SJS Productions Inc. - Sales Coaching

SJS Sales Effectiveness Systems - Steven J. Schwartz, Author of How to Make Hot Cold Calls

So Your Foot's In the Door...Now What?

One-On-One Coaching

Objectives:

Diagnostic assessment on the application of the Islands of Structure (participants will be asked to apply them immediately following the seminar); assess individual presentation objectives and the steps taken to ensure that the objectives will be met; enhance the effectiveness of the opening and closing remarks; review overall story outline and spices; review the key questions which participants will use to keep control of the meeting; reinforce behavioral change through role-play of the process. The second coaching session is to provide feedback on the success of both the presentation and Islands of Structure, identify roadblocks and recommend areas to improve.

Deliverables:

Two-hour coaching session per participant to review how the Islands of Structure have been applied; enhance the main control questions if required; enhance presentation planning/structure. Reinforcement of the important self-assessment behavior.
One-hour coaching session on performance diagnostics for each participant. When applicable, identify areas where stated objectives were not reached and recommend ways to close those gaps. Identify specific techniques that enabled objectives to be met. Reinforce self-assessment.
Critical best-practices documented for immediate use.

So Your Foot's in the Door - Now What?

Intensive Hands-on Program - Cont'd

Sales Call Audit, Objection Portfolio, Course materials

Customized Two-Day Skills Seminar

One-On-One Coaching
Coaching Support for Management