Sales Training

Imagine if...
all of your salespeople could produce like your top performer.


Never has it been more challenging or difficult for a salesperson to differentiate his or her products or services from the competition. Welcome to the "age of commoditization", where the customer tries to drive the sale to price. Our sales training program featuring our solution selling process is designed to differentiate your salespeople from the competitor’s. Salespeople might be the significant differentiator that can be recognized by the customer.

The two skills most essential to increasing the value of a salesperson are the ability to uncover a customer's problem and to persuade the customer that the salesman can uniquely meet those needs. Our selling program equips participants with the tools necessary to strengthen these skills via our dual-stage selling process. Stage one teaches how to qualify a prospect and teaches a questioning strategy to uncover challenges. Stage two is a proven process that converts the customer's problems into a winning sales response that leads to a successful close. This unique program is completely customized to the real world of the participants. We also feature specific areas of training, including:

  1. Manufacturing Equipment Sales
  2. Industrial Equipment Sales
  3. Aerospace Equipment Sales

In a nutshell, our Solution Selling sales training program prepares participants to effectively sell, independent of price. Furthermore, it equips participants with the tools to avoid being outsold, and teaches how to showcase why a customer should buy from you. We want program participants to be seen as a partner, not a peddler, and sell solutions, not products.

What happens the morning after?

Most sales development programs rarely address or have a plan to get training to the company’s bottom line or produce the impact desired by the company. Behavior does not change during a two-day program but only after six months of reinforcement and use. Our six-month implementation plan is what separates our program from others and includes:

  1. Meet with sales management and reach an agreement on what would be reasonable measurable results from the training.
  2. How to coach the "solution selling" process.
  3. Design a mechanism to measure agreed results.
  4. Monthly manager review meetings.

Contact Us

Call us at 301-846-0611
or by using the form below

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Comments

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  • "Imagine learning without being taught! That is the experience I have had each time I've worked with Marc. His uncanny ability to teach through storytelling sets him apart from the traditional workbook style sales training platforms because he weaves in foundation-building skills with contemporary relevance. Salespeople are emotional creatures and while we need to know our product, our job is much more than spewing product specs to our clients. Marc's programs are indeed structured uniquely for each client and his follow up is seamless. It's easy to experience a sample of his narrative genius...simply call him and start a conversation. You may be amazed at what you learn about your organization."

    - Ed Levy, Edventure Promotions

  • "Marc has a unique style that is both direct and informative. His ability to read the needs of people and programs associated with selling is uncanny."

    - David Ferraro, Vice President, Carris Reels

  • "Selling That Works' focus is on the development of your people resulting in increased sales and profits."

    - Jim Hunter, Vice President of Supplier Services, IMS Americas

  • "Marc’s knowledge of basic selling skills and fundamental methods and the engaging way that he presents them to newly promoted line salespeople insure that they retain and use what they have been taught and face new assignments believing they can succeed."

    - Michael A. Harris, Aftermarket Sales and Strategic Alliance Manager,
    Joy Global Underground Mining

  • "Matching our customers' needs with our company's capabilities, while working with the final decision maker, has quickened our sales cycle and led to record growth for our organization."

    - Tim Richardson, Vice President Sales and Development, United Displaycraft

  • "I wanted to thank you for what I believe to be by far the best Sales Training Course I have ever attended. Your course offers an efficient and professional method for successful selling. A complete professional plan that helps each salesperson differentiate themselves from the competition in today's marketplace."

    - Danny Williams, Sr. Account Executive, Vertis Communications