Project Description

SALES TRAINING MODULES:

Below are 9 key performance areas that you can be trained to master. The modules are available at the basic or advanced level, in short 60 to 75-minute seminars up to 2 Day workshops.

SALES PSYCHOLOGY TRAINING

The TGL Sales Psychology Workshops is the # 1 Sales Psychology Training in Jamaica. In this training, participants will identify and begin to eliminate the mental blocks to sales success, develop the mentality and psychological framework that strong and elite sales professionals hone, and understand the Sales DNA weaknesses holding them back.

In the Sales Psychology & DNA Workshop participants will learn:

  1. The Sales Success formula,
  2. The 4 attributes of the number one competence of Elite sales professionals, and
  3. The 6 sales DNA weaknesses that sabotage sales professionals and how to overcome them,

The key benefits to participants and companies are:

  1. Increased enthusiasm and engagement,
  2. Increased commitment to selling,
  3. Decline in excuse-making and blaming.
  4. More sales and commissions.
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SALES PROSPECTING TRAINING

The TGL Sales Prospecting Workshops is the # 1 Sales Prospecting Training in Jamaica. In this workshop participants will learn to become effective and efficient at the process of filling their pipeline through aggressive and consistent hunting. They will identify the framework for isolating who their best leads are, the best channels to reach them, and the best conversation to have them want to meet.

In the TGL Sales Prospecting Workshop participants will learn:

  1. How to source quality leads,
  2. The 4 steps in the hunting process,
  3. The art of effective cold calling and engaging people you have never met.
  4. Getting past the gate keepers
  5. Getting Past Resistance, Objections & Brushoffs (ROB)
  6. Booking a meeting that sticks.

The key benefits to participants and companies are:

  1. Increases in leads generated,
  2. Increases in new meetings booked,
  3. Increases in % of cold calls converted to meetings.
  4. More Sales and commissions.

ENGAGEMENT AND RELATIONSHIP BUILDING TRAINING

The TGL Engagement & Relationship Building Workshops is the # 1 Engagement and Relationship Building Workshop in Jamaica. In this training, participants develop clarity and effectiveness in their approach to the discovery meetings. They develop the ease of being with and dealing with people. They learn the best ways to start these meetings and how to progress through a structured agenda to a fruitful conclusion of the call.

In the TGL Engagement & Relationship Building Workshop participants will learn:

  1. How to prepare effectively for discovery/needs analysis meetings,
  2. How to build rapport and likeability in the first 60 Seconds,
  3. How to build trust and credibility with the suspect throughout the engagement.
  4. How to develop trust, a bond and strong relationships over time, and
  5. How to have relationships generate new business.

The key benefits to participants and companies are:

  1. Increases in the % of suspects converted to prospects,
  2. Increases in # of referrals from Needs Analysis calls,
  3. Increase in the $ value spent by new customers,
  4. More sales and commissions.

CONSULTATIVE SELLING TRAINING

The TGL Consultative Selling Workshops, is the # 1 Consultative Selling training in Jamaica. In this workshop participants confront and dismantle the traditional ways of selling that limits conversion to new accounts and the value of new business. They see the value of engaging suspects using the model of the consultant/doctor, whose primary tools are, questioning, listening and patience.

In the TGL Consultative Selling Workshop participants will learn:

  1. How to use the Why Rule to get to the compelling reason for the suspect’s buying decision,
  2. How to differentiate themselves by establishing their stand-out brand quality,
  3. How to quantify the problem or opportunity for the suspect such that the ROI of their purchase decision is easily measured.

The key benefits to participants and companies are:

  1. Increases in the $ value of new accounts,
  2. Increases in the % of suspects converted to prospects,
  3. Reduction of the sales cycle.
  4. More sales and commissions.

SELLING VALUE TRAINING

The TGL Value Selling Workshops is the # 1 Value Selling Workshop in Jamaica. In this training participants understand the difference between selling price and selling value. They can connect in a powerful way, the value of themselves and the value of their product and company. It will be easier for them to deal with the request/demands for discounts and sell their higher pricing solutions in the marketplace.

In the Fundamentals of Value Selling Workshop, participants will learn:

  1. The posture of the Value Sales professional,
  2. Why prospects will and do buy,
  3. How to ask great questions and enough questions to establish value.

The key benefits to participants and companies are:

  1. Improved Sales margins,
  2. Increased transaction value, and
  3. Increases in the % of successful quotes.
  4. More sales and

SALES QUALIFYING TRAINING

The TGL Qualifying Essentials Workshops g  is the # 1 Qualifying Workshop in Jamaica. In this training participants will understand what it takes to confirm a prospect’s ability to buy based on examining six fundamental qualifying criteria. One of the least used and developed selling skills, the lack of qualifying has resulted in bloated pipelines, pressuring prospects, under and over quoting and the loss of Millions in sales revenues.

In the Qualifying Essentials Workshop participants will learn:

  1. How to uncover the prospect’s budget and money situation,
  2. How to identify and influence the decision maker and decision-making process, and
  3. How to confirm the prospect’s commitment to acquiring a solution.

The key benefits to participants and companies are:

  1. Reduction of the length of the sales cycle,
  2. Increase in the closing rate,
  3. Reduction in the % of objections, stalls and put offs when closing.
  4. More sales and commissions.

SALES PRESENTATION TRAINING

The TGL Make the Case – Sales Presentation Workshop is the #1 Sales Presentation Workshop in Jamaica. From how to structure the presentation to making the bridge to the close, participants in this training participants will appreciate the value to present differently based on people’s learning styles, decision-making styles, and sales personality. They will be more effective at mapping the customers’ compelling need to the solutions that best satisfy that need and sharing that in a way that have the prospects experience their value difference.

In the Make the Case – Sales Presentation Workshop participants will learn:

  1. How to talk about their company and solution in the most compelling way for the prospect,
  2. How to have the presentation be a dialogue,
  3. How to bring up and address objections in the presentation, while steadily securing small yeses towards the ultimate YES.

The key benefits to participants and companies are:

  1. Improved closing rates,
  2. Reduced closing cycle, and
  3. Increased closing value.
  4. More Sales and commissions

FOLLOWING UP AND HANDLING OBJECTIONS TRAINING

The lack of a proper and effective follow-up and the uncertainty in dealing with objections and brush offs has resulted in the loss of millions of dollars by sales professionals. The TGL Follow Up & Objections Mastery Workshop is the # 1 Following Up and Objection Handling training in Jamaica. In this training participants will understand the value of the old Axiom, the money is in the follow-up, identify tools to automate their follow up, and develop powerful responses to objections, reactive responses, brush offs and stalls.

In the Following Up & Handling Objection Workshop participants will learn:

  1. How to develop an automated sales opportunity follow up system,
  2. The most effective mentality to eliminate objections from your sales process,
  3. How to effectively respond to reactionary responses, objections, and brush offs.

The key benefits to participants and companies are:

  1. Improvement in closing rate,
  2. Reduction in the sales cycle,
  3. Increase in transaction values,
  4. More sales and commissions.

CLOSING THE SALE TRAINING

The TGL Closing the Sale Workshop is the #1 Sales Closing Workshop in Jamaica. In this training participants will understand the 10 attributes that distinguish the elite closer from the average salesperson and create a program to develop those attributes within themselves.

In the TGL Closing, The Sale Workshop participants will learn:

  1. The closer’s mentality,
  2. How to identify the right time to ask for the business,
  3. The tools to be ready to close,
  4. Techniques to ask for the business and how to use silence to close more sales.

The key benefits to participants and companies are:

  1. Improved closing ratio,
  2. Growth in the % of sales reps exceeding quota,
  3. More repeat business and referrals.
  4. More sales and commissions.

PERSONAL MANAGEMENT FOR THE SALES PROFESSIONAL TRAINING

The TGL Me Inc Personal Sales Management Workshop is the #1 Personal Management for the Sales Professional Workshop in Jamaica. In this training participants will learn the structure, systems, and routines that high-performing sales professionals use to manage themselves and their business effectively.

In the Me Inc Personal Sales Management Workshop participants will learn:

  1. Effective Goal setting, planning and organizing as a sales professional,
  2. How to use their personal goals to inform their sales goals and the requirements of their sales pipeline,
  3. How to effectively organize their day and how to effectively plan for each meeting/call,
  4. Structures to keep themselves engaged, enthusiastic and consistently doing what’s necessary to win.
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SALES TRAINING WORKSHOPS

We provide training in 9 key performance areas for sales success.

Public Workshops: Occasionally we offer open enrollment workshops where companies send members of their sales teams or individuals participate on their own volition. The two most popular open enrollment workshops are:

Customized In-House Workshops: Companies can build their customized sales training programs from the menu of workshop modules below. A program may be customized according to:

  • Number of Modules
  • Duration of Module (1 hour to 2 days)
  • Level of the Module (Fundamentals or Advanced)
  • Duration of program (1 day to 1 Year)
  • Frequency of Contact (Weekly, Monthly Quarterly)
  • Supporting Services (Manager or Rep Coaching, individual or group coaching)

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