The Program in General

The Real-World Selling^™ Seminar is designed for the commercial or industrial salesperson. The primary focus of this seminar is to provide each class member with a variety of techniques to help them become more persuasive with their clients and prospective customers. Although the training tends to be motivational, our primary objective is to develop each participant's ability to be more persuasive with others by using proven communication techniques.

The length of classroom time and method of instruction varies with the objectives of each client. We generally recommend that training be conducted over a period of time to allow for application and feedback from the participants. However, programs lasting one to ten consecutive days can be effectively designed. Each topic is conducted so as to achieve a high degree of interaction with each participant. None of our programs are conducted with the use of lecture!

Up to Eighty-Four Hours of Topics from Which to Choose

Investment

A variety of factors will determine the total investment for this program. After learning more about your specific situation, we will be pleased to provide a detailed proposal outlining your exact investment and how you can benefit from our programs. All training includes classroom and follow-up materials for each participant in the class at no additional charge.

Your Guarantee of Satisfaction

Your guarantee is unconditional. If we fail to meet your expectations, we will immediately refund your investment in full. No hidden conditions. No fine print. That's it!

How The Class is Conducted

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 person to apply the ideas immediately with their clients and prospective customers.

Application:
Time is dedicated 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.

This not a lecture program. Each topic includes a high degree of interaction with the participants. This helps to adapt the techniques to the individual situation and to the personality of each salesperson. We include a considerable amount of practice in this program. In general, the training follows the following five or six-step process:

Step 1	The group will briefly discuss the technique (or the need for the technique). Adults who understand the concept are more willing to use the technique.
Step 2	The instructor will then demonstrate the technique to the class. Most salespeople consider the buying process from only the seller's viewpoint. This approach 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 manual. The objective of this step is to provide the participants a pattern to follow from which they can adapt, if necessary.
Step 4	The class will then be divided into small groups to read and practice the technique. Consequently, everyone will have the opportunity to determine if, and how the principle fits his or her personality and situation.
Step 5	Opinions, reactions and comments about the technique will then be discussed, to adapt the ideas to fit the personality and the situation of each participant.
If the program is conducted over a period of numerous, spaced-apart meetings, we then employ the next step
Step 6	After class, the participants will then apply the techniques in their daily selling, and share their experiences during the next session. This will hold the class, plus the instructor more accountable to assure that results from the training are achieved.

A Few Client Comments

"You have restored my belief in sales training. Real-world, usable training."
Richard Fennema, Financial Consultant, Merrill Lynch

"Yours is not an 'in one ear and out the other' seminar, but rather one of lasting value.....you are the only person we have found to be consistently exceptional and diversified enough for new and repeat presentations."
Rick Burnett, Vice President, Burnett Personnel Services

"Excellent Class. Shows you how to deliver the techniques, rather than just tell you."
Irene Riddle, Area Marketing Manager, Southwest Airlines

"The most intensive selling skills training I have been to in my 21 years in sales--Great Job!"
Dennis Maiuri, Sales & Marketing Manager, Governor Computer Products

"Although not in sales, I found this course to be extremely valuable in the areas of improving communication and listening skills. I see sales people everyday and there is a night and day difference between those with skills taught in this course and those without these skills. Thanks. I thoroughly enjoyed the course."
Jim Kindel, Purchasing & Materials Manager, Texas Process Equipment Company

"Dynamic and action oriented program!"
Gail O'Brien, Vice President and Regional Manager, Kelly Temporary Services

"Excellent program. Something to learn, even for the experienced and successful person."
Dan O'Toole, Vice President, Quest Environmental Resources Corp

"Excellent. Hands on stuff I can use!"
Elizabeth Menefee, National Sales Manager, WAOK/WVEE Radio

Partial Client List

How We Differ From Other Training Companies

Your Guarantee
Our guarantee to you is unconditional. If we fail to meet your expectations, we will immediately refund your investment in full. No hidden conditions. No fine print. That's it!

Our Instructors
All our instructors are currently in sales and possess a minimum of ten years of sales experience. We do not employ any instructors who have only a theoretical knowledge of selling. Each instructor completes an extensive training program before being certified to conduct any of our training. This approach of experience and certification is unique to Rick~Alan & Associates and lends a strong element of credibility in the classroom.

Timing
Whether the training is conducted over a period of one month or two days is determined by your requirements and objectives. After analyzing your specific situation, we recommend the number of hours required to accomplish your objectives. You determine how the hours will be allocated. Unlike other training programs, we do not have a standard, 'off-the-shelf'; program. Consequently, we are able to fit within your parameters, rather than force you to adjust to ours.

Training Objectives
Our training is 'how-to', technique oriented versus 'motivation' oriented. Although motivation exists within our programs, it is always a by-product rather than the main focus. Our goal is to motivate the class member to apply the techniques introduced in the class. Once the participant experiences success with the techniques, the employee then tends to motivate him/herself to continue using the ideas after the program has concluded.

Training Method
Every program is conducted so as to achieve a high degree of interaction with each participant. Our programs are not conducted by 'lecture'. Our instructors conduct the training through the use of questions rather than statements. This teaching method holds the attention of the participants, allows the time to pass very quickly, plus actively involves each person in the program. Group discussions, practical application, video recording, audio recording and 'role-play' are additional methods that may be used throughout our training.

Investment
Our training is priced per program, which tends to offer you a definite pricing advantage for your group. Most other training is priced per person, which might be good if you have just two or three employees, whereas we have other options available for smaller groups to fit within your budget requirements.