Training
Superior knowledge, skills, and mindsets are critical components of competitive advantage. “Off-the-shelf” training packages just don’t cut it for all but the most basic applications. Training tailored to the issues of your industry and the challenges of our company is required to optimize the return on your investment in people. It’s a highly competitive marketplace, and you need every advantage you can get.
If you expect your people to do things differently, you are mistaken to think that an injection of training alone will do it—quality training must be supported by management reinforcement and coaching if what is learned in the training will be applied on the job.
Our systematic, practical approach focuses on the critical knowledge, skills, and tools required to make immediate improvements in performance.
We offer services training on five topics critical to your success:
You’ll learn how to sell more services easier and faster from James “Alex” Alexander, a recognized services expert, a master at sales effectiveness, and a top-notch instructor. The course is peppered with lessons learned from star services sellers, best practices in selling services, and proven models and tools that work.
Participants will be actively involved in exercises, discussions, demonstrations, and role plays, all linked to selling services success. You will leave the session with enhanced persuasion skills, effective selling tools, and the energy and confidence to accelerate your personal success.
Workshop topics include:
The course is peppered with lessons learned from star services marketers, best practices in marketing services, and proven models and tools that work. Participants will be actively involved in exercises, discussions, demonstrations, and marketing scenarios, all linked to marketing services success. You will leave the session with enhanced marketing skills, effective marketing tools, and the energy and confidence to accelerate your personal success.
This hands-on workshop covers the proven strategies and best practices required to help you better understand your highest potential services offerings, package your defined differentiators, and position your services capabilities for maximum market penetration and profitable growth. Participants will apply the content to their specific services marketing issues throughout the workshop.
Workshop topics include:
No one has more impact on getting and keeping customers than the technical expert. Yet, although their specialized knowledge is highly prized, their potential value both to their customers and to their organizations is often unrealized.
This one-day, highly interactive workshop teaches the critical knowledge, skills, methods, and tools required to effectively engage and sustain a trusted-advisor relationship with all your clients. The results are more value to the customer and more value to your organization.
This essential workshop includes:
Key learnings include how to:
If you expect your people to do things differently, you are mistaken to think that an injection of training alone will do it—quality training must be supported by management reinforcement and coaching if what is learned in the training will be applied on the job.
Our systematic, practical approach focuses on the critical knowledge, skills, and tools required to make immediate improvements in performance.
We offer services training on five topics critical to your success:
- Selling Services: Tools and Techniques for Top Performance
- Marketing Services: 10 Steps to Competitive Advantage
- Becoming a Trusted Advisor: Relationship and Consulting Skills for the Technical Expert
- Account Management Workshop: Increasing Customer Loyalty and Generating New Business
- Leading Services in a Technology Company: Taking Your Organization to the Next Level of Performance
Selling Services: Tools and Techniques for Top Performance
Would you like to increase your revenues and gross profit? Would you like to stop discounting services? Would you like to build profitable, trust-based relationships?You’ll learn how to sell more services easier and faster from James “Alex” Alexander, a recognized services expert, a master at sales effectiveness, and a top-notch instructor. The course is peppered with lessons learned from star services sellers, best practices in selling services, and proven models and tools that work.
Participants will be actively involved in exercises, discussions, demonstrations, and role plays, all linked to selling services success. You will leave the session with enhanced persuasion skills, effective selling tools, and the energy and confidence to accelerate your personal success.
Workshop topics include:
- The Seven Business Reasons Why You Need to Sell Services
- The Biggest Seller Mistakes
- The Special Challenges of Selling Services
- Buyers Reality: What’s Different About Buying Services?
- The Ten Commandments of Selling Services
- Compressing Sales Cycle Time
- How to Sell to Executives—What’s Different?
- Creating Value—Don’t Just Talk About It
- The Six Secrets of The Super Sellers
- Qualifying Great Business
- Why a Fast No Is Better than a Slow Yes
- Using the Six Trust Builders to Accelerate Trust
Marketing Services: 10 Steps to Competitive Advantage
Marketing services is different than marketing products…way different. In this intensive one-day workshop, you'll learn about the unique challenges of services marketing, the processes and practices for success, and how to market more services easier and faster.The course is peppered with lessons learned from star services marketers, best practices in marketing services, and proven models and tools that work. Participants will be actively involved in exercises, discussions, demonstrations, and marketing scenarios, all linked to marketing services success. You will leave the session with enhanced marketing skills, effective marketing tools, and the energy and confidence to accelerate your personal success.
This hands-on workshop covers the proven strategies and best practices required to help you better understand your highest potential services offerings, package your defined differentiators, and position your services capabilities for maximum market penetration and profitable growth. Participants will apply the content to their specific services marketing issues throughout the workshop.
Workshop topics include:
- Making the Strategy Come Alive: The Three Services Choices
- Services Marketing Critical Issues
- The Five Fatal Flaws of Services Marketing
- 10 Steps to New Services Offerings Development
- Managing a Portfolio of Services
- Defining a Powerful Value Proposition
- The Three Key Differences between Pricing Services and Pricing Products
- Most Common Approaches to Pricing Services
- A Services Branding Model
- The Importance of Internal Branding
- Promoting Services—What Works and What Doesn’t
- The Challenge of the Channel
- When to Outsource or Out-Task Services Functions
- Measuring Services Marketing Success
Becoming a Trusted Advisor: Relationship and Consulting Skills for the Technical Expert
Are you leaving money on the table? Are you maximizing the trust and credibility of your technical talent? Would you like to drive new business and increase customer loyalty?No one has more impact on getting and keeping customers than the technical expert. Yet, although their specialized knowledge is highly prized, their potential value both to their customers and to their organizations is often unrealized.
This one-day, highly interactive workshop teaches the critical knowledge, skills, methods, and tools required to effectively engage and sustain a trusted-advisor relationship with all your clients. The results are more value to the customer and more value to your organization.
This essential workshop includes:
- Benefits of becoming a trusted advisor.
- Details and data from the latest trusted advisor research.
- What trusted advisors do that others don’t.
- Where you are on the Technical Talent Continuum.
- How you stack up today on the trusted advisor self-assessment.
- The six trust builders.
- The 10 Commandments of trust-based consulting.
- The 12 success levers.
- The four trusted advisor capabilities.
- The six business development roles.
- Much more…
Account Management Workshop: Increasing Customer Loyalty and Generating New Business
In this highly-interactive workshop participants will learn the skills to become a top-performing account manager and have the confidence to deal effectively at all levels within their accounts They will be provided the proven tools that will accelerate building trust while effectively managing relationships both within their accounts and within their own organization. Attendees will have the chance to plan and practice real-life situations with their key accounts.Key learnings include how to:
- Understand the four core competencies of top performing account managers.
- Handle escalations effectively and efficiently.
- Understand the customer’s buying process.
- Establish trust to build strong client relationships.
- Balance customer versus company advocacy.
- Learn to persuade others beyond your control.
- Learn and practice usage of six key account management tools.
Leading Services in a Technology Company: Taking Your Organization to the Next Level of Performance
This one-day, intensive workshop will enable services executives and their leadership teams to take their services organization to the next level of performance. Participants of this highly interactive session will learn:- Relevant facts gleaned from industry research that is applicable to all services leaders within product companies.
- The key differences between leadership and management, and the implications for personal and business success.
- Understanding the three services strategies and selecting the appropriate one for your organization.
- Aligning your services strategy to best support the business mission.
- Determining the appropriate goals, metrics, practices, and benchmarks based upon your services strategy and the maturity of your organization.
- Leveraging your culture to help lead needed change.
- Nurturing your top talent.
- Selling your ideas internally.
- Stumbling blocks on the road to success and how to avoid them.
- Getting sales personnel on board.
- Best practices of high-performing services businesses.
- The 10 steps to implementing lasting change.
- Low-hanging fruit—simple initiatives that yield fast returns.