Programs AND courses: Training Process

Click here to view Sharon Drew's Public Schedule

THE TRAINING APPROACH

Just as buyers can't decide what to buy without working within their buying system, so learners can't decide what to learn without working within their learning system. After all, just as products can be rejected when buyers don't know to decide to buy, selling and communication tools can be rejected if a participant doesn't know to decide to learn. How many times have our customers not purchased our product because they didn't know how?

Until now, sales has been trained by trainers offering answers and information to participants in the same way sellers have sold. Just as Buying Facilitation® supports the buying process, the Selling with Integrity training program supports the learning process and works with a learning environment. And, just as we highlight integrity in sales, we focus on integrity in learning.

IN HOUSE PROGRAMS

As part of our preparation for your in-house program, we spend 2 days on the phone with some of your representatives, as well as doing research online, in order to determine the environment in which you sell your products:

• We look at your competition and how people buy them
• We look at your position in the market and how people buy you
• We look at the systems that keep people from buying you
• We examine the way sales is situated within your company.
• We also use the information to customize your in-house training.

Following the program, we will call you for two one-hour follow-up sessions in which course participants can ask questions related to their learning. View our 3 day course (Buying Facilitation), 2 day course (Facilitating Buying Decisions), or contact us for more details.

TRAIN THE TRAINER (T3)

Because Buying Facilitation® is a heavily skills-based model, Sharon Drew trains very small groups personally. The training includes:

1. Buying Facilitation® Training Program (x2)
2. A one-week T3 training with four people
3. Two co-train Buying Facilitation® programs with Sharon Drew

By the end of this training period, the trainer will sell independent training programs, or train in-house programs, and a license will be crafted according to the new trainer's needs.

We actively seek partnership arrangements with training companies wishing to add Buying Facilitation® programs to their roster of courses.

Read the 7-day Training Brochure then Contact Us for more information.

WHO SHOULD ATTEND

For In-House Training

This program is directed toward business development professionals, inside sales reps, face-to-face salespeople, in-house sales teams, sales management groups, telesales and telemarketing groups, retail salespeople, franchises, and customer service groups. We work with small companies through Fortune 500 companies. All participants should be seeking to model an integrity in sales approach. View our 3 day course (Buying Facilitation), 2 day course (Facilitating Buying Decisions), or contact us for more details.

Train the Trainer

We can also create Train the Trainer programs to license Buying Facilitation® to use as part of a corporate training effort. Read the 7-day Training Brochure then Contact Us for more information.

TYPES OF TRAINING

Morgen Facilitations, Inc. has a range of trainers to train small and large companies in our basic through advanced sales and customer service training. Programs run from 2 days through 5 days, depending on the amount of coaching your needs demand.

Pilot programs are available for those companies wishing to run control experiments prior to making a larger commitment.

Training companies wishing to add a Buying Facilitation® capability to their current offerings are invited to seek information about licensing.

PROGRAM CUSTOMIZATION

All in-house programs are customized to be content-specific. To do this, we have course participants either speak with the trainer, or send actual tapes of them selling. This gives us information as to:

• the problems they face in their competitive environment
• the individual selling patterns they each use
• the individual communication issues they each face which prohibit them from - - being more successful
• cultural vocabulary to give us tools to speak with the participants appropriately
• industry-specific issues which they face while trying to sell into a market
• how to help supervise regarding preferred sales patterns.

Morgen Facilitations, Inc. is committed to supporting your company in learning the new sales paradigm. We provide the highest quality training through creating a learning environment to optimize retention, integration, and delivery, all through models that highlight and teach integrity in sales. We look forward to serving you.

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