DiSCovering Yourself and Others

This seminar is based on the Personal Profile System, a classic roadmap to interpersonal communication for over twenty years. Discover your behavioral strengths and how to increase personal effectiveness.

Building awareness of behavioral style results in a greater appreciation of differences, an increased understanding of what causes conflict, and creates a powerful foundation to more effective communication.

Research supports that the most effective people are those who know themselves and are willing and able to adapt strategies to meet the needs of the situation.  Discovering Yourself and Others provides the basis to build personal awareness for increased productivity and joy.

Build a Team that Works with C.A.R.E.

Based on the Innovate with C.A.R.E. Profile, attendees will learn what their individual approach is to teamwork. From that understanding we clarify roles and reinforce strengths of all team members. This foundation of awareness and understanding encourages team innovation and problem solving.

High-performance team results are achieved through effective individual contributions. This session will help your team develop an action-plan for increased productivity and enjoyment.

Building a Successful Team

Throwing a bunch of people together does not create a team.  A successful team leader understands that team members must be motivated to share common goals, learn to communicate openly and carry out strategies in ways that fit the strengths and weaknesses of individual team members.

This seminar teaches how to acquire team management skills that create success even when facing the most challenging business challenges.

Marketing vs. Operations

Do these sound familiar?

If you have ever heard any of these phrases (and there are many more), then you are not alone.  Virtually, every situation involving marketing and operations can mean friction.  It can also mean teamwork, delivering quality service and higher revenue through increased occupancy.  This session will take a close look at what people say, determine the issues or myths, identify what is really meant and then offer tangible solutions to solve the problem.  Don't miss it!

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Are you a Buffalo or an Eagle? 
 

Based on the book Flight of the Buffalo by James A. Belasco and Ralph C. Strayer, this seminar explores leadership.  The session illustrates how management must change if your company is to survive the future.

Revelations includes how your organization can become more focused, more flexible and more productive by empowering employees.  The Dimensions of Leadership Profile reveal the leadership styles of participants and explore how each of those styles can be successful in creating an atmosphere of quality, customer satisfaction and personal success for every team member.

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Building Blocks to a Presentation

Developing and making a dynamic presentation can be critical to your marketing and sales process.  This is a presentation on how to do a presentation.  What makes up a good presentation?  What are the most powerful communication tools that every presenter should use?  This presentation will also highlight the representational systems of learning.

PowerPoint 101

Learn the basics of this powerful program to create dynamic and memorable presentations.  Take your presentations to the next level by incorporating multimedia for impact and drama.

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Spray and Pray Only Works for Near-Sighted Painters

The basis for this whimsical title is that most sales counselors tell everything they know to every prospect they meet, regardless of what is most important to the prospect and their family.  This presentation is based on the book "Spin Selling" by Neil Rackham and takes participants into an in depth discussion on the importance of probing and determining prospect needs.  Subjects covered include not only the basics of open and closed probes but also the various types and kinds of questions with which every sales counselor should be familiar.  This session also details other aspects of the selling process, including the importance of linking features and benefits, the use of various closing techniques, and the process of isolating and overcoming objections.  The tools and techniques discussed in this session will help the decision process to move more rapidly, consequently shortening the time between initial contact and closing the sale.

"Road Map" to an Effective Presentation

This is a comprehensive visual map that covers every part of the selling process and guides the sales counselor in giving an effective presentation.  It is a sales plan and outline that must be practiced and internalized by the sales counselor, which will help to develop a self awareness of the process by which all sales are made.

Sales Magic

Sales Magic is based on a book of the same title by Kerry Johnson.  The presentation focuses on building rapport through the identification of different representational systems.  These representational systems of learning (researched at University of California Santa Barbara) divide the human learning patterns into auditory, visual and kinesthetic.  Understanding how other individuals perceive and filter information helps the participant learn to communicate more effectively in any situation.

The Samurai Sales Person

This presentation is based on a book entitled "Samurai Selling."   The focus of this presentation is to help participants understand the power of "KI."  KI is the blending of mind, heart and spirit.  The insight suggests that good communication and the art of selling begins within and revolves around confidence and service.  A highly rated program, this presentation will motivate any audience to achieve greater results and stop blaming others for poor performance.

Lead Tracking and Reporting

One of the most important elements of marketing is the creation and management of a database to make lead tracking easier and more efficient.  This database can be customized to suit your individual needs and enables you to track where your leads are coming from so that marketing dollars can be spent effectively.  It also helps to ensure proper and timely follow-up with each lead, serves as a means of gathering necessary information for marketing and communications plans and saves valuable time in gathering statistics that might otherwise have had to be done manually.  Using a typical lead-tracking program, we demonstrate various functions of the program, make suggestions on the types of information that should be collected and review sample reports.

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Telemarketing is Not a Dirty Word!

While this presentation focuses on telemarketing it also touches on the overall concept of "Integrated Direct Marketing," which explains the importance of combining all marketing methods to generate the greatest response for the fewest dollars.  The premise of this presentation is that the telemarketing component of any integrated direct marketing campaign is usually the weakest.  We help the group explore the reasons for the general aversion to using the telephone in a humorous approach and teach them how to increase their effectiveness on the telephone.  This program helps sales counselors reevaluate their personal beliefs about the telephone and embrace a new concept that the telephone is for selling appointments-not apartments.

Incoming and Outgoing Telephone Control

This session teaches individuals how to use the telephone effectively and how to avoid giving out too much information, therefore negating the need for a personal visit.  "Call Control" mapping is used to teach the fundamental rules for leading the caller to an appointment.  Participants are lead through the process of developing community positioning statements, scripting, asking for the appointment, handling common telephone objections and closing the conversation.  This is an intense learning situation requiring role-playing and follow-up evaluation of implementation of this process.

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