Keynotes and Training

Available Training Programs

 

The Canadian Professional Sales Association and Alice Wheaton present

 

Become a Certified Sales Professional

Create new opportunities and close more sales in this comprehensive six-month workshop series. Designed to accelerate your sales success and career growth this course includes the CSP exam and designation upon successful completion. The six powerful modules include:

  • Cold Calling Strategies for Chickens, Cowards, and the Faint-of-Heart!
  • Quality Questioning and Listening Skills: Sell to Executives with Ease and Speed
  • Managing Key Accounts: Protect Your Business from the Competition
  • Time and Territory Management: Accountabilities and Responsibilities
  • Negotiate to Win! Make Powerful Presentations without Fear and Trepidation
  • Plan Your Work and Work Your Plan plus Professional Sales Etiquette

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Cold Calling Strategies for Chickens, Cowards and the Faint-of-Heart!

Still haven’t picked up that phone? Completely overcome the fear of rejection!

The best system in the world will fail if the participants are unable to manage the six fears that dismantle their sales efforts. This course uncovers and provides an action plan to eliminate fears and obstacles that come between them and success. The participants will learn why and how, in a one- to three-minute cold call, it is necessary for a salesperson to:

  • Have the clients sit up and listen in the first 10 seconds.
  • Deliberately activate, and then dismantle, the prospect’s oppositional agenda: “I will not be sold to!”
  • Use specific language to advance the sale; learn what never to say.
  • Tap into the client’s own enlightened self-interest.
  • Welcome objections and use them to pull the prospect/client towards you instead of their objections working to push you away.
  • Increase chances of getting the appointment from 25% to 75% in one simple step.

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Selling to the High Cs: the CEO, CFO, COO, and the CIO

Learn how to sell to the top decision makers and write proposals that they understand and act upon. Too many salespeople are like a blind dog in a meat house, taking what is right before their nose because it is easy. Discernment and the right selling skills can take you from reaction to results.

Big Game Hunters and Closers generate a steady supply of income for their company and in doing so provide the CEO with something to sell to the bankers, brokers, employees, and shareholders – performance – the essence of their company. This program helps salespeople develop the skills and laser-like focus to become Big Game Hunters and Closers and have more than their share of top clients. Their client lists will be coveted by the competition! This presentation delivers on the specific language, manner of presenting, and process for selling to the top.

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Out-Fox Your Fears: Fear Less & Live More!

Fear less and live more! Completely overcome the fear of rejection because everything you want is on the other side of fear. You can access the courage you need to deal with issues and fear at work and life.

This program helps participants develop an INNERpreneureal mindset so they can create a life of possibilities without the limiting emotions of fear. The process to make changes in life does not require giant steps. A well-placed baby step can make the necessary difference. The participants will leave knowing what to do about the TOP SIX fears that dismantle resolve and sabotage success. They will also learn how to tap into the good graces of others so this journey is easier and much more fun.

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Leadership Strategies for Bringing Out the Best in People

Inspire others to reach high and succeed; become a leader who is famous for results.

Whereas a manager can easily work with an employee’s strengths, a leader is an alchemist who can work with an employee to transform their weaknesses into strengths!

An ancient proverb states: If we all pulled in one direction the world would keel over. It takes all kinds of people to make a great team, and handling the tough ones can be more rewarding than the easy-to-manage types! The best teams are composed of differences in knowledge, skills, and attitude. It is by leveraging the differences that enable each individual to set their sights to do and be more than they ever anticipated. Leaders consistently develop themselves, and their employees, to practice the ART of Leadership©: Accountable, Responsible, and Trustworthy towards themselves and others.

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Forgive and Forget: A Path to Peace of Mind

There are four kinds of forgiveness and each is blocked by resentment. The opposite of forgiveness is resentment and the path out of resentment is compassion.

Imagine a garden watering can sitting for a few days with just a teaspoon of battery acid added to the water inside. Irreparable damage is done to that can. Holding resentment, blame, and anger wreaks similar havoc on the core of our being.

Aside from feeling peace of mind, there are other benefits to releasing resentment. As an example, let us view our heart as a container that holds the capacity to feel ten gallons of emotion. When resentment, anger, and fear occupy eight gallons, there is only room for two gallons of creativity and love. When our heart has a diminished capacity, it makes sense that the overall results in our lives must also be diminished. You cannot fill a ten-gallon bucket with gold and diamonds when it is already occupied with sand and rocks!

What does it take to change and move from feeling resentment of others and ourselves to forgiveness? The solution is easier than you might think. Although the timing may differ for everyone, the process is similar, and that is the purpose of this program.

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Customer Service That Earns Word-of-Mouth Sales!

The investment to gain new clients is costly. Leverage this effort with Customer Care that brings even more clients and sales.

Providing world-class service will help increase profit and productivity. Why not set a goal that not only attracts more customers for your business but also increases the yield per customer. Your customers, like most people, want to spend their money where they feel wanted, valued, and liked. They want to be loyal to their suppliers! Participants of this program will learn the 12 secrets they can implement to develop and maintain customer loyalty, one customer at a time.

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The People Side of Technology: How to Keep ‘Bits and Bytes’ from Becoming ‘Fits and Fights’!

This course is a practical, thinking person’s guide to dealing with different personalities and ‘soft-skills’ issues.

Most projects would stay on time and on budget if we just did not have to deal with personality conflicts and communication issues between project stakeholders. For a project to go well the stakeholders, need to be fluent in dealing with both principles and personalities.

Participants will learn:

  • How to get peers or those with higher authority to do what you want – and what the project needs
  • The art of getting what you want through influence rather than demands
  • How to give and receive critical and non-critical feedback in a way that can be heard and acted upon
  • Coaching skills that create clear accountabilities and responsibilities
  • How to spot the language of resistance and non-buy-in-from yourself and others
  • Uses of passive and active voice for more effective communication

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