Achieve a quantum leap in sales and presentation results by combining these skill sets into one customized package for you or your company. To refresh specific areas, simply select individual skill sets to suit your needs.

1. Strategic Probing
CHALLENGE: To learn the right information about clients in a
professional manner, so that you can earn the right to broader
business with them over the longer-term.

SOLUTION: Master the consultative selling model essential for winning high-stakes business. Learn how to:

• Immediately establish trust and credibility with clients
• Engage them in a dialogue that runs deep and wide
• Be seen as a consultative business person vs. a one-off vendor
• Listen more effectively
• Pre-empt 90% of a client’s objections
• Avoid common traps: losing control of the process; selling too soon; conversation shutdown
• Use what you learn to frame the most appealing solution to clients

RESULTS:

• Differentiation from competitors
• Stronger, broader client relationships
• Increased business

"Getting sales people to think in a new way is not an easy task, but, thanks to you it's happening. (Reps) feel the difference between a "vendor"
discussion and a "consultant's."

Vice President,
DOW JONES

"Your session (70 people) was universally praised. This is no small feat when dealing with a New York based senior consulting group composed of our most experienced Partners and Senior Managers. Your preparation and enthusiastic delivery were exceptional and your material was right on target."

Professional Development,
DELOITTE & TOUCHE

CHALLENGES
In sales, to become the client's clear and obvious choice with a presentation that is compelling, credible, and convincing, and delivered with authority, comfort, and confidence. In technical, management and non-sales functions, to get your message across equally effectively whether in small groups, large meetings, or public forums.

SOLUTION
A unique approach combining strategy, learning styles, sports psychology, and creativity into seamless, successful presentations.
Learn how to:

• Cut preparation time in half
• Engage people immediately
• Keep your audience riveted on your message
• Talk to your audience's preferred information style
• Move your audience easily and naturally to a next stage
• Think on your feet
• Work effectively with even the most complex visuals
• Avoid common traps: rambling; falling into a monologue; becoming a monotone; failing to make key points
• Handle questions professionally and gracefully
• Command the room with style and comfort consistent with your personality

RESULTS
Get what you want:

• New business
• Support for change
• Resources to develop your ideas
• Investors for your company

"Competing against five of our toughest competitors, we won the $83 million investment account..What a valuable training session! Thanks again. I highly recommend your class to anyone in sales."

Director,
KEY ASSET MANAGEMENT

CHALLENGES
To work through client objections, concerns, doubts, and stalls.
To close business with confidence and without pressure.

SOLUTION
Detailed strategies to move business and events to the next step.
Learn how to:

• Create momentum throughout the sales conversation for a natural close
• Penetrate surface objections to get at the real problem
• Manage, rather than fight, objections
• Verify that an objection has been neutralized
• Avoid traps: agreeing with the objection; becoming defensive or adversarial; getting stuck in stalls; conversation shutdown
• Gain client's commitment professionally and with a high degree of specificity

RESULTS

• Strength in dealing with client's concerns
• Flexibility and comfort in closing under different circumstances
• More business more quickly

"Kudos for being able to keep these high energy reps interested and involved for a whole day. Across the board they said the program was relevant, extremely practical, and fun."

EVP Sales
DOUBLECLICK

CHALLENGE
To survive and thrive in an environment where it seems that everyone wants to negotiate with you on everything.

SOLUTION
A proven process that leads to satisfactory outcomes for both parties.
Learn how to:

• Build your bargaining strength in the sales process prior to negotiating
• Prepare for a negotiation (both mentally and on paper)
• Open a negotiation that places you on an equal playing field with clients
• Navigate through the process "without leaving money on the table"
• Avoid the pitfalls of your negotiating style
• Deflect pressure tactics
• Hold firm on terms rather than cave in
• Create value for your offers
• Wrap up negotiations with relationships intact

RESULTS

• Increased negotiating savvy and confidence
• Better deals
• Improved profit margins

"Your "outrageous thinking" seminar had an immediate impact: editors who faced the daunting task of tackling familiar subjects applied your techniques with confidence and ease -- and the results have been terrific!"

Editor-in-Chief,
BRIDE'S MAGAZINE

"A plain iron bar is worth $5. If you make horseshoes from it, the value increases to $10.00. If you make needles, it is $3,285. If watch springs, $250,000. Ergo, the difference between $5.00 and $250,000 is creativity." Anonymous.

CHALLENGE
To generate new ideas on a regular basis with which to dazzle clients, vaporize objections, close business, eliminate problems, streamline procedures, and power up processes.

SOLUTION
Give your people what they never formally learned in school - an invaluable "MBA" in creative thinking to unleash their problem-solving powers forever and turn business-as-usual into un-usual business from now on.
They'll learn how to:

• Revolutionize their approach to thinking
• Save time in generating ideas
• Trigger creative thinking anytime anywhere

RESULTS

• Reduced dependence on management for new ideas
• Problems solved: sales won, deadlocks broken, time saved, productivity increased
• A work force re-energized to meet and conquer all incoming challenges

"Absolutely marvelous seminar..This was the most original and most helpful of seminars in terms of helping people deal with the psyche of the many and varied personalities we come in contact with. Anne, you have my recommendation..I would personally urge other people to take advantage of your program."

Publisher,
ARCHITECTURAL DIGEST

CHALLENGE
To respond quickly and appropriately to clients' verbal, visual, and body language cues. To immediately be seen as the person with whom clients prefer to do business.

SOLUTION
An understanding (based on research) of the four different, universal communicating "Styles" and how these "Styles" can be managed to everyone's advantage.
Learn how to:

• Read a person's preferred operating Style quickly
• Honor and respond to a person's Style in a natural, ethical way
• Use Styles to shape thinking, get results, build relationships
• Understand the "Do's and Don't's" for dealing with each Style
• Identify your own Style, avoid its pitfalls, and leverage its strengths
• Work out entire strategies for dealing with particularly challenging people

RESULTS

• Greater facility in gaining trust and information from clients
• Flexibility in selling to/working with all kinds of people
• Improved teamwork
• Winning presentations
• Easier negotiations
• Shortened sales cycles
• Closer client relationships
• Reduced stress
• Increased business
  (The Styles program is equally powerful in other interpersonal situations as well, including Managing, Team Building, Spouse Relationships, and Negotiating.)

"Your presentation was clearly the top-ranked among more than sixty sessions and workshops... Our impression of you was, in a word, superb!"

Exec. Dir.,
ASSOC. FOR FITNESS IN BUSINESS

CHALLENGE
To keep your head above the endless waves of business and personal demands that threaten business productivity daily, cause stress, and destroy personal well-being.

SOLUTION
A 21st century program combining time-styles and the latest research on stress with proven time management principles to help your people get the most from their business and personal lives.
Learn how to:

• Manage the hidden drivers of your use of time: "Time-styles"
• Get "in sync" with how the brains works to dramatically reduce stress
• Use proven systems, strategies, and tips to increase productivity
• Minimize personal time-robbers like email, interruptions, and paperwork
• Avoid becoming overwhelmed by day-to-day details and keep focus on the big picture
• Balance business and personal needs

RESULTS

• Reduced Stress: have a greater sense of control over your life
• Increased productivity: get more out of each day
• More fun in your life: a deeper sense of general well-being