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Thanks for delivering what your marketing materials promise and exceeding my expectations ten-fold.
- Deborah Wear-Finkle, MD, MPA
This program fits my needs perfectly. If I had to choose again, I'd choose it again in a heartbeat. I highly recommend it.
- Kevin J. Devine, MPA
You consistently demonstrate a superior knowledge and understanding of B2B consulting, executive coaching, marketing, sales, and customer service. Your vast experience, ideas, integrity, and talent have been vital as we take our business to new horizons.
- Dick Powell
The program brings not only an incredible wealth of broad-based business experience to building effective executives,, but one of the smartest and most strategic frameworks to ensure success among a variety of executive stakeholders.
- Suzanne Ross
The program is practical and straightforward, building on real-world leadership issues and challenges; and providing highly effective tools. Using a multi-dimensional training approach that includes group lectures, role playing, personalized one-on-one communication, self-authored books and DVDs, the program not only ensures that learning is effectively passed on but that it sticks like Velcro.
- Tristan B. De La Rosa
Andrew has a rare gift for distilling a clear, step-by-step approach that ensures outstanding achievements. I recommend his work for anyone interested in a streamlined, no nonsense approach to breakaway performance.
- Peter Meyers
I must say that your material is very good. I have purchased some of your competitors' products, but I find that your content is far more advanced.
- Michael Inglis
The IBG Program was an invaluable addition to my toolkit. Rich in content and filled with implementable tools; this capacity builder gave me the immediate confidence to engage in strategic level business discussions, provide meaningful insights and offer operational level solutions. There is no equal. Enroll, complete the program and you will not be disappointed!
- T.M. Dickens
Before signing up, I had high expectations for the coaching portion of the program but suspected that I would glean little in terms of business. I could not have been more mistaken. The CASTLE model you developed provides the framework I had hoped to learn when I earned my MBA and one which I desperately sought for both my management consulting practice and when teaching graduate business courses.... both a rock solid program and an individually empowering experience.
- Jeffrey G. Soper, MBA, Ph.D., Partner at LIPPartners and author of the upcoming book Making Things CLICK: Finding Your Fit or Creating one That Works
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FREE Email Course, Business Coaching Podcasts, and Open House:
Sign up for our weekly podcasts, invitations to our "Open Houses," and our powerful 5-part email course: How to get all the clients you can handle as a Certified Business Coach. Enter your email address in the box below:
Here Are the Training Modules in Your Sales Coach/Trainer Curriculum…Included as Part of Your Business Coach Certification Training, Which Also Gives You the Designation of Certified Sales Trainer & Coach
- The psychology of selling and why people buy.
- The psychology and attitudes of the successful salesperson.
- Coaching to alter limiting perceptions and beliefs that can hinder selling effectiveness.
- Establishing credibility with prospects while building trust and relationships.
- Making a strong impression in the very first minute of a meeting.
- Conversations to assess the buyer(s) and fit.
- Powerful questions that compel a prospect to buy.
- Conversations to close the sale.
- Dealing with prospects who won’t make a decision, or seem to be looking for free information.
- Conversations to demonstrate value to the prospect…in ways that overcome pricing sensitivity.
- Methodologies to anticipate, prepares for, and handle objections.
- Getting on equal footing with the buyer.
- Fundamental negotiating tactics to make the best deal.
- Controlling the sales process…even while giving prospects the feeling that they are in control.
- Handling the prospect that has a tight budget and is price-sensitive.
- Turning a firm “no” into an enthusiastic “yes.”
- How to prepare ahead of time for a sales meeting with a prospect.
- Defining the sales process.
- Discovering and using the prospect’s intellectual and emotional hooks for buying.
- Thinking like a business owner: The salesperson’s revenue model and key metrics to track.
- Lead generation and prospecting tactics that still work in today’s competitive marketplace.
- Using the telephone to generate leads and make sales.
- The focused prospect approach to converting more sales in less time.
- Reaching the top decision makers.
- Mastering the elevator pitch.
- Communicating benefits and advantages, not just features.
- Turning the prospect’s problems into a compelling need to buy…now.
- Referral- and relationship-based selling.
- Selling for lifetime value.
- Developing major accounts by creating a strategic plan.
- Managing time for success.
- Winning the complex sale.
- Winning the competitive sale.
- How to overcome call reluctance.
- Selling professional services – becoming a rain maker.
- Setting sales goals and breaking them down into manageable action steps.
- Effective pipeline tracking and management.
- Coaching the sales manager and coaching to improve sales force management.
- Cutting edge tactics and tools to close sales online including social marketing for salespeople.