Terry
Booton's topics can be tailored for any audience. His high energy
delivered programs are focused toward people who interact with
customers and are responsible for generating revenue. The objective
of his material is to provide his audience with tips and techniques
to help them become more productive and self-confident. He gives
them a vision and the self-confidence to try things they may
not have considered or otherwise would not have attempted.
Asian Team Working On Channel
Strategy in Hong Kong
My Hottest Seminar
Three day class on "Consultative/Solution Selling".
This class gets results! It is unlike any other Consultative
Selling Class on the Market. Example, read client comments/testimonials
from Inforworks, SIS, and others. |
Sales and Marketing Audit
Spend a day reviewing ways to improve your sales and marketing
infrastructure to drive profit. |
Facilitated Workshops & Planning
Sessions
Will facilitate, lead and guide sales or marketing strategy
or planning sessions. Session can identify sales inhibitors
and each session will produce action plans with who is responsible
along with completion dates. |
Management Leadership Development
Program
If you are looking to analyze your management team and each
individual's ability to lead, this program is for you. It
is comprised of a five step process. See details below.
|
Account Management
Learn how to penetrate, manage and take competitive control
of a large account. This class will take you from getting organized
to developing an account plan to helping you learn how to penetrate
the account.
Account Planning Workshop
Learn the importance of having an account plan, the responsibilities
of the salesperson and how to go about building an effective
and workable account plan. This class is geared for companies
who are trying to penetrate and control the business in the
larger accounts. The attendees will actually build an account
plan for their territory and walk away with a working document.
Are You Giving Away The Farm
This is a class on sales negotiation.
Learn how to negotiate with your toughest customers and still
make a good profit on the deal to where everyone feels like
it was a win- win situation. Learn how to differentiate your
product from being a commodity by selling value. (This can also
be a keynote presentation.)
Assessment Tools For The Employer
This topic provides you with an overview of several assessment
tools designed to ensure you hire the right persons and reduce
turnover. These tools are used for pre hire screening, job fit
and management development and coaching tools. All of these
programs are "state of the art" and software driven.
Blitz Day
Guidance and direction to pre plan a kickoff meeting to get
maximum results for a blitz day of sales and marketing. A focused
look at how to handle potential objections and a look at different
ways of gathering marketing intelligence. Develop a teaming
strategy to maximize the number of calls that can be made along
with incentives that make it fun for all.
Channel Management
Learn
how to build an effective channel of business partners. This
workshop takes you through typical channel options, developing
your strategy, building the channel through effective segmentation,
selecting the right partners, understanding a day in the life
of a channel partner, selling the opportunity, ways to help
them drive business, helping them develop a business plan, agreements
and contracts.
Closing
A discussion of when and where to close and closing phrases
that get results. Learn a variety of closing techniques.
Concept to Market
This workshop consist of a documented methodology and process
of how to take a concept for a product or service and take it
through the steps from concept to development and then how to
strategically get it to market.
Consultative Selling
Learn what consultative selling is about and what it means to
be a consultative salesperson. We take a look at your role as
a salesperson, the sales process, professionalism, vendor selling
vs consultative selling, your value proposition and consultative
selling techniques.
Consultative / Solution Selling Workshop
Learn what you don't know about consultative and solution selling.
This three day workshop gets maximum results. All three days
are totally different. Day 1 is a workshop with a focus on what
you are selling, selling to issues rather than selling product
and service. Day 2 focuses on cracking new accounts, leads,
qualification, and more face time. Day 3 is all role play with
objection handling in the morning and a graded sales call in
the afternoon.
Cracking New Accounts
Tips and techniques on how to gain market share and close the
sale in half the time. A focus on focusing on your territory
and fully understanding run rates. (This can be a keynote presentation)
Customer Service
I will work with mystery observe your entire operation and see
how the different people interact with customers and how they
treat them. I will then build a custom customer service training
program to address your real issues rather than deliver a general
customer service presentation.
Dealer Development
I will work with your dealer or reseller network, help determine
requirements and deliver whatever program is needed in any area
of the business.
Effective Presentations
This class will teach you tips and techniques as to how to build
an effective and professional business presentation that will
close more business. Optional: The attendees will actually build
and deliver a presentation to the rest of the class for evaluation.
Eight Biggest Reasons Salespeople
Don't Produce
This is a keynote presentation that
addresses the eight biggest reasons salespeople do not produce
the results management expects.
Financial Justification Techniques
Learn how to walk into any business and justify anything you
want to sell in 10 minutes, whether it cost $5 or $5 million.
Fish
A remarkable workshop designed to boost moral and improve productivity
based on four simple principles. People spend about 75% of their
adult wake time doing work related activities. Practical tips
will be shared for making your workplace a more enjoyable and
exciting place to be. Based on the Pike Fish Market in Seattle.
High Powered Selling
This topic will help you close more business with less effort.
It starts with networking, market segmentation, focus, knowing
who to call on, getting their attention, talking their language
and getting the order.
Hiring & Motivating Salespeople
A look at the steps in the interview process. Discussion of
techniques used to identify the best candidates, major factors
that motivate a salesperson, considerations in developing effective
compensation plans, and ways to motivate salespeople.
Key Account Management
This class is intended for those who will be managing a key
account. Learn how to manage and develop a key account. Learn
how to build a winning strategy, develop an account plan, build
relationships that produce revenue and most important is how
to effectively manage and control the account.
Management Leadership Development
Program
If you are looking to analyze your management team and each
individual's ability to lead, this program is for you. It is
comprised of a five step process.
Step 1: We start by using the Check Point to measure
eight key management skills and 18 job skills essential to being
an effective leader and delivering maxim leadership performance.
Step 2: We assess them using the Profile XT for job fit.
Step 3: We use Skill Builder to build a development plan
for the skills needing improvement.
Step 4: Mentoring will be provided to each participant
to mentor and inspect their progress.
Step 5: One year later we will go through the process
again and measure the improved results at a management development
workshop.
Negotiating to Success
A structured process and strategy to expedite and negotiate
your opportunities to a win / win closure.
New Business Productivity Tips
A discussion on getting organized and having the necessary tools
you need to get the job done. A focus on building a productive
and results oriented sales kit to actually doing a two week
time management study of how you are spending your time.
Objection Handling & Closing
A highly interactive session, using one on one role plays that
deal with the most effective ways of handling objections and
closing business. The audience supplies their most difficult
objections to be role played. Primary focus is on, "What
is standing in the way of doing business today?"
Ordinary to Extra-Ordinary
A simple look at what it takes to go from an average salesperson
to a super salesperson. Discover how you can set yourself apart
from the competition and become more successful than you ever
imagined.
Quality
A quick productive approach to quality for small companies that
don't necessarily want to go for the Malcolm Baldridge Award
but would like to experience the benefits of implementing a
quality sales and marketing program.
Questioning Techniques
This class will teach you different types of question techniques.
Learn how to ask the right questions to get the desired results
you need in order to close the sale.
Relationship Selling, How to Get Customers
and Keep Them
Selling often starts after the sale is closed. Take a look at
how your actions can either make you or break you in a business
relationship. Learn tips on how to get all of your client's
business and not just the crumbs. Discover new ways to strengthen
the relationship with your customers so your competitor's can't
get in.
Rep to Rep
A year's worth of sales training in one day.
Selling is About Execution
If your salespeople are not producing up to your or their expectation,
this is the class to get them back on track.
Selling to the Top Decision Maker
(Executive Selling)
An in-depth look at how to get to the top decision makers, selling
to executives. Discover what will get you in and what will get
you thrown out. Find out how to get the top decision maker's
attention and his business. (This can be a keynote presentation)
Selling to Large Accounts
Learn how to penetrate, manage and take competitive control
of a large account. This class will take you from getting organized
to developing an account plan to helping you learn how to penetrate
the account.
Silent Shopper
I will be a silent shopper for your company. I will shop your
competitors or I will shop your own company and locations to
see how well you operate or deal with your customers and critique
the observations. If you sell through a network and want to
know how your dealer or reseller is representing your product
or service, I will shop that as well. I can provide a partial
or complete critique of your company and it's operations, service
and the way you handle your customers..
Solution Selling Workshop
Learn what you don't know about solution and consultative selling.
This three day workshop gets maximum results. All three days
are totally different. Day 1 is a workshop with a focus on what
you are selling, selling to issues rather than selling product
and service. Day 2 focuses on cracking new accounts, leads,
qualification, and more face time. Day 3 is all role play with
objection handling in the morning and a graded sales call in
the afternoon.
Support is a Product: Let's Sell It
This topic is geared to helping you understand how to go about
determining the type of services you can provide, the level
of service you can provide, how to price it, how to package
it and how to go about selling the service.
Territory Management
How to get started. Take a look at how to set up your territory
and be productive the first three months on quota. Learn how
to get yourself organized to maximize your time, increase productivity
and exceed quota as soon as you go on quota.
Time Management
Take an inside look at how you spend your time during the week
and focus on how you spend your time during your work week.
Learn how you can get up to an extra 6 months to make your annual
quota just by learning a few new tips and techniques on how
to get yourself organized. These time savings techniques will
give you more face time with your customers thus allowing you
to earn more money.
Telemarketing Topics
This is a comprehensive class for companies starting a telemarketing
center or for companies who are using people to do telesurveys,
telemarketing, or telesales. This class will cover such topics
as:
