Track Selling System™:
The Complete Selling Process
(3 day, public or in-house program)
An intensive, three-day workshop that teaches participants how to maximize their sales efforts. The course content features Track Selling, a scientifically proven method that includes a seven step sales process utilizing the six buying motives (why people buy) and the five universal buying decisions (how people buy). It also includes sound, effective techniques for overcoming objections, a system for developing dynamic presentations, and a way to close more sales, more often, without pressure or stress. The program is conducted by two experienced sales instructors and is limited to 24 participants. The Track Selling System workshop benefits inside salespeople, outside salespeople, telemarketers, managers, top executives and anyone else who interacts with your customers.
We have taken our intensive three-day workshop that teaches participants how to sell and integrated it with the latest training technology available over the Internet.
The Track Selling System™ Workshop offers online follow-up training, Instructor led workshop plus a one-year reinforcement package including weekly email Tip of the Week and advanced training CD Library.
Our Track Selling System™ incorporates third generation streaming video scenario based e-learning. This program can also include integration of Track Selling™ with several of the more popular sales force automation products as well as CRM technology.
Your Customer is Your Partner™
(1/2 day or 1 day, in-house program)
A new, exciting program for today's sales professionals that focuses on the salesperson's role as an advisor and counselor. The course content consists of a customer-oriented approach to building and maintaining client relationships. Aspects of this program include development of effective people-to-people skills, and being in partnership with the client. This program can be delivered in a half-day or one-day session. Participants develop a sales plan using the Track Selling system to sell their product or service to their prospect.
The Guaranteed Close™:
A Scientific Selling Procedure
(1/2 day or 1 day, in-house program)
The "capsule" selling course is valuable for beginners and seasoned professionals alike. The course content includes the basics of Track Selling and the use of a unique closing process which enables salespeople to close the sale up to five times, professionally, logically, and without pressure. This program can be delivered in a half-day or one-day session.
Sales Management Clinic
and Coaching Workshop
(1 or 2 day, in-house program)
This custom tailored, high-level workshop provides sales managers with a concise understanding of their responsibilities and the practical, transferable skills to achieve them. Top performance as a salesperson is no guarantee of success as a sales manager. Managers must be able to coach, motivate and manage individuals while a team philosophy is
promoted. Our experienced instructors teach managers how to lead their sales organization to top performance. Managers will learn what is involved in coaching their salespeople on what to do and how to do it. They are taught questions to reveal specific weaknesses of their staff, how to correct weaknesses by practical demonstration and the necessity of feedback on performance after a coaching session. Effective questioning and listening are coaching skills critical to managing effectively and are reviewed extensively. This workshop can be delivered in a one day or two day session.
Telemarketing Workshop
(1/2 or 1 day, in-house program)
The telephone can be a highly effective sales tool if used professionally, yet few are highly skilled in its use. Participants in this workshop learn a proven, effective, scientific telephone selling procedure that leaves nothing to chance. The first 15 seconds of the call are the most important where interest and rapport must be established with the "gatekeeper" or prospect. If interest is not
generated a salesperson cannot succeed. Our instructors teach
participants how to create interest getting statements that lower the prospects defenses and then how to uncover and relate to the buyer's hidden agenda by using effective questioning techniques. The participants learn to appeal to this hidden agenda by translating their specific product/service features into customer benefits, motivating the prospect to buy from them. Finally, a highly effective closing technique is taught that allows salespeople to close the sale without pressure. This program can be delivered in a half day or one day session.
World Class Customer Service Workshop
(1/2 or 1 day, in-house program)
Despite the public relations hoopla that surrounds customer service today, exemplary service is the exception rather than the rule. Regardless of the title held, every employee is selling or unselling his or her company every hour, every day. If the customer is king, the second most important person in the kingdom must be the person who has a direct interaction on a daily basis with the king. No other position impacts the customer, or the bottom line, more. Consequently, excellent customer service must be the desire, not the duty. World Class Customer Service provides the process for making it happen.
Track Selling System™ -
In-house video training program
For companies that want to conduct their own in-house sales training programs, Max Sacks International offers the most extensive, state-of-the-art interactive video program and resource materials available on the market today. Complete with seven video modules, comprehensive, yet easy to use instructor and participant materials, and a unique participant reinforcement program, the video workshop teaches the same skills and techniques presented in our public workshop. The Track Selling System video program includes an intensive one-week instructor certification program and on-going support services from Max Sacks International.
Consulting Services
Give us your specific sales, marketing or management challenges, and we'll give you solutions that work. On a project or retainer basis, we will analyze, evaluate, and/or monitor any aspect of your sales and/or marketing organization including sales performance, sales recruiting, sales compensation, sales systems and strategies, territory assignment, position, market segmentation, distribution channels, and collateral material development, etc. Our services include field work, formal and informal research, as well as sales and marketing management guidance. The experts at Max Sacks International have provided valuable sales and marketing opportunities and solutions to thousands of companies leading to greater reward, increased success, and maximum performance of our client companies. Let us do the same for you!
Speaking Services
(see Roy Chitwood)
Max Sacks International speakers provide much more than a "nice warm feeling" that fades as soon as the meeting is over. Our motivational talks benefit your company by providing practical information, delivering ideas, strategies and tactics your group will put to immediate use in both their professional and personal lives. Before the
event, our speakers talk with your people and gather information about your organization, your industry and the audience. We work with you to determine exactly what you want to achieve and then shape the presentation to help you reach your goals. After the program, your audience can reinforce and expand upon the insight and expertise delivered by using our books, audio cassettes and video cassettes on an ongoing basis. Please contact our office for a complete description of topics and scheduling information.
Seminars & Workshops