Sales Training Seminar & Keynote Topics

Your salespeople are busier than ever, but this busy-ness doesn't always translate into business for your company. Sales pipelines are clogged with deals that may be dead or dying. Frustrated VPs of Sales and CFOs struggle to get accurate projections.

If any of the following achievements is on your list of goals, plans or objectives for the balance of this calendar year, attending this special session might be the jump-start you need:

• Developing a sales force that is proactive instead of reactive
• Creating more new business with an organized, predictable and measurable approach to the marketplace
• Having a measurable and repeatable way to approach, present to and engage new customers
• Cleaning the dead deals out of your company's sales pipeline and getting real deals flowing again
• Improving the reliability of your company's sales forecasts
• Nailing down the 3 key metrics that will lead to growth and sales increases
• Getting timely, accurate projections from each salesperson
• Having every salesperson "on message" and using the same sales process to gain repeatable sale results

Discover why your corporate learning is either a strategic advantage or a colossal waste of time. In this fast-based, highly-detailed program, you'll gain information on why so many training programs fail to get traction.

A fast-faced, highly detailed look at what really motivates people, how to break through all of the motivational misinformation and make the management moves that contribute to a highly motivated team. Chris reveals a powerful, underutilized, inexpensive way to motivate yourself and your team.

"We train our salespeople too much and coach them too little," says Chris Lytle. Coaching is the most powerful way to impact the thinking and behavior of a salesperson. However, many managers haven't been coached and think they're coaching when what they're actually doing is one-on-one training. Coaching is a method of helping your people discover what they ought to be doing instead of telling them what to do. Salespeople rarely resist their own ideas. They push back when you tell them to do something, though. A few of the keynote topics:

• What do you mean? Why people don't understand what's crystal clear to you
• A critical key to adult learning
• What your salespeople call relationship building . . . may not
• The Sales Management Trap: How to spend more time managing instead of putting out fires
• Quick lessons in coaching
• Five kinds of one-on-one interaction and when to use them
• The secrets of motivation that motivational speakers don't talk about (the experts, the story, the research-the reality)
• When to use coaching and whom to coach
• The difference between coaching and training

Certified Speaking Professional Chris Lytle shows salespeople how to take control of the dynamics of a sales call and leverage every client contact. You'll develop extraordinary selling skills instead of the e-mailing or faxing skills that reactive salespeople rely on. You'll learn how to shorten your selling cycle, slash the number of objections you must overcome. Best of all, there are no tricks, techniques or high-pressure tactics to learn. With a few subtle, but powerful refinements in the things you're already doing, your sales will soar.

• How to get customers to reveal real issues
• How to sell the future instead of the short-term fix
• Getting face time with people who are too busy to see every rep
• How to earn instant respect and credibility with a new prospect

... and much more.

Topics include:

• The paradox of management: You get paid for doing less of what you got promoted for doing more of
• The Sales Management Trap: How to spend more time managing instead of putting out fires
• Five kinds of one-on-one interaction: What to use when
• When to use coaching and whom to coach
• A systematic, five-step approach to coaching
• The difference between coaching and training
• What do you mean? An eye-opening exercise with a big lesson about communication
• Learning styles: What you need to know
• The secrets of motivation that motivational speakers don't speak about
• The missing metric: Moving salespeople from knowing to doing by adding accountability to training and coaching
• How to develop an action plan for coaching
• What most call relationship building . . . is not
• Pipeline Angioplasty: disturbing trends
• Revive stalled sales: The magic email or voice-mail script

• Why it's so hard to get anyone's attention
• What are we doing? Why it's so hard to carry out the plan
• The Chart / The Choice / The Challenge
• The Chart Relationship Analyzer: Why rating relationships is more critical than rating salespeople
• A quick game with major lessons for success in sales
• The three secrets of success
• Teaching people to win the game within the game
• Discipline: What it is and how to do it
• The secrets of motivation that motivational speakers don't talk about
• Your "default" management style
• Three theories of motivation
• Hygiene factors versus motivational factors
• A dynamic matrix for choosing motivation versus direction, power versus support
• How to set new standards and surpass old limits

Topics include :

• How to manage performance instead of yelling about productivity
• How to set standards to get higher margins
• A shift in thinking that will end "people problems" immediately
• How to run sales meetings your staff would pay to attend
• How to lead, manage, mentor and motivate--and still make your numbers
• How to gnaw your way out of the "management trap"