Professional Sales Presentations

Sales people make many types of presentations to customers and prospects ranging from large formal presentations to informal one-on-one meetings. Participants learn techniques for analyzing the audience, structuring the content, selecting and using visuals, platform skills, handling questions and objections. This workshop is highly experiential and feedback intensive with video recording, playback, and instructor coaching.

Coaching for Improved Sales Performance

Successful sales managers are good coaches. This program teaches sales managers a systematic way to diagnose coaching situations, and increases the manager's flexibility and effectiveness as a coach. It enables managers to reinforce and develop those selling skills that are critical to the success of their sales force. The coaching model for this workshop is Situational Leadership - provided by Blanchard Training.

Please contact Tom Gosselin & Associates, Inc.at your convenience for an initial consultation. We’ll work with you one on one to determine a roadmap to success. We look forward to working with you soon.

Call Today: 617-721-4011

Developing Sales Teamwork

This workshop explores how to maximize your team's effectiveness by utilizing the unique skills and abilities of each member. We combine the framework of team development with the special requirements of a complex sale. This workshop is targeted for long-cycle, complex selling situations with multiple stakeholders on each side of the transaction.

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Sales & Negotiation Training

Selling Skills Workshop

This workshop develops essential selling skills. Topics include: the sales cycle, building trust and rapport, questioning and listening skills to uncover needs, presenting product information, and moving the sale along. Customer situations are used throughout the program. Participants will learn how to establish solid customer relationships and to build a book of business.

Advanced Selling Skills Workshop

This advanced selling skills program is designed for experienced salespeople. Emphasis is placed on identifying a salesperson's preferred selling style, and then working to increase selling style flexibility. Critical customer situations are used throughout the program. Participants will learn how to better service existing accounts and to generate new business at prospective accounts.

Practical Negotiating Skills™ for Sales Professionals

This program focuses on the selection and use of the most appropriate negotiating tactics for specific customer situations. Participants learn how to exchange currencies other than price in order to reach win/win agreements. Depending on the needs of your sales force, optional modules such as team and contract negotiations can be included. Based on the book by Tom Gosselin - Practical Negotiating: Tools, Tactics & Techniques, John Wiley & Sons, 2007.

Strategic Account Management

Whether your main sales issue involves: acquiring new customers, broadening penetration of existing accounts, or retaining your customers, this workshop helps you address your key strategic issues. Participants focus on developing a strategy to build on strengths and key differentiators, while identifying and addressing areas of vulnerability. They explore value-added services to meet client needs and develop deeper relationships.