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	Solutions McLean Selling System Optimized Sales Process Customer Driven Product Knowledge Sales Toolkits Targeted Sales Training Courses Sales Consulting Sales Training Sales Performance Analysis

SALES TRAINING PROGRAMS

Presented below is a summary of the McLean Performance Institute sales training programs and the "Modules" that comprise them. You can select from among them to build your custom curriculum and agenda(s).

Selling Technology Business Solutions: Selling Technology-Based Solutions Competitive Selling Paradigm Proactive Sales Process Achieving Competitive Advantage The Mind of the Technology Buyer Business Value: Customer Business Issues The Consultative Sales Call: Proactive Sales Call Model Positioning Business Solutions Asking the Right Questions Leveraging Key Prospect Issues Managing Objections Closing the Call Consultative Product Training: Market Overview, Issues, and Trends Product Differentiators / Advantages Key Buyer Profiles by Position Sales Value Proposition(s) Competition Analysis and Strategy Proactive Group Sales Presentations: Presentation Strategy The Persuasive Model Message, Structure, and Format Platform Skill, Managing the Audience Managing the Environment Proactive Sales Demos Managing the Strategic Cycle: Technology Buying Process Proactive Sales Model The Strategic Selling Cycle The Physics of Selling Closing throughout the Cycle Qualification Checkpoints Planning and Executing Selling Events Strategic Opportunity Management: Strategic Landscape / Success Factors Account and Opportunity Evaluation Buying Process and Key Players Analysis Competitive Analysis Advantages, Vulnerabilities, Sales Strategy Plan of Attack	Selling to Senior Level Executives: Executive Sales Success Factors Executive Selling Strategy and Plan Executive Message / Value Proposition Getting the Appointment Early Cycle Executive Sales Interview Executive Proposal Meeting Live Account Workshops Call to Action The Business of Selling: Prospecting and Prospect Planning Qualifying, Disqualifying, Prioritizing Pipeline Management and Forecasting Organization, Time & Territory Mgmt. Territory Business Planning Telephone Cold Calls: Mission, Campaign Strategy and Plan for Cold Calls Objectives, Target Markets, Database Value Propositions, Key Buyer Profiles Prospecting Letters (and emails) Cold Calling Scripts Cold Call Metrics and Follow-Through Negotiate for Profit: Negotiate throughout the Cycle The Balance of Power Managing the Meeting(s) Rules of Negotiating Negotiation Workshops Negotiation Planning Guide Additional Modules: Sales Business Proposals, & Letters Reference Selling Taking Over a New Territory Sales Rules/Think First The Philosophy of Selling The Profession of Sales Professional Appearance / Demeanor Closing Throughout the Cycle Winning the Competitive Sale Selling for the Presale Technical Person A short version of any course or module is available
Below is a partial list of available sales training programs:

Defining Product Advantage Key Buyer Profiles Anatomy of a Sales Win The Strategic Sales Cycle The New Market Order Sales Success Factors Building Value Proposition Selling against Competition Sales Positioning Messages Asking the Right Questions Managing Objections Closing the Initial Call Strategic Cycle Qualification Criteria Territory Sales Plans	Best Prospect Profile Prospect Portfolio Prospect Planning Benefits of the Appointment Pipeline/Forecasting Analysis Custom Sales Seminars Role Plays: Telephone Cold Calls Consultative Sales Calls Positioning to Open the Meeting Responding to Objections Asking the Right Questions Elevator Pitches Participant Sales Presentations
Our sales training programs are designed to implement and practice a tool or system that will be applied upon their return to the field -- so that the training actually reinforces itself.