Sales Training & Golf Package, Pinehurst, North Carolina

• You are often one of the biggest new revenue generators for the company
• You are often asked to visit major accounts with the sales staff
• You need to know when the sales people working for you are performing properly
• You need to resist customer pressure to lower prices
• You are ultimately responsible for protecting margins

Class sizes are small: there will be one to seven students per class so that individual attention can be provided, and the course can be customized for the markets represented.

If you want to customize your own corporate program for your staff at Pinehurst you might consider the following schedule with Sunday as a travel day:

Sunday:
Travel and optional golf: Arrive at Raleigh Durham Airport, travel to Pinehurst (golf can be made available Sunday afternoon if you arrive by noon).

Monday:
8:00 AM - 12:00 AM: FOCIS® I Workshop: The FOCIS Theory and its application
Lunch
Afternoon: Golf at a leading Pinehurst Golf course

Tuesday: 8:00 AM-12:00 Noon: FOCIS® II: Applying FOCIS to your business
Lunch
Afternoon: Golf at a different Pinehurst Golf Course

Wednesday 8:00 AM - Noon: FOCIS® III: Role playing, the sales process and FOCIS, using FOCIS to improve your presentation
Lunch
Afternoon: Travel (golf optional)

An optional follow-up FOCIS® IV session can be scheduled a month or so after course completion, at additional cost. The location can be your office, our office in Chicago, or back at Pinehurst combined with golf.

Pricing:

The price will be quoted to you upon inquiry. It will include three FOCIS Selling workshop sessions, food and lodging from arrival Sunday noon through lunch on Wednesday. Two rounds of 18-hole golf are included.

Airfare and travel to and from the Raleigh-Durham airport are not included. Pricing on the fourth session varies by location; please inquire.

What is FOCIS? FOCIS® Selling is a method of sales discovery and application which enables business developers to better understand their prospect's needs, and to leverage the knowledge within the sales process. FOCIS is a teaching model that describes the behavior used by the 20% of sales people who account for 70-80% of major sales.

Overview:

Seeking new ways to learn what your prospects and customers really need? Interested in finding a very precise explanation for the complicated process of persuading prospects to select your firm over competition? Looking for ways to shorten the business development cycle, reduce the time for new people to become cost effective, and improve customer/client satisfaction? This 12-hour (three half days) seminar/workshop will present the theory behind a skill for developing new business for companies with sophisticated products and services.

If desired, additional sessions can be scheduled to help participants further apply the theory to their business or to receive in-field coaching. The overall objective is to help you understand the theory of marketing discovery and teach you the skills to use this theory to help build sales at your company. Participants receive a 70 page workbook.

Highlights:

• Learn how you can differentiate your company from competition within the sales process; and prevent commoditization of your offering;
• Learn why 20-30% of professionals produce 70-80% of new clients;
• Discover why traditional sales training is not effective in your marketplace;
• Understand why your prospects and customers only hear a portion of what you say (and learn how to make them hear more);
• Learn how professionals who may be uncomfortable with cross-selling other practice areas in the firm can radically overcome this issue;
• Discover why clients sometimes value your work less than they should, and how to obtain larger margins and higher selling prices.
• Learn how Sales Training can become an on-going process, not an event
• Discover how to shorten your sales cycle, increase your success rate, and reduce the time for new people in your organization to become cost effective as business developers.

Presenter: Philip Krone has been an active marketing professional since 1972. He is President of Productive Strategies, Inc., a management and marketing consulting firm located in Northfield, Illinois that helps companies and associations define and reach their growth objectives. Krone graduated from Duke University with a BA in Psychology and holds an MBA from Northwestern University's Kellogg Graduate School of Management.

Krone is the featured speaker and/or facilitator at professional and trade association conferences, marketing sessions and company programs, and he has published numerous articles, including The Five Levels of Marketing, Managing Sales Reps, and FOCIS® Selling. Clients of Productive Strategies include law firms, advertising agencies, manufacturing companies, utilities, software firms, service businesses, and other professional organizations and trade associations and range in size from multi-million dollar companies to one-person startups.

FOCIS® Selling is a registered trademark of Productive Strategies, Inc.