Sales Training Seminars

The Negotiation Institute also offers sales training seminars. We specialize in on-site seminars for five or more people on all of the courses listed below. An in-house sales training seminar can be held in any location at a time of your choice.

Each training seminar will be custom tailored to specifically meet the needs of your organization. These sales training workshops can have a very positive impact on the future of how both you and members of your organization conduct sales.

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Seminars Summaries

Professional Sales Training Seminar

This is a 3-day program covering all the essential elements leading to the creation of a successful sales team. Improve your bottom line and create more profit. This program includes eight of our most effective sales modules with exercises and role-playing.

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Motivating Personal Growth

This session contains powerful ideas for mastering the "inner game" of motivation, positive thinking, and goal setting. Participants learn the art of self-motivation by gaining the understanding of how attitudes are formed- and changed. They become aware of how conditioning plays an important part of their lives and how sometimes, change is necessary to produce the desired result. One realizes that the axiom "If you do what you've always done, you will get what you've always gotten" is all too true.

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Building Rapport & Relationships

Like any professional, you need to prepare yourself mentally, physically, and emotionally for the day ahead. This program provides you with a checklist of all the items you need to do to start your day.

Setting daily goals, checking one's attitude, using positive affirmations and visualizations, and being up-to-date on your company as well as the competition are all part of the process.

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Adapting to Different Social Styles

"People enjoy doing business with people that they like, feel comfortable with and trust." In this session, the participant will learn how personality plays a large role in human behavior and building relationships.

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Questions and Exploring For Needs

Asking questions is an effective way to uncover your customer's needs. Questions permit you to control the stream of conversation in any direction you choose. You can point out the value of owning the product you're selling and how it fills the needs you've discovered in the questioning.

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Active Listening

This listening workshop will enable each participant to learn how to listen effectively. Listening should NOT be taken for granted. You must really want to listen to become an effective listener.

You will learn and practice the two rules of becoming an effective listener.

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Selling Benefits & Selling Value Demonstrating the Value of Your Product

"People buy what products can do, NOT what they are." In this workshop, participants will learn the difference between a FEATURE and a BENEFIT.

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Overcoming Objections

Objections are a fact of life - they come with the territory. They usually can be limited to just a few categories (4 actually) - the rest are just variations of the theme.

All objections can be handled in virtually the same manner. We will list every conceivable rebuttal or objection that the client could possibly raise, and demonstrate how they are handled successfully using the same methodology.

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Sealing the Deal (How to Close any Sale)

Fear of rejection is the primary reason why salespeople do not ask for the order. Participants will be introduced to a different way of viewing rejection. Remove the fear of failure by learning to use trial "closes" or "temperature taking questions" to feel out a client. You will be taught to recognize a "buying signal" and ask for the customer's commitment in a non-threatening manner.

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The Art of Closing the Sale Seminar

Learn the techniques that will allow you to control a sales call. Refine your ability to increase your close efficiency, reach your quotas and lead more prospects to buy. Strengthen your presentation.

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Changing Controversies into Resolutions of Conflict

Customer satisfaction is everything! Your staff must be more than competent. They must realize their powerful role in establishing an atmosphere of helpfulness and good will with a customer.

Learn To Changing Controversies into Resolution

Professional Sales Training Refresher Course

This program is given approximately 6 weeks after the completion of the 3-day Professional Sales seminar. Richard Florman will review all 9 modules discussed during the initial training and will cover 4 additional modules.

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Selling for Lawyers - The Seven Secrets

Getting new clients in these challenging economic times-What they didn’t teach you in law school.

Law firms are laying lawyers off in staggering numbers. Sole practitioners can’t make it anymore due to a dwindling client population and stiffer competition. This course teaches you not only basic, transparent selling techniques but ethical approaches to marketing, client retention and creative advertising strategies.

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The Internet Success Model™

This workshop discusses the Internet Success Model™ and how companies can take advantage of the web to increase sales. The seminar takes the nebulous world of the Internet and breaks it down into a realistic view of what can be done to effectively harness the power of the web to increase sales. If your company cannot be found in a simple search of the Internet, your business does not exist according to the new way of thinking.

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Search Engine Ranking (SEO Training)

Many search engine optimization (SEO) companies are popping up, claiming to implement appropriate SEO techniques, but few have the real know-how or experience to do so. This seminar is taught by one of the first SEO trainers in the world. He has gone through years of reading, trial and error, and keeping abreast of the latest techniques so to teach the best practices. You cannot learn SEO at school and only a handful of experienced trainers exist. He presents the information in a clear, effective, easy-to-understand format.

Get More Information on the Search Engine Ranking (SEO Training) Seminar