Active Listening
A scientific learning instrument, the Personal Listening Profile is used to show participants their listening strengths and weaknesses. Five critical listening areas are reviewed and specific techniques are discussed and practiced to help participants become better listeners.

Active Listening for Customer Service People
A scientific learning instrument, the Personal Listening Profile is used to show participants their listening strengths and weaknesses. Five critical listening areas are reviewed and specific techniques for customer service professionals are discussed and practiced to help participants become better listeners.

All Companies Are Not Created Equal
Since many companies may appear similar to potential customers, salespeople need to know how to professionally and quickly differentiate their firm. This course examines your strengths and limitations and those of your major competitors to identify areas where you can capitalize on the competitor's limitations and how to best defend against their strengths.

Asking the Best Questions
We examine why some people are hesitant to ask questions, and why they are necessary to understand your customer and prospect. Skill exercises on probes, open and closed-ended questioning techniques, asking questions the right way, exploratory questions, hypothetical questions, agreement/closing questions will teach participants different methods of constructing effective interviews.

Assessing Your Business Relationship w/Key Partners
Strong business relationships are important to business growth. This course provides participants with information needed to assess where the relationship is today (the nine traits of strong business relationships) and what actions to perform to strengthen the relationship.

Basic Sales Fundamentals and Core Competencies
This program reviews the basic fundamentals required for professional selling. It is intended for people are entering a career in sales for the first time, and includes basic areas like what is professionalism, why honesty and integrity are so critical in sales, and where to go when they need help.

Behavioral Interviewing Skills
It's not easy to know how to ask the right questions in an interview. This course will provide the participant with the ability to identify the best candidate for any position, by asking questions about how the candidate handled a situation in the past. Knowledge about past performance can be an excellent indicator of probable future performance. This program outlines a questioning process to identify if the candidate can demonstrate the behaviors required for the job.

Behavioral Styles & Leadership Styles
With the use of a scientific learning instrument, the Leadership Profile, natural leadership styles are uncovered and examined. Effective leadership techniques for the current situation are explored and discussed to enhance the leadership skills to fit the situation.

Behavioral Styles & Selling Styles
With the use of a scientific learning instrument, the Personal Profile System, participants learn about their interpersonal strengths and limitations and how their behavior affects others. Techniques are taught to recognize and adapt to another person's behavior style and how to best interact with difficult and/or different people to increase sales productivity.

Behavioral Styles & Servicing Styles
With the use of a scientific learning instrument, the Personal Profile System, participants learn about their interpersonal strengths and limitations and how their behavior affects others. Techniques are taught to recognize another person's behavior style, and how to adapt and best interact with difficult and/or different people to increase customer satisfaction.

Building Successful Work Teams
Participants will learn how they can participate more effectively on a team to achieve specific results. Team results can include external functions like increasing sales effectiveness, enhancing customer service, exceeding client expectations, or internal areas like improving interdepartmental relations, more effective project management, running better meetings, etc.

Client Focused Interviews
This course is for customer service and consulting professionals to teach and interview process focused on their client. A client focused interview uncovers important business and personal issues, enhances the personal credibility of the service professional, and shows how to add specific value to each client to grow business and develop stronger relationships.

Coaching & Counseling Sales People
Sales managers will learn and practice five coaching keys needed to increase sales productivity, open new accounts, and develop a winning team spirit. Coaching and counseling techniques will be examined and practiced to show the what's, when's and how's of coaching.

Commitment to Action/Closing
This session will teach participants an arsenal of techniques for gaining commitment from a prospect/customer to advance the sale. This includes closing the sale and also focuses on the "little closes" necessary to eventually get the order.

Confronting Constructively
This course provides a vehicle for a manager to analyze and react to a conflict situation with an employee. The process is constructive in nature dealing with the problem and not individual. The goal is to set the stage for helping the employee to get on track.

Coping with Stress
Studies show that people who develop and use relationship-coping resources deal with their stress far more effectively than those who rely only on personal-coping strategies, such as diet and exercise. This course utilizes a Coping with Stress Profile to identify one's relationship-coping resources (problem solving, communication, closeness and flexibility). Strategies are addressed for developing greater competency in each of the relationship-coping areas.

Creating the Right Motivational Environment
Ideally, a strong motivational drive already exists in your people and it is up to the manager or team leader to channel this drive to get maximum performance and desired results. This course will show managers what they can do to create the "right motivational climate" for each person.

Creative Financing
This course helps sales professionals understand how to create more value without lowering price or margin. Rather than assuming the prospect is better suited to arrange financing, participants learn how to give the prospect options for buying now which include a variety of leases including the capital lease, the operating lease, the fiscal funded lease and other technology refreshment programs.

Customer Focused Sales Interviews
A professional "sales interview process" to learn probing and questioning skills required to discover a prospect's important business needs, goals, priorities and their personal win. This course structures professional sales interviewing techniques and helps salespeople establish credibility, and qualify opportunities more effectively, which saves time and increases productivity.

Customer Focused Telephone Sales Interviews
This course teaches telephone sales professionals an interview process to discover a prospect's important business needs, goals, priorities and their personal win. This course structures professional sales interviewing techniques and helps salespeople establish credibility, and qualify opportunities more effectively, which saves time and increases productivity.

Dealing with Complaints, Resistance & Objections
This course teaches customer service and consulting professionals a process to effectively deal with a client's complaints, resistance or objections. Participants learn a non-confrontational process to deal with all levels of complaints, resistance and reluctance by helping their listener see issues from a new perspective.

Delegation and Priority Management
Many people today feel they have too much to do, and too little time to do it. There can be a tendency to put the Urgent things before the really Important things. This program helps participants identify their most important key responsibilities, and to make them top priority. It also shows participants when and how to delegate tasks and responsibilities to others.

Developing Your People
Developing your people requires versatility (the skill), and flexibility (the will) to adapt to three variables - task, people, and situation. This course reviews four levels of development and the actions managers can do to move their people through the development process.

Diversity in the Workforce
Our increasingly diverse society is reflected in growing workforce diversity. This program utilizes the Discovering Diversity self-assessment profile, to help participants discover their personal comfort level with people different from themselves. Methods to understand the impact of one's behavior on others, and to limit the influence of stereotypes are addressed, in order to reduce conflict and transform knowledge into acceptance and empathy.

Effective Time Management
Important time management techniques are examined with the use of a scientific learning instrument - the Time Mastery Profile. Strengths and weaknesses are identified and immediate areas of improvement are discussed and analyzed before individual action plans are created.

Establishing Credibility & Trust
When people first meet, there are three unasked questions on their mind - Can I trust this person? Is he or she committed to our success?; and Do they really care about me? This course will provide a specific methodology to help answer these three unasked questions and build and maintain credibility and trust quickly.

Establishing Credibility and Trust Over the Phone
Telephone sales and customer service people learn proven methods for building credibility, establishing trust and developing rapport quickly with their customers and prospects. Since people prefer doing business with people whom they trust and feel comfortable with, this course will help build stronger relationships at existing accounts and shorten the sales cycle needed to open new accounts.

Establishing Credibility As A Consultant
When people first meet, there are three unasked questions on their mind - Can I trust this person?; Is he or she committed to our success?; and Do they really care about me? This course will provide professional consultants a specific methodology to help answer these three unasked questions and build and maintain credibility and trust quickly.

Gaining Commitment on the Telephone/Closing
This session will teach telephone sales professionals an arsenal of techniques for gaining commitment from a prospect/customer to advance the sale. This includes closing the sale and also focuses on the "little closes" necessary to eventually get the order.

Hiring the Right Employee
It's not easy to know how to ask the right questions in an interview. This course will provide the participant with the ability to identify the best candidate for any position, by asking questions about how the candidate handled a situation in the past. Knowledge about past performance can be an excellent indicator of probable future performance. This program outlines a questioning process to identify if the candidate can demonstrate the behaviors required for the job.

Introduction to Leading vs. Managing
There is a distinct difference between leading and managing. This course explores the management tasks of controlling hard assets like inventory, equipment, account receivable, and cash and leadership Qualities needed to inspire people to achieve new heights.

Making Customer-Focused Presentations & Proposals
A great sales presentation or proposal is one that moves the prospect to take positive action and eventually buy; not the presentation the sales team considers great. This course teaches participants how to formulate and arrange customer focused feature/benefit messages in their presentations and proposals.

Managing & Growing a Successful Consulting Business
Participants will learn the step-by-step strategies required to satisfy client expectations and increase their billable hours. Topics include prioritizing activities, establishing objectives, analyzing key opportunities, organizational dynamics, developing client relationships, personal selling for the non-sales professional, the difference between being busy and being effective, setting expectations and deliverables, project reviews, getting testimonials and developing follow-on business.

Managing Change
Change is a constant element in organizations today. This program is designed to help managers understand the emotional cycles human beings go through when facing change, in order to enable employees to accept the changes most readily. Methods for communicating nonnegotiable changes are discussed, as well as strategies for becoming an effective Change Agent.

Managing Expectations
This course is designed to help any employee learn strategies for maximizing their sense of fulfillment in their job. It uses the Managing Work Expectations self-assessment profile to help identify one's spoken or unspoken needs for job satisfaction. It also addresses effective strategies for communicating these expectations, in order to increase job satisfaction and improve performance.

Managing Performance Discussions
This course provides a process to help a manager have a discussion with an employee when performance needs to improve. Key communication skills are addressed, as well as a step-by-step outline for conducting the discussion in a way that respects the individual, and encourages him or her to take responsibility for improving performance.

Myers Method Business Writing
This online writing workshop will show you how to write the business and technical documents that your job demands. Learn techniques professional writers use to overcome writer's block and produce clear, concise, and complete memos, letters, and reports. Work with a MYERS Method consultant with carefully selected writing assignments and samples of your own as you discover terrific tips to write more efficiently.

Negotiating a Win/Win
The best negotiating technique is a Win/Win approach, which refers to partnering with the customer, so that the end result is a satisfactory outcome (a win/win) for both sides. This course provides the insight and skills necessary to reach a win/win for small or large negotiations.

Overcoming Objections on the Telephone
Salespeople will learn why challenging questions, stalls and objections are normal in the sales process and how to effectively deal with them so they can continue to sell. This module is for telephone salespeople and presents a method for dealing with different types of resistance that is non-confrontational, and helps their prospect or customer see issues from a new perspective.

Overcoming Objections
Salespeople will learn why challenging questions, stalls and objections are normal in the sales process and how to effectively deal with them so they can continue to sell. This module presents a method for dealing with different types of resistance that is non-confrontational, and helps their prospect or customer see issues from a new perspective.

Performance Management
Each step of an effective performance management program is addressed in this course: 1) Goal Setting, 2) Informal Progress Reviews, and 3) Performance Appraisal. This program helps the participant understand the communication process necessary to effectively manage an employee through each step of the performance management cycle.

Personal Accountability
It's a common phenomenon in organizations today to hear people blame other employees, their manager, or the organization for their problems. As a result, dissatisfaction grows and productivity suffers. This program helps participants understand that how they perceive and respond to events around them is their personal choice. It encourages greater personal responsibility and accountability - which positively impacts the individual, team and organization.

Prospecting by Telephone & Pre-Call Planning
This course will show participants a step-by-step process to approach high potential accounts over the telephone using a scientific method of prospecting. Participants will learn how to prepare for the key elements of who to call, what to say, and how to create interest and gain commitments to action.

Prospecting for New Opportunities/Pre-Call Planning
This course will show participants a step-by-step process to approach high potential accounts using a scientific method of prospecting. Participants will learn how to prepare for the key elements of who to call, what to say, and how to create interest and gain commitments to action.

Qualifying New Opportunities
Effective probing and questioning techniques help your customer service people qualify new opportunities. This course shows participants how to use various probes and questions to identify and qualify new business opportunities.

Questions are the Answer/Qualifying New Opportunities
Effective probing and questioning techniques help your customer service people qualify new opportunities. This course shows participants how to use various probes and questions to identify and qualify new business opportunities.

Reinforcing Understanding Behavioral Styles
This course reinforces insight into your behavioral style as well as your awareness, understanding and appreciation for other behavioral styles. Equally important, you are reminded of techniques for adjusting your behavior to enhance your effectiveness with others.

Selling V.I.T.A.L. Accounts
Checking the V.I.T.A.L. Signs at Key Accounts

Vision of each player
Impact of key issues
Time frames involved
Assets (strengths)
Liabilities (weaknesses)

Every salesperson has large or key accounts that require the development of both strategy and tactics. Regardless of the experience level of the salesperson, this course provides a process to assess the strength of the relationship, analysis of the top individuals and their key issues, how to develop a win-win strategy for success, and what tactics required to successfully implement the strategy.

Setting and Communicating Goals & Expectations
When people know exactly what is expected of them, they are in a better position to achieve higher performance levels. This course examines the critical steps required to set and communicate goals and expectations to achieve results.

Sexual and Workplace Harassment Prevention
Companies today understand the need for providing sexual and workplace harassment awareness training to each individual in the organization. This program helps participants understand the law, and what is and is not harassment. It provides an understanding of managerial responsibilities, and encourages employee awareness.

Team Development
This course is effective with a new or existing team that wants to work more effectively together. It facilitates a process for enhancing communication and understanding, while also identifying clear goals, each team member's roles, and the processes they need to perform to work most effectively together.

Team Selling & Executive Bridging/Proving Your Value
Team Selling, an important business strategy, teaches techniques for sales, management and professional customer service people who are assigned the task of working on a specific account. Executive Bridging skills are necessary to build solid relationships at multiple levels within key accounts before they become necessary.

Team Selling & Proving Your Value
This course is for telephone salespeople who participate as part of a sales team. Team Selling, an important business strategy, teaches techniques for sales, management and professional customer service people who are assigned the task of working on a specific account.

Territory and Account Management
In this course, salespeople analyze their current territory management skills to uncover immediate areas of improvement; which accounts are consuming their time; are these accounts profitable, and is this is the best utilization of their time. Participants will learn what changes to make to be more effective in their territory.

The 21st Century Sales Professional
Professionalism is what successful selling is all about because people buy from people. Salespeople learn what it takes to be a professional in today's fast paced selling environment.

The Sales Professional Makes the Difference
With so many products and services appearing similar, the professional salesperson can, and usually will, make the difference. This course will show participants what it takes to be considered a professional salesperson and how this will help differentiate them and their company from the competition.

Time Management for Consultants
Important time management techniques for professional consultants are examined with the use of a scientific learning instrument - the Time Mastery Profile. Strengths and weaknesses are identified and immediate areas of improvement are discussed and analyzed specific to professional consultants before individual action plans are created.

Time Management for Customer Service People
Important time management techniques for customer service people are examined with the use of a scientific learning instrument - the Time Mastery Profile. Strengths and weaknesses are identified and immediate areas of improvement are discussed and analyzed specific to customer service people before individual action plans are created.

Time Management for the Sales Professional
Important time management techniques for sales professionals are examined with the use of a scientific learning instrument - the Time Mastery Profile. Strengths and weaknesses are identified and immediate areas of improvement are discussed and analyzed specific to sales professionals before individual action plans are created.

 Trade Show Selling
This course teaches participants specific techniques that turn an expensive trade show event into a profit making sales opportunity. Participants learn the differences between trade show selling and field selling or telephone selling, basic "boothsmanship" duties such as greeting visitors, the important initial 30 seconds, qualifying techniques, dealing with the press and competitors and getting the right information for follow-up after the show.

Understanding Behavioral Styles for Better Communications
With the use of a scientific learning instrument, the Personal Profile System, participants learn about their interpersonal strengths and limitations and how their behavior affects others. Techniques are taught to recognize another person's behavior style and how to adapt and best interact with difficult and/or different people to enhance interpersonal communications.

Understanding Behavioral Styles for Personal Relationships
With the use of a scientific learning instrument, the Personal Profile System, participants learn about their interpersonal strengths and limitations and how their behavior affects others. Techniques are taught to recognize another person's behavior style and how to adapt and best interact with difficult and/or different people to reduce conflict and enhance personal relationships.

Using the Telephone Effectively
This module reviews the fundamentals of good telephone habits for sales and customer service people. These fundamentals include tools that will sharpen listening skills, and speaking clearly, talking their language, being positive, making your point quickly and sounding enthusiastic. 

Win/Win Telephone Sales Negotiations
The best negotiating technique is a Win/Win approach which refers to partnering with the customer, so that the end result is a satisfactory outcome (a win/win) for both sides. This course provides telephone sales professionals the insight and skills necessary to reach a win/win for small or large negotiations.

Writing to Get Action
Most people try to apply the academic writing principles they learned in college to an overheated, overworked marketplace, and fail utterly. This course teaches business professionals how to develop and showcase winning ideas in powerful formats with an assortment of planning, writing, and editing tools for letters, memos, and e-mail.