Training | Selling Defined

With over 30 years of experience selling both products and services, Larry knows what works! His interactive training will not only entertain, it will also give his audience the understanding, vision, inspiration and confidence necessary to take their individual sales performance to new heights.
To stay in touch with retail customers, to this day, Larry maintains his position as an auto broker; selling both tangible and non-tangible offerings. His ongoing experience keeps his message ever evolving and relevant to what is happening in the world of selling now.

Sales Management Training

Creating an Effective Sales Training Program
Training for the Trainer
Incorporating Selling Defined Fundamentals into Your Sales Process

Click here to Check Larry Heiser's Availability.

Sales Force Training

Fundamentals to Successful Selling

Lasting success is predicated on how solid the foundation is. Selling is no different. This course explores key concepts that are necessary to achieve long-term selling success.
Topics include:

Selling vs. Marketing
Selling Defined
Be Proud...YOU make the world go round!
Approachability Dynamics
Levels of Competence
Managing the mind of the prospect open
Positioning your Product or Service
The Power of the Pen
The Impact of Product Knowledge
Organize to Succeed
Captivating and believable presentations

Click here to Check Larry Heiser's Availability.

Sales Force Training

The Awesome and Untapped Power of Approachability Dynamics

A prospect can choose to do business with you even before a greeting takes place between them and a sales consultant. This course explores when the real first impression occurs between a sales consultant and the prospect and what can be done to ensure prospects see your sales consultant and organization in the very best way.
Topics include:

Fight or Flight
Customer Dynamics
Judgement Time
Personal Approachability Dynamics
Environmental Approachability Dynamics
Social Approachability Dynamics
Identifying Your Approachability Dynamics
Addressing and Overcoming Negative Approachability Dynamics
Moving Forward

Click here to Check Larry Heiser's Availability.

Sales Force Training

Mastering Your Selling Ability

This advanced course is challenging and designed for experienced sales consultants who need a boost in their sales performance. Faced paced and highly interactive.
Topics Include:

Bench Marks Established
Understanding The Real Reason Why Customers Buy
Evaluating Your Existing Process
Adjusting Course
Going Forward

Click here to Check Larry Heiser's Availability.

Sales Force Training

Handling Customer Resistance

This advanced course is designed for sales consultants who have trouble closing their sales.
Topics include:

What's in a Word? Exploring Customer Objections
Common Resistance
Preventing Resistance
Keeping the Customer Engaged
A New Discovery
Resistance is Futile!

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Sales Force Training

Skype Ask The Author

Many organizations purchase Larry's book "Selling Defined" for their entire sales force. Often times there will be some questions needing answers, misunderstandings that need clarification and Concerns that need to be addressed. Who better to do this than Larry Heiser himself?

This 45-minute ask the author session is available to any sales consultant that has read the book "Selling Defined, What selling really is and how to maximize every opportunity."

Questions can be related to anything in the book and how it relates to selling.

Click here to Check Larry Heiser's Availability.

Sales Management Training

Creating an Effective Sales Training Program

This course is designed for Salesforce Managers looking to establish and maintain a consistently effective sales force training program to maximize sales.
Topics include:

Typical Sales Training Programs
Why Sales Training Doesn't Work
The "Naturally Gifted"
Identifying Group Training Needs
Identifying Individual Training Needs
Global Training Program Objectives
Creating YOUR Training Pathway
Delivering YOUR Message
Effective Measurement
Follow-up.

Attendees to this seminar are entitled to 1 year of free telephone support to answer any questions.

Click here to Check Larry Heiser's Availability.

Train the Trainer

This course is designed for Salesforce Managers looking to improve their skill at delivering a message to their salesforce.
Topics include:

Your Worst Fear
Guided Missile
Adult Learning Theory
Creating Learning Objectives
Sequencing Your Message
Contract for Learning
Questions, Questions and More Questions
Types of Participants and How to Handle Each
Your Call To Action
Repetition and Consistency
Follow-up

Attendees to this seminar are entitled to 1-year of free telephone support to answer any questions.

Click here to Check Larry Heiser's Availability.

Incorporating Selling Defined Fundamentals into Your Sales Program

This individual consulting service if for manager who want to incorporate the unique fundamentals found in "Selling Defined" into their existing sales training program. Mr. Heiser will do the following:

Review of the organization's existing salesforce training materials
Work with Sales Management to fully understand the organization's sales philosophy and Process
Recommend placement of new information within the existing sales process
Recommend how to deliver the new information via training
Design new materials to support new learning

Fee includes 1-year of free telephone support to answer any related questions.