Programs offered by Sales Motivation Solutions were developed from extensive sales, management and training experience by Bill Fitzpatrick, sales coach and author. These high energy programs are designed to help each participant improve performance in a sales or sales management environment. Better training will lead to improved retention.

A Positive Approach to Increasing Sales

This high energy seminar is designed for an experienced sales force and is best offered in conjunction with a scheduled sales meeting. Material presented is tailored to the group based upon a pre-visit questionnaire completed by the sales manager. The content focuses on a review of the sales cycle and those steps which can lead to improved closing ratios. It involves the participants in defining the cycle itself, and also includes a segment on identifying the true definition of a sales person. The concept of "needs-based" selling is explored and explained with examples. The rule, "People buy what they want from someone who knows what they need" is emphasized throughout. The presentation concludes with a segment on personal motivation and explores ideas on commitment.

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A Practical Guide for Sales Managers

Management training helps sales managers realize they are the key to their own success. Because many managers rarely receive any formal training subsequent to assuming their position, this seminar explores techniques that will assist them in effectively directing the activities of their sales team. Specifics covered include goal setting, basic and reinforcement training methods, time management and planning. Material incorporates techniques to overcome the prime consideration of managers who still must maintain personal sales activities while leading a sales team. The instructional method encompasses lecture and group discussion to personally involve each participant. An expanded version of this seminar explores the whole theory of leadership and leadership traits that can be developed.

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Basic Training for Sales Careers

This basic sales training course is designed to assist new hires in understanding the sales cycle. Material covered includes prospecting for leads, developing presentation skills, resolving objections, closing and follow-up. An extended version of the course includes telephone techniques and role playing. The course material is developed in consultation with the sales manager in order to tailor it to the specific industry and unique sales cycle. The course focuses on "needs based" selling and an understanding of the psychology of sales.

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A Transition Program For Outplacement

This seminar was developed to help down-sized and retiring workers to plan for second careers. Focusing on basic sales techniques, this program helps individuals to prepare effective marketing plans to best present their skills to potential employers. Derived from the pages of "Does Your Resume Wear Jeans" and "Does Your Resume Wear Combat Boots", the material also includes segments on job search, resume writing and interview techniques.

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Finding The Right People

A seminar for recruiters and sales managers on the most effective methods to find and hire sales people. Included in the topics are a discussion of advertising, interviewing, selection and the need to sell the prospect as well as evaluate their trainability for the position.

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Personal Sales and Management Coaching

Everyone gets in a rut sometimes. Even the best athletes in the world fall into a slump and need some suggestions to get back on track. Most hire a coach who can observe their performance and see things they may not recognize themselves. In this program, time will be spent individually with a sales person or a sales manager in a "one-on-one", ride along situation. Operating techniques will be evaluated and specific suggestions for improvement offered. During the visit all conversations will be confidential and each phase of activity will be assessed to offer suggestions on how to build their business.

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