Elite Training Systems Public Workshops

EliteTrainingSystems

EliteTrainingSystems

Sales, Communication and Leadership Training for Business Owners and Sales

Professionals

Sales, Communication and Leadership Training for Business Owners and Sales

Professionals

Elite Training SystemsPublic

Workshops

Does a formalized structured sales training program work?Does a formalized structured sales training program work?

Ask Xerox, IBM, UPS, Bell Canada, the Major Banks,

and Insurance Companies. For that matter ask any

large successful organization!

Ask Xerox, IBM, UPS, Bell Canada, the Major Banks,

and Insurance Companies. For that matter ask any

large successful organization!


Workshops

Better yet,…Better yet,…

…ask your competitor, because if they are training their sales staff and you’re not, they are likely eating

your lunch!

…ask your competitor, because if they are training their sales staff and you’re not, they are likely eating

your lunch!


Workshops

What Most Businesses Tell Themselves

What Most Businesses Tell Themselves

Our company can’t financially afford Professional Sales Training!

There isn’t enough time for us to pull our people out of the field!

Training only provides a short-term “feel good” results with no long-term improvements.

Our company can’t financially afford Professional Sales Training!

There isn’t enough time for us to pull our people out of the field!

Training only provides a short-term “feel good” results with no long-term improvements.


Workshops

The RealityThe Reality

Your people need to master the basic skills and therefore, you can’t afford not to train your Sales Team!

You need a proven program that requires a minimal time commitment for the members of your sales team.

The program must provide follow-up testing and demand accountability on behalf of the participants.

Your people need to master the basic skills and therefore, you can’t afford not to train your Sales Team!

You need a proven program that requires a minimal time commitment for the members of your sales team.

The program must provide follow-up testing and demand accountability on behalf of the participants.


Workshops

The SolutionThe Solution

The 20 Session Elite Sales Skills Training Program!

Your financial commitment is a total of $179.90 monthly, per individual!

At 8 hours per month the program only requires 5% of your selling time. (Bi-weekly half-day sessions)

The client has control over a skill questionnaire and accountability assignment post workshop to ensure results.

The 20 Session Elite Sales Skills Training Program!

Your financial commitment is a total of $179.90 monthly, per individual!

At 8 hours per month the program only requires 5% of your selling time. (Bi-weekly half-day sessions)

The client has control over a skill questionnaire and accountability assignment post workshop to ensure results.


Workshops

The JustificationThe Justification

The knowledge gained will increase confidence and boost sales activity.

New sales opportunities that lead to revenues will pay for the training investment many times over.

The sales training and coaching will be an invaluable asset!

The motivation from each session will be priceless!

The knowledge gained will increase confidence and boost sales activity.

New sales opportunities that lead to revenues will pay for the training investment many times over.

The sales training and coaching will be an invaluable asset!

The motivation from each session will be priceless!


Workshops

What We TeachWhat We Teach


Workshops

Marshall W. Northcott

Marshall W. Northcott

Started sales career in 1988. Diverse background selling tangible

and intangible products, including face-to-face selling, telemarketing and the retail sector.

Excellent people skills, problem-solving abilities and sales knowledge.

Enthusiastic, energetic and passionate Corporate Trainer.

President of SMP Strategies, Founder of Elite Training Systems, Author of Sales Insights.

Started sales career in 1988. Diverse background selling tangible

and intangible products, including face-to-face selling, telemarketing and the retail sector.

Excellent people skills, problem-solving abilities and sales knowledge.

Enthusiastic, energetic and passionate Corporate Trainer.

President of SMP Strategies, Founder of Elite Training Systems, Author of Sales Insights.


Workshops

A Bold StatementA Bold StatementA Bold StatementA Bold Statement

“By providing the necessary tools, training and knowledge required by the members of your sales team you give them every possible reason to

succeed and take away ever possible excuse for mediocrity and failure.”

Marshall W. Northcott, Corporate Trainer

“By providing the necessary tools, training and knowledge required by the members of your sales team you give them every possible reason to

succeed and take away ever possible excuse for mediocrity and failure.”

Marshall W. Northcott, Corporate Trainer


Workshops

The Company

Registered in February 2001. Primary focus of the business is training for

Corporate Business to Business Sales Professionals.

The Company

Registered in February 2001. Primary focus of the business is training for

Corporate Business to Business Sales Professionals.


Workshops

Customized On-Site TrainingPublic WorkshopsKey Note PresentationsSales and Business Coaching

Customized On-Site TrainingPublic WorkshopsKey Note PresentationsSales and Business Coaching


Workshops

SMP StrategiesSMP StrategiesSMP StrategiesSMP Strategies

Our Training Philosophy Deliver information that makes sense - make it simple

- to the point - provide examples to connect the dots. Get participants involved - encourage participation -

make it interactive. Make it easy to retain the information - deliver half-

day sessions and let the participant go out and apply what they have learned.

Make them accountable - have them complete a short written test after the session and also an accountability assignment over the next two to four weeks.

Our Training Philosophy Deliver information that makes sense - make it simple

- to the point - provide examples to connect the dots. Get participants involved - encourage participation -

make it interactive. Make it easy to retain the information - deliver half-

day sessions and let the participant go out and apply what they have learned.

Make them accountable - have them complete a short written test after the session and also an accountability assignment over the next two to four weeks.


Workshops

Ensuring the Effectiveness Ensuring the Effectiveness of Trainingof Training


The Training Materials are top quality and we are constantly updating and improving upon them.

Our facilitator has over 18 years of hands on sales experience combined with 8 years of training and coaching experience.

The training locations that we select are easily accessible and conducive to a positive learning experience.

We use state of the art equipment in our public workshops.

The Training Materials are top quality and we are constantly updating and improving upon them.

Our facilitator has over 18 years of hands on sales experience combined with 8 years of training and coaching experience.

The training locations that we select are easily accessible and conducive to a positive learning experience.

We use state of the art equipment in our public workshops.


Workshops



At the conclusion of each session the participants must complete a test and we provide the answers to the client.

The customer must supply a willing student “the raw material” who is prepared to get out of his/her comfort zone and implement the training.

Management support and reinforcement afterwards is crucial – there must be an expectation that they will apply the info.

We provide the employer or manager with an Accountability Assignment to be completed by the participant in the two to four weeks following the training session.

At this point we require your cooperation to set goals and objectives, track the professional development and sales results to ensure ongoing success.

At the conclusion of each session the participants must complete a test and we provide the answers to the client.

The customer must supply a willing student “the raw material” who is prepared to get out of his/her comfort zone and implement the training.

Management support and reinforcement afterwards is crucial – there must be an expectation that they will apply the info.

We provide the employer or manager with an Accountability Assignment to be completed by the participant in the two to four weeks following the training session.

At this point we require your cooperation to set goals and objectives, track the professional development and sales results to ensure ongoing success.


Workshops

Sales Training Workshop Sales Training Workshop TopicsTopics

Slide 1 of 3Slide 1 of 3


Slide 1 of 3Slide 1 of 3

Module 1 – Personality Patterns and Profiles Module 2 – Psychology of Selling Module 3 – Rapport and Relationship Building Module 4 – Uncovering and Creating Business

Opportunities Module 5 – Telephone Skills and Appointment Making

Module 6 – Successfully Handling and Overcoming Objections

Module 7 – High Impact Client Interviews (Theory)

Module 8 – High Impact Client Interviews (Role-Playing)

Module 1 – Personality Patterns and Profiles Module 2 – Psychology of Selling Module 3 – Rapport and Relationship Building Module 4 – Uncovering and Creating Business

Opportunities Module 5 – Telephone Skills and Appointment Making

Module 6 – Successfully Handling and Overcoming Objections

Module 7 – High Impact Client Interviews (Theory)

Module 8 – High Impact Client Interviews (Role-Playing)


Workshops


Slide 2 of 3 Slide 2 of 3



Module 9 – Problem Solving and Creative Sales Solutions

Module 10 – Proposal Preparation and Presentation

Module 11 – Powerful Sales Presentations (Theory)

Module 12 – Powerful Sales Presentations (Role-Playing)

Module 13 – Advance Customer Service

Module 14 – Referral Based Selling

Module 15 – Professional Image and Organization

Module 16 – Time, Territory and Account Management

Module 9 – Problem Solving and Creative Sales Solutions

Module 10 – Proposal Preparation and Presentation

Module 11 – Powerful Sales Presentations (Theory)

Module 12 – Powerful Sales Presentations (Role-Playing)

Module 13 – Advance Customer Service

Module 14 – Referral Based Selling

Module 15 – Professional Image and Organization

Module 16 – Time, Territory and Account Management


Workshops





Module 17 – Practical Goal Setting

Module 18 – Strategic Business Planning for Sales Professionals

Module 19 – Asking for the Order

Module 20 – Negotiation Skills

Module 21 – Elite Sales Management

Note: Role-Playing Sessions will be video taped and employer will be mailed a copy.

Module 17 – Practical Goal Setting

Module 18 – Strategic Business Planning for Sales Professionals

Module 19 – Asking for the Order

Module 20 – Negotiation Skills

Module 21 – Elite Sales Management

Note: Role-Playing Sessions will be video taped and employer will be mailed a copy.


Workshops

Training OptionsTraining OptionsTraining OptionsTraining Options

Public Workshops in

Kitchenerand

Mississaugalocations.

Public Workshops in

Kitchenerand

Mississaugalocations.

Customized On-Site

Trainingat your facility.

Customized On-Site

Trainingat your facility.


Workshops

Public Workshop FeesPublic Workshop FeesPublic Workshop FeesPublic Workshop Fees

Register for all 20 Sessions for $ 1797.00Fee per workshop $ 89.95

Register for any 15 Sessions for $ 1497.00Fee per workshop $ 99.80




Individual Sessions (each) $ 197.00Fee per workshop $ 197.00

Limited Number of Seats Available, Training Materials Included10 % discount applied for three or more enrolments from the same

company or organization.

Register for all 20 Sessions for $ 1797.00Fee per workshop $ 89.95





Individual Sessions (each) $ 197.00Fee per workshop $ 197.00

Limited Number of Seats Available, Training Materials Included10 % discount applied for three or more enrolments from the same

company or organization.


Workshops

Complete Workshop Complete Workshop DetailsDetails

Complete Workshop Complete Workshop DetailsDetails

For complete workshop details, including dates,

locations, fee, and course descriptions visit the web

site:www.elitetrainingsystems.ca

For complete workshop details, including dates,

locations, fee, and course descriptions visit the web

site:www.elitetrainingsystems.ca


Workshops

Testimonials from Testimonials from ClientsClients


For anyone who is contemplating a start in a sales career and becoming a professional, I recommend that they

take courses offered by Marshall Northcott. Marshall is a motivational mentor who knows how to inspire and

he teaches techniques that are proven to get results, FAST!

Donna Gagich, Regional Sales ManagerProvincial Environmental

For anyone who is contemplating a start in a sales career and becoming a professional, I recommend that they

take courses offered by Marshall Northcott. Marshall is a motivational mentor who knows how to inspire and

he teaches techniques that are proven to get results, FAST!

Donna Gagich, Regional Sales ManagerProvincial Environmental


Workshops



Attending these courses has taught me to look at my sales business in a new, fresher manner and I have more tools to use. The information is relevant and

professionally laid out.

I like Marshall’s style of relating stories that help get the point across. I actually get inspired and

motivated by the time I leave the training seminar.

There are many companies that do not plan or invest in their people and they need Marshall’s services!

Tom Melnychuk, Branch Manager, GuelphMarks Supply Inc.

Attending these courses has taught me to look at my sales business in a new, fresher manner and I have more tools to use. The information is relevant and

professionally laid out.

I like Marshall’s style of relating stories that help get the point across. I actually get inspired and

motivated by the time I leave the training seminar.

There are many companies that do not plan or invest in their people and they need Marshall’s services!

Tom Melnychuk, Branch Manager, GuelphMarks Supply Inc.


Workshops



The 12 Week program covers all the essentials of professional selling. In each lesson, Marshall provides examples to the participants that they can relate to on

a personal level so that they are able to use the techniques in their respective fields. Marshall is a

great motivator and eye opener to the business world. He knows his material, has personal

experience and speaks very well. His methods and delivery of course material are very informative and clear, which enabled me to use the information on a day to day basis in my sales position. The training exceeded my expectations and I am a very satisfied

client! What more could you ask for?

Mike McMillan, Sales RepresentativeSOKKIA Corporation - Canada

The 12 Week program covers all the essentials of professional selling. In each lesson, Marshall provides examples to the participants that they can relate to on

a personal level so that they are able to use the techniques in their respective fields. Marshall is a

great motivator and eye opener to the business world. He knows his material, has personal

experience and speaks very well. His methods and delivery of course material are very informative and clear, which enabled me to use the information on a day to day basis in my sales position. The training exceeded my expectations and I am a very satisfied

client! What more could you ask for?

Mike McMillan, Sales RepresentativeSOKKIA Corporation - Canada


Workshops



I have taken training courses in the past and none have been more effective or instructed to me

better than Elite Sales Skills Training by Marshall Northcott. I had a lot of fun during the twelve

weeks and I’m going to miss it! I honestly feel that all modules are particularly well done. I am

certainly a better salesperson and I have already experienced the rewards of being in sales because of the knowledge passed on to me. I know nothing is perfect but I can’t find anything in this workshop that needs improvement. Marshall you have this thing nailed! Thank you for everything that you have instilled into me throughout your course.

Dan Esser, Formex Metal Industries Inc.

I have taken training courses in the past and none have been more effective or instructed to me

better than Elite Sales Skills Training by Marshall Northcott. I had a lot of fun during the twelve

weeks and I’m going to miss it! I honestly feel that all modules are particularly well done. I am

certainly a better salesperson and I have already experienced the rewards of being in sales because of the knowledge passed on to me. I know nothing is perfect but I can’t find anything in this workshop that needs improvement. Marshall you have this thing nailed! Thank you for everything that you have instilled into me throughout your course.

Dan Esser, Formex Metal Industries Inc.


Workshops



I value the learning experience I have had from attending the Elite Sales Skills

Training Workshops delivered by Marshall Northcott. I have been in sales for 18 years and by following the back

to basics principles he teaches and reading his books I have had my best

year ever in Real Estate!

Dorinda Orser, Sales RepresentativePrudential Grand Valley Realty

I value the learning experience I have had from attending the Elite Sales Skills

Training Workshops delivered by Marshall Northcott. I have been in sales for 18 years and by following the back

to basics principles he teaches and reading his books I have had my best

year ever in Real Estate!

Dorinda Orser, Sales RepresentativePrudential Grand Valley Realty


Workshops



My third Elite Training Systems Workshop and I’ve enjoyed and

found every one helpful. I was so impressed by Mr. Northcott’s sales skills, that in addition to attending

these workshops, I hired him to accompany and coach me on several sales appointments to clients in New

York and Pennsylvania.Thilo Biedermann, Gotz Service

My third Elite Training Systems Workshop and I’ve enjoyed and

found every one helpful. I was so impressed by Mr. Northcott’s sales skills, that in addition to attending

these workshops, I hired him to accompany and coach me on several sales appointments to clients in New

York and Pennsylvania.Thilo Biedermann, Gotz Service


Workshops



There are many, many other testimonials on

the web site:www.elitetrainingsystems.ca

There are many, many other testimonials on

the web site:www.elitetrainingsystems.ca


Workshops

Measuring the Measuring the ResultsResults

Measuring the Measuring the ResultsResults

One of the #1 concerns business owners and managers have with investing in training is seeing tangible results.

At the end of each of our sessions we provide the employer or manager with the answers to a test that has been provided to the participant.

In addition we provide you with an Accountability Assignment that we recommend you have your sales representative complete in the weeks following the session.

You should work with them to establish goals and objectives related to the session and then measure the results to make certain they are meeting the expectation.

One of the #1 concerns business owners and managers have with investing in training is seeing tangible results.

At the end of each of our sessions we provide the employer or manager with the answers to a test that has been provided to the participant.

In addition we provide you with an Accountability Assignment that we recommend you have your sales representative complete in the weeks following the session.

You should work with them to establish goals and objectives related to the session and then measure the results to make certain they are meeting the expectation.


Workshops

Our CommitmentOur CommitmentOur CommitmentOur Commitment

What can you expect from the training program? We will partner with you to help you build a well-rounded,

skilled sales team that produces results for your business! SMP Strategies will deliver paperwork that outlines the

precise details of the training to be delivered. After the session you will receive an email with the skills

questionnaire answers and the accountability assignment.

An open line of communication – if at any time you wish to speak with us to get an update, express concerns, have a comment or just want our perspective of how we feel things are going we are here to speak with you!

What can you expect from the training program? We will partner with you to help you build a well-rounded,

skilled sales team that produces results for your business! SMP Strategies will deliver paperwork that outlines the

precise details of the training to be delivered. After the session you will receive an email with the skills

questionnaire answers and the accountability assignment.

An open line of communication – if at any time you wish to speak with us to get an update, express concerns, have a comment or just want our perspective of how we feel things are going we are here to speak with you!


Workshops

Your CommitmentYour CommitmentYour CommitmentYour Commitment

What do we expect from our clients? Communicate with us – let us know if there is a

concern, challenge or problem. Let us know what your expectations are from the

facilitator and the training program. Prescreen workshops participants - enroll sales staff

that want to grow and develop their sales skills. Notify us of any last minute changes – substitutions

etc. Workshop registrations must be paid in advance of

the training dates.

What do we expect from our clients? Communicate with us – let us know if there is a

concern, challenge or problem. Let us know what your expectations are from the

facilitator and the training program. Prescreen workshops participants - enroll sales staff

that want to grow and develop their sales skills. Notify us of any last minute changes – substitutions

etc. Workshop registrations must be paid in advance of

the training dates.


Workshops

Your Next StepYour Next Step

Partner with SMP Strategies to determine which modules are most suitable for your selling requirements.

Get registered for the workshops! Schedule the training time in your calendar. Start the program! Make more sales, earn more money have

more fun!

Partner with SMP Strategies to determine which modules are most suitable for your selling requirements.

Get registered for the workshops! Schedule the training time in your calendar. Start the program! Make more sales, earn more money have

more fun!


Workshops

One Last ThoughtOne Last Thought

Are you maximizing your results on every opportunity?

Maybe it’s time for a new approach?

Are you maximizing your results on every opportunity?

Maybe it’s time for a new approach?

“The definition of insanity is doing the same thing over and

over again and expecting a different

outcome.”

“The definition of insanity is doing the same thing over and

over again and expecting a different

outcome.”


Workshops

Put us to work for you!

Put us to work for you!

www.elitetrainingsystems.ca


Workshops

Contact InformationContact Information

SMP Strategies75 Dundas Street North, P.O. Box 27007

Cambridge, ON N1R 8H1Phone: 519-624-9964 Fax: 519-624-7138

Toll Free: 866-896-6603Email: [email protected]

Web Site: www.elitetrainingsystems.caClick enter to conclude this presentation!

SMP Strategies75 Dundas Street North, P.O. Box 27007

Cambridge, ON N1R 8H1Phone: 519-624-9964 Fax: 519-624-7138

Toll Free: 866-896-6603Email: [email protected]

Web Site: www.elitetrainingsystems.caClick enter to conclude this presentation!

Education

Elite Training Systems Public Workshops