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Training
"If you train people well enough, you can get out of their way and let them do the job." -James Barksdale, President, McCaw Communications
Training can help employees feel and be more productive, which fosters a contagious confidence that will permeate the entire organization. Cogent Training & Consulting provides many types of training: 1) communication skills (including presentation and listening skills) 2) sales (including telephone skills), and 3) customer service (including time management skills, team building skills and leadership skills.
Reasons for training include:
- To increase sales
- To decrease complaints and errors
- To improve morale
- For PR purposes (better corporate impression)
- To improve Quality
- To enter new markets
- To broaden employees’ horizons
- To educate
Face-to-Face Selling
Answer honestly:
My salespeople are good but (rank in order):
1) they don’t make cold calls
2) they don’t listen to customer needs
3) they don’t handle objections well
Selling is a noble profession. Sure, there are a number of scoundrels who use disingenuous tactics that make people think all salespeople are dishonest. But chicanery doesn’t work. Cogent Training & Consulting’s techniques work so well there’s even less rejection. And because sales reps will be selling more, it’ll offset the rejection the salesperson will inevitably get (however, if they’re not getting any no’s, they’re probably not trying hard enough).
Face-to-face selling can be intimidating. With all that’s going on visually, we often forget how to listen effectively. Cogent teaches you how to remember names the first time you hear them, so you don’t have to ask the person a second (or third) time. Remembering names gets relationships off to a good start. And everything else that’s discussed can be recalled by using listening skills. Don’t let your sales calls be dialogues of the deaf.
Listening is a solution to the age old challenge of selling. Training helps your sales force to be better communicators by having them learn how to improve their listening habits. Give your salespeople the competitive edge with improved listening skills.
Book Cogent for Face-to-Face Selling Training
Telephone Skills
The telephone is your lifeline to your customers. Good phone calls, whether incoming or outgoing, can make money for your company.
Frank Felsburg has over 20 years experience selling a multitude of products over the phone. His seminars “Frank Talk,” "Selling for Introverts" and "Shut Up and Sell" address everything from cold calling to getting people to return your call. A lot of people say cold calling is dead. Frank says "Cold calling is like performing Shakespeare. It’s brutal. But, when it’s done well, it’s a thing of beauty."
With the prevalence of voicemail and Caller ID, it can be difficult getting through to decision makers. Learn Cogent Training & Consulting’s methodology on how to get your phone humming. The sales cycle is discussed in-depth with an analysis of how to overcome objections, discussion of cross-selling and upselling, how to get referrals and how to do a post-call analysis. Cogent knows CRM (Customer Relationship Management) and SFA (Sales Force Automation). Sign up for “Frank Talk” now.
"Frank Talk" is a training program on Telephone Skills training, which includes new-hire training, advanced selling skills, up-selling and cross-selling, managing call reluctance, overcoming objections, getting referrals and script writing.
"Selling for Introverts" is a program that introduces shy people to the exciting world of selling. Believe it or not, introverts often make more money as salespeople than extroverts.
"Shut Up and Sell" is a program that teaches a methodical listening-based approach to selling.
As a result of training, your company will have more: customers, revenue, good publicity and loyal employees. Your sales reps will have more: confidence, quality, sales, motivation, satisfied customers and money. Cell phone etiquette will be discussed as it is becoming more and more an issue. Cogent Training helps sales reps get rid of old, ineffective habits and replaces them with proven and successful selling habits. Training may include modules in contact management programs (e.g., ACT, Goldmine, Salesforce.com, insidesales.com, freecrm.com) to improve efficiency.
Cogent’s most popular seminars fall into 1 of 3 categories: Listening, Selling and Customer Service. Book Cogent today for either a half-day, full-day or 2-day training session.
Call now: 610-938-2616. Or fax us at 610-938-2617. Call today to book Cogent. Steps to success:
- Book cogent
- Have sales reps fill out Questions for Individual representatives form.
- Have management fill out Questions for Management form.
Do your reps sound like this? (Click here) If so, you desperately need Cogent’s help! (This is an actual sales representative).
Book Cogent for Telephone Skills Training.
Customer Service Skills
When was the last time you lost a customer because of poor customer service?
Customer service skills are at an all-time low. There appears to be a misconception these days that, because of technology (e.g., websites, automated telephone attendants, etc.) companies don’t have to give customer service anymore. This thinking is pigheaded and arrogant. Nothing could be further from the truth. Actually, because of technology, people crave the personal touch now more so than they ever have.
And “service,” when it is rendered, is often horrendous. Do you get as annoyed as I do when people who give you lousy service expect a tip? In my opinion, TIPS should stand for "To Insure Personal Service." Customer service organizations like Nordstroms are what people want and have come to expect. In most instances, they’re willing to pay for it.
Cogent knows about the latest service methods. Sign up today for “Service Sells.” Customer Service has become so automated it’s ridiculous. To speak to a human being at companies you’re having trouble getting through to, you might want to go to www.gethuman.com and check out their cheat sheet, replete with suggestions. Click here to book Cogent. Or call 610-938-2616.
Some calls are excruciating… Cogent will help your reps handle them with panache.
“Corporate trainers touch the company and customer more than any president or CEO. Who is the first employee that most new hires are exposed to in a mentor position? It is seldom the manager, because new employees are usually too overwhelmed and intimidated with management. Co-workers send too many conflicting signals. Even early on in a new hire’s career, there can be a sense of competition among employees or even just a lack of time to really show a new person the ropes. The only group aggressively approaching the new hire is one I like to refer to as the “We Hate It Here and Think Anyone Who Likes It Here Is a Fool” club. It consists of employees who, for some reason or another, are fed up with the company and want out. Like junkies, one way they make themselves feel better is to prey on the vulnerable and try to turn them to their way of thinking. As soon as a new employee joins the company, these club members go on a membership drive. Starting a new job is traumatic enough without aggravating the stress by doubting the decision to take the job in the first place. Often the person who can most quickly come to the rescue is this new breed of trainer.”- Robert Jolles
"Thank you for your dependability and enthusiasm as a Think Customer First trainer of hundreds of Comcast employees. The customized program went over very well. The scores on the evaluations were superb and I know the attendees really liked your presentation style. Thanks again."- Brooke Conaway, Project Coordinator, Camden County College
