKS GIVING

26

NO CLASSES

29

 

30

Foundations Program - 2

(Formerly - Quick Start)

Sales/Self Management

3:30 – 5:30pm (JK)

 

 

 

 

 

         
DECEMBER        
         
MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

 

 

 

1

Strategic Sales Management

‘Maximizing Personal Performance’

8:00am - 10:00am

(TG)

 

2

Foundations Program - 5

(Formerly - Quick Start)

Upfront Contracts

7:30 - 9:30am

(RW)

3

Open Forum & Workshop

Complex High $ Deals

7:30 – 10:30am

(RS)

 

6

Workshop

Four Crucial Elements of Success

3:30 – 5:30pm

(RS)

 

7

Foundations Program - 3

(Formerly - Quick Start)

Prospecting

3:30 – 5:30pm

(RS)

 

8

Cold Calling Clinic

*Pre Registration and Fee Required

 

8:00 – 4:30pm

(TG) (JK)

 

9

Foundations Program - 6

(Formerly - Quick Start)

PAIN

7:30 - 9:30am

(TG)

 

CEO Council – Group B

8:00 – 1:30pm

(SS)

 

10

Open Forum & Workshop

Negotiating with the Savvy Buyer

7:30 – 10:30am

(JK)

13

14

Management

Cornerstones -

Application Series

‘Negotiating’

8:00am-12:00pm   (JC)

 

Foundations Program - 4

(Formerly - Quick Start)

Upfront Contracts

3:30 – 5:30pm

(JK)

 

CEO Council Executive Briefing & Boot Camp

8:00 – 11:30am (SS)

*pre-registration required.

 

15

Foundations Program - 1

(Formerly - Quick Start)

Selling System Introduction

7:30 – 9:30am

(TG)

16

Foundations Program - 7

(Formerly - Quick Start)

Questioning Strategies

7:30 - 9:30am

(JK)

 

CEO Council

Group A

8:00 – 1:30pm

(SS)

17

Open Forum & Workshop

Qualify, Close & Present

7:30 – 10:30am

(RW)

20

HAPPY

21

HOLIDAYS

22

From EVERYONE

23

at THE

24

TRAINING CENTER

 

27

 

28

 

29

30

HAPPY

31

NEW YEAR

 

JC John Condry
TG Tom Grau
JK Jim Kaufman

SS Scott Simons
RS Robert Sinton
RW Bob Waks

 

WORKSHOP DESCRIPTIONS

 

*Behavioral Selling Skills - Know and understand your own behavioral style, recognize your customer's behavioral style and learn to adapt, thereby increasing your chances for a successful outcome. Pre-registration and fee are required,

DISC profile, and materials included.
 

Bonding & Rapport - How to create rapport in less than 5 minutes.
 

Budget – What are they willing to invest to fix the problem?

 

CEO Council - The CEO Council is an organization that brings together dynamic, goal driven CEOs that meet as a group for a half day a month to learn, share knowledge and experiences in a peer to peer setting with non competing companies, with one goal to build larger enterprises. CEO Council also meets once per quarter for CEO Council BOOT CAMP.  The CEO Council if for Presidents, and owners of businesses and is by invitation and referral only. 
 

Client Retention & Client Referrals - Learn how to grow your business by tapping into your 'goldmine' (your clients).
 

Close The Deal - Learn how to set Up-Front Contracts to get prospects to make decisions. Also learn how to ‘close’ at all stages of the sales cycle.

 

Cold Calling Clinic - Special One-Day program:  Learn how to make more effective cold calls, discover new techniques, participate in role playing, learn how to overcome call reluctance, and much, much more.  Includes your own personal Extended DISC ® Sales Style Analysis and lunch.  $195 investment for current President's Club Members. $249 investment for Non-President's Club Members.
 

Cold Call Prospecting - Learn more effective cold calling approaches.
 

Complex High $ Deals - If you have a long sales cycle with many decision makers, come and learn how to manage the account and shorten the sales cycle.
 

Decision - Understanding everything about the decision process.
 

Drill For Skill - Learn how to handle the toughest things prospects can say to you. Get some practice using the techniques you have learned.

 

Foundations Program -  (Formerly Quick Start 1 - 6). This 'modified' eight (8) week program is focused on a specific area to support an overall effectiveness in sales.  From a systematic selling system introduction, to Sales/Self Management, Prospecting, Bonding & Building Rapport, Up-Front Contracts, PAIN, Questioning Strategies followed by a selling system overview, each topic is explored in a way that allows the participant to understand and adapt the concepts, strategies, and tactics to his or her individual style and circumstance.  The result is a more effective control of selling situations from beginning to end.
 

Four Crucial Elements Of Success - Increase desire, motivation and commitment. Develop a better outlook and learn how to take responsibility for failure.

 

How to Use LinkedIn to Get Referrals - Learn how to use LinkedIn to get more referrals.
 

Magic Formula For Success - The 10 steps to sales success.
 

Management Cornerstones - Ideal for managers wanting to become more effective in goal achievement, controlling your schedule, creating systems, etc.

 

Managing Your Sales Pipeline - Learn how to create a sales pipeline and what prospects you need to add and remove from your pipeline.

 

Negotiating Skills - How to improve your negotiating skills with savvy buyers.
 

Overcoming Hidden Weaknesses - Several of the common weaknesses salespeople exhibit will be explored. You will learn a process to identify and overcome these weaknesses.
 

Overcoming Self-Limiting Beliefs - A program designed to provide self-affirmation to overcome any and all of the self-limiting beliefs that tend to hold us back from achieving our goals and fulfilling our dreams.
 

Pain Clinic - Stop selling Features and Benefits and gain leverage.
 

Post-Sell - How to ensure you don’t lose what you sold today.
 

Qualify, Close, & Present - The complete Selling System.
 

Raising Your Self-Concept - You will only perform to the level of your self-concept. Learn how to raise yours to new

heights.
 

Referrals - The five strategies on growing your business.
 

Role Playing - Practice what to do in various selling situations.
 

Sales Activity Management - Are you doing the behavior?
 

Sales Competencies - A self-evaluation on how you rate on the 21 critical competencies.
 

Strategic Power Techniques - Learn how to master the tactics of negative reverse selling, reversing, dummy curve, etc.
 

Trade Show Selling - Do you do trade shows because you've always done them...or to actually generate business?

 

Vendor to Trusted Advisor - Learn how you can go from a vendor to a trusted advisor with your clients.