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"Here's the rate book. Hit the bricks."
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Sound anything like how a lot of sales careers began? There is an alternative. NIBA's Sales Institute is designed to bring the best of professional selling and sales management skills to area businesses.
The Institute is designed to fit selling schedules, with a powerful mixture of sales and people-management skills, emphasis on relationships and collaboration, and a solid, practical approach to real-world problems.
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Who should attend?
New and veteran sales professionals and sales managers.
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How is the Institute structured?
Public programs -- both one day and continuing sessions, along with customized, on-site
training that can be scheduled to fit your regular sales meetings.
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Location
Typically, public Institute programs are offered in NIBA's learning center in Wilmette. Customized programs may be offered there, at the company location, or in hotel or other training facilities.
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Why choose NIBA's program?
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- Because NIBA is...
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Local: We understand northern Illinois businesses; we -- and our facilitators -- are here, easily available for follow-up. |
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Flexible: Public programs, on-site customized programs for any size group, and
individual consulting to address specific company needs. |
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Cost-effective: Because NIBA is a not-for-profit association, costs are dramatically reduced. |
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Practical: Sales Institute programs are pragmatic -- designed on a business rather than an academic model, and the goal is always measurable success. |
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Experienced: NIBA has been in business since 1949, and our Supervisory Development Institute is among the most successful in the nation, with over 6,000 graduates. The Sales Institute is grounded in the same principles. The courses, plus others notlisted here,
can be modified for content or schedule -- customized to fit individual company needs. |
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CEU Credit: All NIBA programs carry CEU credit, and graduates who complete the required attendance receive a completion certificate. |
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PUBLIC PROGRAMS
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Building Your Professional
Selling Skills - The Beginning
An intensive one-day workshop highlighting each step of the selling process, designed to impart skills, technique and confidence. Developed and designed for the new sales person.
Participants learn how to: |
 Assess themselves against the key skills of the successful salesperson
Create a sales image that works
Understand the power of competitive knowledge
Use a six-step sales process for planning sales meetings
Overcome objections
Deliver power closes
Complete the post-sale follow-up
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Persuasive Selling
The professional salesperson's job today is harder than ever. Increased competition calls for a wider range of skills and knowledge, and, most of all, for effective communication. Nowhere is the power of persuasion more necessary than in the buyer-seller relationship.
The secret is to learn to sell people the way they want to be sold.
Participants learn how to: |
Identify the four styles of behavior and where they fit
Increase awareness of their behavioral styles as salespeople
Identify the unique wants and needs of the buyers/listeners
Adapt their approach to communicate most effectively with customers
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Taking Selling Skills to a Higher Level
An intensive one-day workshop focused on professionalism, creativity and determination. The program teaches innovative strategies for reaching decision makers and how to distinguish themselves from the competition by helping customers solve their business problems instead of focusing just on the sale. For veteran sales people looking for new ideas and techniques to increase their sales effectiveness.
Participants learn: |
To manage relationships both internally and externally
The SPIN Model and how to use it
What top decision-makers want -- and how to deliver it
Creative strategies for reaching the decision-makers and getting their attention
Major account sales strategy
Active listening techniques
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Consultative Selling Techniques Workshop
Successful salespeople today are a resource for their customers. The consultative selling approach will make you a business problem-solver, able to offer real solutions to real problems for clients. You'll learn a systematic approach to building an on-going, value-added relationship -- a way to sell solutions, not just products.
Participants will learn to: |
Compare the relationship between product-oriented selling and the consultative process
Position you and your organization as a consultative resource
Make the transition from implied needs to explicit needs
Successfully handle client objections
Describe the components and characteristics of professional recommendations
Present comprehensive, benefit-oriented solutions to clients' needs
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Professional Presentation Skills
Selling requires effective communication -- on a one-to-one basis, or in front of a group. This two-day workshop helps participants master the skills needed to plan, structure and deliver professional and dynamic presentations. Participants will practice delivering presentations, view videos and receive constructive feedback in a risk-free environment. The focus of the
program is on delivering convincing presentations with confidence, credibility and personal impact. The program is limited to 8 participants.
Participants will learn how to: |
Recognize and overcome communication apprehension
Incorporate effective platform skills, both verbal and physical, into a presentation
Conduct an audience analysis and understand how it relates to a successful presentation
Effectively handle question and answer sessions
Integrate visual aids that will catch the audience's eye
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Developing Professional Selling Skills
An in-depth, six-week program -- six half-days, once a week -- designed to develop sales skills and refine new ones. Basic and advanced sales techniques include consultative selling and competitive intelligence. This is a hands-on program with activities that help participants apply new concepts to their sales techniques.
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The Selling Relationship
Knowledge is Power
Beware the Buyers
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Step by Step Sales Process
Just say "Yes"
Personal Sales Effectiveness
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Developing Sales Management Skills
An in-depth, six-week program -- six half-days, once a week -- designed to provide sales managers with concepts and techniques to improve performance, select and develop a sales staff, and, most of all, improve results.
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The Role of the Sales Manager
Hiring the Right People the First Time
Maximizing Results through Training and Motivation
Coaching, Evaluation, Counseling & Discipline
Conducting Sales Meetings that Succeed
Linking Sales and Sales Management to the Big Picture
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Customized Sales Training... plus coaching and mentoring
Sales and sales management programs are available in customized versions, built to suit your needs with salespeople, distributors or reps. In addition, NIBA professionals are available to consult on a variety of issues and to serve as coaches and mentors to sales professionals.
Any of the programs can be structured for presentation at your regularly scheduled sales meetings.
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Call NIBA today, whether you need to train one salesperson or restructure your entire sales plan.
NIBA... we're the competitive edge. 847 963-9860
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