Workshops and Seminars
Participants develop skills through theory and practical experiential learning based on discussion, case studies, examples, and practice exercises. Courses are designed for consultative business-to-business roles including new and seasoned sales professionals, account managers, customer service and support specialists, consulting engineers, IT, legal or accounting professionals.
Marilyn Johnson has practical experience in chemical, technology, software but more importantly in the oil and gas industry to work with your real world challenges and examples. That means Marilyn can help you define what problem you are trying to solve with training and if training is the right answer. Program length and content can be customized from component modules and your real world cases.
Selling Fundamentals | Consultative
Selling Skills | Professional
Effectiveness | Team
Effectiveness |
Marketing and Sales Basics: Introduction to Your Role and Responsibilities | Professional Selling Basics: For the Technical Professional | Handling the Disappointed and Upset Client | Plan and Facilitate Effective Meetings for Brain Storming, Discussion, Decision Making, Planning and Problem Solving |
Communication Styles: Your Impact, Building Rapport and Trust | Selling Services: A Different World Than Selling Products | Listening Skills | Developing a Team Charter |
Prospecting and Cold Calling: Developing Confidence and Skill | | ABQ2 - Asking Better Quality Questions | Developing Collaborative Skills in Teams |
Discovering Buyer Needs and Wants: Keys to Powerfully Differentiate Your Services | Consultative Selling Skills: Learning about Your Buyers and Their Decision Process | Selling Value and Benefits: Defend Your Price | Coaching Basics for Project Managers |
| The Selling Conversation: A model to advance the sale. | Discovering Buyer Needs and Wants: Keys to Powerfully Differentiate Your Services | Soliciting and Handling Objections and Buyer Resistance | Effective Business Development Activities with Current and Prospective Customers |
| Strategic Account Management
| Presentation Skills
| Negotiating: Schedules, Fees and Deliverables
|
| Preserving, Strengthening, and Expanding Client Relationships
| Networking Skills
| Dealing with Angry, Difficult or Ambivalent People
|
| | Trade Shows: Effective Preparation and Show Behavior | Boardroom Presence | |
| | Preparing for your next client meeting | Telephone Selling and Customer Service Skills | |
| | Conducting an Effective Selling Meeting | Giving and Receiving Constructive Feedback | |