The methodology behind the conversation techniques training comes entirely from practice. The basis of the methodology started in 2000 when I sold advertisements for Verizon’s Yellow Pages in New York. Over the years I have adjusted and refined my methodology. Partly due to my many presentations and the publication of The Cold Call Bible (2011) my approach is being applied by tens of thousands of sellers.

The training generally starts in a group setting in which I explain the theory behind the conversation techniques. This can be done based on previously recorded calls so we will analyse them together.
After the plenary session, the individual training sessions will start. I really believe in "learning by doing" and so there will be live calls made with potential or existing customers.

The training for meeting customers face-to-face begins with role play but the real power of learning lies in the fact that the salesperson gets to apply the knowledge live with a potential client.

As a ‘potential new colleague’ I will go along with the seller to meet one or more (potential) customers. There the salesperson will have his/her conversation with the clients and I will listen and observe. After the appointment, I will give the trainee feedback on what went well and what can be improved. 

Before the trainer and salesperson meet with the potential customer, these questions need to be answered:

• How do you ensure that your "agenda" matches that of your (potential) customer (= managing expectations)?
• Which qualification questions do you want an answer to when the meeting is over?
• What are the agreed "next steps" and how do you guarantee them?

Networking meetings, trade shows and conferences are the best places for salespeople to get in touch with potential customers. However, you often see colleagues talking to each other more than to potential customers. This means they miss the opportunity to make new, valuable connections that could lead to new business. 

During Always New Business Networking training, participants learn how to get out of their comfort zone more easily in order to make qualified appointments on the spot with potential clients.

To achieve the most success, part of this training will be in the form of a preparatory training session (theory/role play) that will take place in the office. If possible, I will also join the team at events to offer live support.