Interactive Workshops

Below is a list of interactive workshops available. The recommended time for each topic is included, however, the total time may vary slightly when two or more workshops are combined.

Please click the checkboxes left of each item to indicate interest in that subject, click on the Submit button below and Rick~Alan & Associates will provide you a free, no-obligation proposal on your selected subjects.

TIME TOPIC
Up to 6 Hrs Developing More Qualified Prospects
1 Hour The Cycle of Attitude (Two-Plus-Two Equals Employee Turnover)
30-60 Min Building and Maintaining a High Enthusiasm Level
2-3 Hours How to Recognize the Various Personality Styles of Individuals and Communicate More Effectively with Each of Them
30-45 Min The Unknown or Forgotten Principles of Persuasion
1-2 Hours The Choice of Words that Make or Break the Sale
1-4 Hours Maintain More Control of the Conversation During the Sales Interview
1-2 Hours Develop a Stronger Rapport with the Client More Quickly
Up to 4 Hrs How to Establish Immediate Credibility Over the Competition
2-5 Hours Effective Telephone Skills to Set More Appointments
Up to 3 Hrs How to Professionally Ask for - and Receive - More Referrals
Up to 2 Hrs First Impressions - The Major, Minor Points
Up to 4 Hrs The Initial Contact - How to Capitalize on the First Call
1-2 Hours How to Gain and Hold the Client's Favorable Attention
1-2 Hours Make the Client Want to Listen to Your Ideas
2-6 Hours Encourage the Client to Willingly Talk about His/Her Problems
2-10 Hours Questioning for an Early Close
2-5 Hours Using Your Product Knowledge More Effectively
1-3 Hours Creating More Belief and Excitement in the Benefits You Offer
1 Hour Effective Use of Evidence to be More Convincing
90 Min How to Effectively Dramatize Your Ideas During the Sales Call
1 Hour Advantage Selling™ (Make the Competition Follow Your Lead)
30-45 Min The Art and Skill of Underselling Your Product or Service
90 Min How to Uncover the Real Objection Causing a Client's Hesitation
2-6 Hours Make the Real Objection Work for You Rather than Against You
2 Hours Motivate the Client's Desire to do Business with You
2-4 Hours Know When to Close and What to Say to Close Faster
1 Hour How to Take Control of the Closing Process
1-3 Hours Develop Even More Business with Existing Accounts
2-3 Hours Memory Techniques that are Simple & Successful (Names / Details)
1 Hour Plan and Outline Your Sales Presentation for Maximum Results
1-4 Hours Organize Your Time to Become More Efficient and Effective
1 Hour Set and Confront Meaningful Goals
1-2 Hours Body Language - Interpreting the Subtle Actions of Others
1-2 Hours Trade Show Selling Techniques
2-8 Hours Real-World Group Presentation Skills (How to Present to 3 or More)
1 Hour Skillfully Handle Customer Complaints
4 Hours Team-Building
1-4 Hours Real-World Networking Skills (Capitalize on Your Existing Contacts)

If you have finished selecting topics, and you would like a free, no-obligation proposal for a training program on the subjects you have selected, click on the Submit button below.

WORKSHOP OBJECTIVES

Why:

We discuss the theory pertaining to specific techniques. This gives, each participant a better understanding of the importance of the principles introduced.

How:

Each person is shown what to do, and how to apply the techniques to their specific situation. This encourages each participant to apply the ideas immediately with their clients and prospective customers.

Application:

Time is dedicated during class to practice the ideas discussed. In addition, ample time is allowed for the participants to ask questions regarding the new techniques, so that each participant feels more comfortable with the principles.

These are not lecture programs. Each workshop has a high degree of interaction with the participants. This helps to adapt the techniques to the individual situation and personality of everyone in the program. In general, the training follows this five-step process:

Step 1 The group will briefly discuss the technique (or the need for the technique).
Step 2 The instructor will then demonstrate the technique to the class. This will allow the group to watch and experience the situation from the client's perspective.
Step 3 The instructor will then dictate exactly what was said while the participants record the ideas in their materials (provided).
Step 4 The class will then be divided into small groups to read and practice the technique. Consequently, everyone has the opportunity to determine if, and how the principle fits his/her personality and situation.
Step 5 Opinions and comments about the technique will then be discussed, to adapt the ideas to fit the personality and the situation of each participant.

Please send questions and comments to info@rickalan.com.