1. Preview Session for Sales Training
The Training Resource Group
123 S. Broad Street, Suite 1325, Philadelphia PA |

2. The Training Resource Group
EVAN POLIN
Evan Polin, President, The Training Resource Group, joined the firm in 2001 and brings a wealth of training and coaching experience to the firm.
He provides consulting, seminar and corporate in-house training that delivers on-going reinforcement training and coaching to growing companies seeking an increase in sales, profits and productivity.

3. Is This Your Sales Process?

4. How Much Is Your Pain Costing You?
Not getting enough referrals
Trouble taking business away from competition
Inconsistent results
No growth and don’t know what to do about it
Inconsistent process
Need to network more effectively
People shopping on price
Old strategies not working
Not getting enough quality referrals
Seen as just another vendor
Sales cycle too long
Not getting in front of enough new prospects
Not spending enough time prospecting for new deals 4

5. Your Sales Process 5

6. Prospect System
Lie
Steal
Lie #2
Death Valley
Time
Expertise 6

7. Handle Stalls & Objections
Traditional Approach
Generate Interest
Close
Presentation
Handle Stalls & Objections
Trial Close 7

8. The Buyer – Seller Dance
Conflicting Strategies in the Sales Arena
The Salesperson’s Traditional Strategy for
Developing Selling Opportunities
Vs.
The Prospect’s Strategy for
Controlling Buying Opportunities 8

9. When Strategies Collide
Appear Interested
Act Motivated
Obtain Information
Avoid Commitment
Disappear
Fact Finding
Analysis
Job Spec
Demo
Presentation
Proposal
Commitment
Close
Contract
Handle
Stalls &
Objections
Follow Up
Track Down
Chase 9

10. The Sandler System Relationship Qualifying Closing Bonding & Rapport
Up-Front Contracts
Qualifying
Pain
Budget
Decision
Closing
Fulfillment
Post-Sell 10

11. Structure of Training Program
Component 1
Kickoff Coaching Session and Orientation to the NVLA Sales Training Program
During this session we will review your goals for the training and make sure that you are set up with your online portal 11

12. Structure for 101 Training Program
Component 2
Monthly 1 hour webinars for you and your entire office.
Topics will cover sales topics, sales management topics, and customer service topics.
Sample Topics: Designing a Sales Plan, Obtaining more Referrals, Creating a 30 Second Commercial to Create Urgency, Uncovering Your Prospect’s Budget, Shorten Your Sales Cycle, Moving Out of Your Comfort Zone, Dealing with Difficult Customers, Time Management
Webinar Dates (all 12pm EST / 9am PST): First Tuesday of Every Month
May 9, 2017
June 13, 2017
July 11, 2017
August 8, 2017
September 12, 2017
October 10, 2017
November 14, 2017
December 12, 2017
January 9, 2018
February 13, 2018
March 13, 2018
April 10, 2018 12

13. Structure for 201 Training Program
Component 2
Monthly 1 hour webinars for you and your entire office.
Topics will cover sales topics, sales management topics, and customer service topics.
Sample Topics: Taking Business Away from the Competition, Dealing with Stalled Opportunities, Psychology of Selling, KARE Account Planning, Accountability, Leveraging LinkedIn into Sales, No Guts No Gain, Pre-Call Planning for Large Accounts
Webinar Dates (all 12pm EST / 9am PST): First Tuesday of Every Month
May 2, 2017
June 6, 2017
July 18, 2017
August 1, 2017
September 19, 2017
October 3, 2017
November 7, 2017
December 5, 2017
January 2, 2018
February 6, 2018
March 6, 2018
April 3, 2018 13

14. Program Fees
The fee for a one year program is $2,500 per company. The fee includes the orientation and 12 monthly webinars.
The fee to participate in both programs is $4,000 per office.
Payment can be processed by check or credit card.
This is a 50-75% cost savings being offered to you, compared to the retail cost of an individual Sandler Training Program. 14

15. Optional Add On’s for Training
Devine Sales or Management Assessment
Complete an online assessment and receive a page report with your strengths and weaknesses specific to sales and management. Includes 45 minutes to review the results.
Cost is $200 for a pre-hire test
Cost is $300 per assessment

16. Optional Add On’s for the Training
Individual Coaching
You may request a coaching session for yourself or for your office for $350 for a one hour session.
*If you request 5 or more coaching sessions there will be a discount. 16

17. Next Steps I will be at the conference until late afternoon today.
Sign up before the end of April the cost is $2,500 for one program and $4,000 for both programs. If you sign up in May there will be a $250 late fee.
A note will be sent out to everyone that includes the dates and topics for the program. 17

18. THANK YOU Evan Polin The Training Resource Group 215-320-4650
Nobody Ever Told Me I’d Have to Sell
Available on Amazon, Barnes & Noble and Kindle. 18