Organizational Training

Selling / Influencing Excellence:

Ask yourself the following questions:

Have you ever been using all your skills to persuade someone of something, but you did not feel connected to the other person? Was the result what you wanted for both of you?

Have you ever attempted to persuade someone who had a need, but they did not seem to see the value that was obvious to you? What was the result of that interaction?

Have you ever been using a traditional selling model, and you forget what the next step is?



The Selling Excellence and Influencing Excellence Seminars are similarly based trainings customized for the needs of two different groups. Each is a five-step process, designed in such a way that the person doing the persuading always knows what the next step is.

Selling Excellence is formulated to assist a person, such as a traditional sale-person, who has a product or service to sell to a client. Influencing Excellence seminar participants are those people, such as managers, lawyers, accountants, or (for that matter) anyone, wanting to persuade others to their way of thinking.

Both programs include on the powerful, cutting-edge technology of Neuro-Linguistics. They each add two important practices to the traditional sales model. First, participants learn and practice how to build Rapport immediately upon contacting the prospect and to maintain the connection throughout their interaction. Secondly, the participants learn that the entire persuasion process depends upon the prospect recognizing the Value of the product, service or idea being presented. Graduates of each seminar practice methods of eliciting the Values of the prospect. When Rapport has been established and the prospect clearly identifies with the Value of the product, service, or idea, the he or she often closes him- or herself.

The Selling Excellence Seminar can be customized for Salespeople of all experience levels. Mastering these skills allows even very experienced salespeople to notice quantum improvements in their abilities to persuade others. After one organization adopted the five steps, it went from a 50% closing rate to 80%.

The Influencing Excellence model is designed to allow people who have had little or no experience in traditional sales to be able to learn it easily and to know what step they are on at all times. Since they know where they are in the process, they can go to where they need and present their points most effectively.

Stress Management

Many organizations are being robbed of their most valuable resource-the productive energy of their employees. Stress, the silent killer, is often the major cause of decreased production, absenteeism, and low morale, Training employees to manage and cope with the harmful effects of stress is a sure way to improve productivity, cut down on absenteeism, reduce health insurance costs, improve morale, and move the organization forward toward meeting company goals.

Providing the latest information and techniques, Joe Craig designs courses that are specifically tailored to meet the needs of people at all levels, especially top and middle managers, the group that is statistically most susceptible to stress-related illness.