Sales Training Sell More by Selling Less - The book by Rob Malec
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Sales Training Vancouver 

 

Sales Skill Training & Sales Process Improvement Training

Sales Skill Training

Your team will sell more when they sell less.  Sales results improve when they stop selling and start helping, when they stop prescribing and start diagnosing.

Curriculum: During Rob’s one day Conversational Sales Method workshop your team will learn the art of asking great questions that get to the heart of their Prospect’s Pains, Gains and Desired Value.  They will learn how to stop selling Features & Benefits, and start uncovering customer needs toward presenting solutions that help their Prospect’s get the value they desire. In short, they will learn how to stop selling and start helping.


Sales Process Improvement Training

The greatest contributor to your team's sales success is the work they do behind the scenes before ever getting in front of a customer.  Sale strategy creation and sales funnel management are the cornerstones of sales quota achievement.

Curriculum: During Rob’s Sales Process Improvement training workshop your team will learn how to assess their current sales process and identify strengths and weaknesses.  They will come to know the traps and pitfalls that slow down sales velocity and limit deal size.  They will then learn how to follow the path of continuous sales process optimization toward revenue generation results improvement.


Account Management Strategy Creation & Funnel Process Management Training

Participants will learn the core tenets of account management strategy creation.  Once a relationship is developed within an existing account, the team must be effective and efficient at deepening that relationship towards securing more business from that account.
 
Curriculum: During this workshop participants will learn how to identify account contact types and roles as well as deal strengths & weaknesses, create effective strategies to move new deals forward and navigate the account's decision making process efficiently and effectively.  They will also learn the fundamentals behind effective sales funnel process management.


Rob Malec's Training Qualifications

Rob Malec’s qualifications as a trainer are as follows:

  1. Delivery of over 150 sales training workshops across North America since 2001.
  2. Author, keynote speaker to the business community and columnist in Business In Vancouver.
  3. Extensive experience in instructional/training workshop design.
  4. Extensive knowledge & practical experience in teaching how to lead behavioural change, coaching skills, and leadership.
  5. Bachelor of Arts from Wilfrid Laurier University, PE with a strong focus on teaching skills.

“We have engaged Rob's services for several years. He brings clarity & focus to up & coming Managers, and is able to help refocus Sr level managers to work on what counts. He first ascertains the overall objective of the organization with the most Sr. Executives, and then works to that end at all levels with a blend of support, directness, & homework. Along the way he winds in his own past successes & lessons to make the learning relevant. Very good value.”

Leslie Meingast
President and CEO,
The Personnel Department &
Galt Group of Companies

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