Persuasion Equation for Performance [PEP™]

The Transactional Sales Model

Course Description -This program is targeted for the smaller, less complex transactional sale. This is the sale to a single decision-maker, normally occuring in one visit. The PEP™ program will teach participants to uncover and develop customer needs. It is designed to help participants recognize when and how to offer solutions so those solutions will be positively received. Finally, participants will be instructed on how to effectively handle objections and gain commitment. This is a 6-8 hour course.

At the end of the PEP™ program, the participant will be able to:

	Identify the types of questions for effectively uncovering and developing needs in order to create value for the price or rate offered
	Recognize when to offer their soutions so those solutions will have maximum impact and more likely be accepted by the client
	Prevent the most difficult objections and respond more effectively to the easier ones
	Obtain an appropriate commitment to advance or close the sale

Persuasion Equation for Performance Plus [PEP+™]

The Consultative Sales Model

Course Description - This program is targeted for all consultants and salespeople who need to create value for their price in the larger, complex sale. It builds on the PEP™ model. The PEP+™ program is based on the premise that people buy based on needs and examines the five stages of a sales call. PEP+™ is designed to help participants recognize the types of questions that will most effectively help them to uncover and develop a client's needs as well as when to offer their solutions to those needs. PEP+™ is unique because it includes a discussion regarding how to recognize and quickly adapt to a client's particular Personality® type. In the end, PEP+™ enables the participant to obtain more commitments and shorten the sales cycle with their clients or prospects. This is a 12-15 hour course.

At the end of the PEP+™ program, the participant will be able to:

	Recognize the five stages of a sales call and tailor their sales strategy to maximize their impact in each stage
	Examine the four client personality types in order to adapt to each client's preferable communication mode for higher impact solutions
	More effectively gain entry to prospective accounts
	Identify the types of questions that will effectivly uncover and develop needs in order to create value for the price or rate offered
	Recognize when to offer their solutions so they will have maximim impact and more likely be accepted by the client
	Prevent the most difficult objections and respond more effectively to the easier ones
	Negotiate more effectively, maintaining maximum profit
	Obtain an appropriate commitment to advance or close the sale

Provide World-Class Customer Service

Course Description - This course was created and designed for people who work primarily in the customer service arena. It helps the participant to identify which category of dissatisfaction a particular customer or prospect fits into and then proceeds to demonstrate how to interact most effectively with that person. This program also identifies those particular behaviors and traits that are necessary for providing world-class customer service. Dartmouth will also analyze the behaviors of your top performers versus your average and below-average performers and craft a program to close that performance gap. It is a 4 hour course.

At the end of this program, the participant will be able to:

	Determine which type of dissatisfied customer they are interacting with and how to behave toward that particular individual to resolve any dispute and retain them over the long-term
	Apply several best practices employed by the leading customer service departments of world-class corporations
	Exhibit the behaviors of your company's top performers to enhance customer service efficiency and effectiveness

Strategic Account Management Selling [SAMS™]

Course Description - The SAMS™ program is for experienced consultants and salespeople who are looking for ways to more effectively plan their sales strategies in major accounts, particulary when their prospects and clients are evaluating various solutions, in order to win more sales. SAMS™ provides participants with the necessary strategies, tools, and methods for influencing the decision factors clients use, therefore, increasing the likelihood of a successful sales call outcome. SAMS™ also helps the participant improve his or her profit margins on their products and services by focusing on effective negotiation strategies and behaviors to win more sales. This is a 12 hour course.

At the end of the SAMS™ program, the participant will be able to:

	Recognize the various decision phases the client goes through in order to make their decision, enabling the salesperson to help the client connect more quickly and more effectively with your solutions
	Influence the client's decision factors so that the salesperson's solutions map to the decision factors better than any other competing solutions, enabling the salesperson to win more sales
	Reduce the chances of needing to negotiate by creating more client value
	Apply a SWOT analysis tool in order to enhance the chances of a successful sales call outcome
	Use and apply a common language in order to more effectively strategize across functional and departmental lines of business and enjoy a true team selling approach with prospects and clients.

Negotiating for Results

Course Description - This is an advanced program for experienced and veteran consultants who wish to identify and apply those negotiation strategies and behaviors which will not only win more sales but improve their profit margins as well. The Dartmouth negotiation program recognizes that a consultant or salesperson can not always avoid negotiating when attempting to secure a final commitment in the large, complex sale. This course explores the negotiating behaviors that are most likely to achieve the participant's desired outcomes. It helps a consultant or salesperson recognize when to negotiate, how to negotiate, what to negotiate, and with whom to negotiate. This is a 4 hour course.

At the end of the Negotiation program, the participant will be able to:

	Determine when to negotiate
	Determine who the key people are, with whom to negotiate, and with whom to avoid negotiating
	Identify the key strategies and behaviors that are most likely to achieve the desired negotiation outcomes
	Recognize what should be negotiated and what should not be negotiated
	Apply a negotiation tool that will enable them to improve profit margins while enhancing the chances of a successful negotiation outcome

Personality®

Course Description - The Personality® program is designed to help salespeople and consultants more quickly adapt and communicate effectively with all types of people, particularly those seemingly difficult ones. This particular course recognizes that all clients are not the same, therefore, it is important to adapt to the particular personality or social style of each client. It helps the participant identify the different client personality types and communicate effectively with each type in order improve the chances of a successful personal interaction with the client. This course is especially helpful when the product or service is intangible in nature such as financial services, advertising, legal, or consulting, as a few examples. It is a 4 hour program.

At the end of this program, the participant wil be able to:

	Recognize the various client personality types
	Identify the behaviors associated with each type
	Exhibit how to effectively communicate with each type
	Describe the preferred way to create a proposal that will have the highest impact with each of the personality types
	Apply a tool to quickly identify which type of personality or social type a particular client or prospect may be

SCOUT for Business™ - Recruit the Best Employees

Course Description - This course focuses on improving a business's effectiveness at recruiting senior-level, highly skilled employees. It teaches recruiters and hiring managers how to best influence a prospective employee in order for him or her to be more likely to select your company over other prospective employers. This is a one day program with 6-12 months of reinforcement and follow-up. It is highly customized program for each individual company.

At the end of this program, the participant will be able to:

	Influence the decision factors that a prospective employee would use when selecting a new employer and ensure that the decision factors of the prospect more closely align with your company than with other competing companies
	Identify the strategies and methods used by the most effective business recruiters today to persuade a prospect to join their company
	Create and implement a program for ensuring that SCOUT™ is applied in the real-world of employee recruiting

HyperLearn™ - Change Behavior Quickly

Course Description - Nearly all sales skill programs require people to change behaviors. However, changing behaviors often takes a long time and often never occurs as a result of a one or two day sales training program. This course was created and designed to change sales behaviors of average performers into those of top sales performers with a minimal amount of time invested over several days. This is an initial 3 hour program, with a total of 10 minutes of reinforcement each day for several days.

At the end of this program, participants will be able to:

	Describe the learning process for behavioral change
	Practice applying this process immediately
	Change their behavior into that of a top performing sales person within days
	Ensure that the HyperLearn™ process is applied to their day-to-day assignment