Training Programs

Upon completion of The Sales Athlete Sales Training, management will discover a new team spirit. Peer pressure to perform at a high standard of professional excellence will inspire day-to-day activities.

Participants will learn to:

• Create the need to buy
• Position your company
• Build trust and uncover client goals
• Present powerfully on their feet
• Close and service accounts
• Cultivate long term relationships

Your clients range from bright agency media department beginners to senior executives known for setting the pace in their industries. Can you really afford a blooper that could cost your publication advertising revenues for years? This training has been delivered for 28 consecutive years at MPA sponsored Folio: Conferences in New York, Chicago and Los Angeles; also for The Media School, Adweek Conferences plus to hundreds of publishing teams and advertising agencies. This training is continually applauded for setting an industry standard by providing timely training solutions.

Each training program is customized to meet day-to-day publisher and agency frustrations. Upon completion of this training your team will easily:

• Recognize opportunity
• Think on their feet
• Position the publication for the greatest leverage in any buy
• Access anyone at anytime via telephone, email, fax, innovative correspondence, and "in person" cold calling
• Structure an easy to understand, easy to remember and easy to buy presentation
• Clearly see how to shift presentation emphasis by prospect type
• Respond to the 25 of the most popular objections - without leaning on unproductive clichés
• Manage the complex cycle of closing, servicing and prospecting each issue
• Build long term relationships between your publication and advertisers

If you can't negotiate, you can't sell! Poor negotiation habits can undermine the confidence and earnings of even the most talented people. At the end of this class you will be able to identify the type of negotiator with whom you are dealing and the best tactics needed to reach a satisfactory resolve for all parties involved. Most past attendees have applauded this program for its ability to remove the emotional response when negotiating salary, closing sales, conciliating problems or dealing with "cheats." You will find yourself drawing upon a host of counter measures that are easy to retrieve and apply on demand. As a result, you will sell more, earn the respect of business associates and live a less stressful life.

When the phones aren't ringing and the road map to success is fickle, how does a publisher maximize sales, increase yield, and boost market share? No other skill will so dramatically impact virtually every aspect of your publication as a publisher's ability to motivate. The success of your magazine depends on getting this right. You will come away with practical ways to gauge what short- and long-term motivational programs will work for you and your team.

You will also learn about:

• The pros and cons of pay for performance
• Compensation rewards-what works and what doesn't
• The top 10 recognition motivators (one of which costs $8.95 and is guaranteed to increase sales by 10 percent!)
• How to motivate your team to go to extraordinary lengths
• 20 down-to-earth ideas that replace long hard days with excitement and a renewed sense of purpose

Learn how to introduce and manage business conversation while entertaining. This class includes menu planning and selection of seating and wines, plus many tips to ensure that entertaining will help you build long term and dynamic client relationships. We have included this subject in our program because of the number of opportunities that are lost because of poor business etiquette.

This one-and-a-half hour program is designed to replace common social reluctance with a confidence and enthusiasm. Whether the function is a cocktail party, formal sit-down dinner or industry event, the mysteries of successful networking will disappear. After this program you will comfortably plug into the industry information pipeline and easily generate referrals and new business.

Part 1: Choosing the Best Arena
Detailed descriptions of the best careers.

Part 2: Resume & Interview
How to prepare your resume and sail through an executive Interview.

You're great at what you do because you work hard and smart. Now make sure you're getting paid what you're worth. Before your next salary negotiation, join us to learn how to effectively negotiate the raise you deserve. Kathy will provide advice from negotiating a raise during a "salary freeze" to negotiating perks like the use of the company jet.

The most successful people often cannot sell themselves in an interview. In fact, the more successful people are, the less skilled they often are at selling themselves. Selling ideas, products and services takes a completely different set of skills than the ones needed to sell yourself. This seminar organizes the process needed to successfully market, present and negotiate when you are the product.

As an introduction to the selling process or as a refresher for the seasoned sales executive, this training provides you with the opportunity to test your selling skills. You will take and grade your test. The results of the test become your training goals. Thus, each person in attendance enjoys a customized program designed to fit their level of experience. Many Sales Athletes take this "sales physical" annually.

Most people get great jobs because they know how. We will take you through the step-by-step process that gets you employed without any wasted time or effort. This program is filled with fresh marketing ideas and approaches that separate your application from the competition.

"Our job search strategy in a tough job market is founded on three simple principles. Practiced together, with equal emphasis, candidates continually report these principles give them the competitive edge they need to secure great jobs in a tough job market. It is an equal commitment to each of the three principles that makes a candidate one of the sought after professionals in the business world.

Principal 1.
Unless you understand how your experience is of benefit to the prospective employer, your candidacy is always vulnerable.

Principal 2.
You must always give "a little something extra" in every endeavor you undertake throughout the job search process.

Principal 3.
You must be a professional twenty-four hours a day.

"How do I know these principles work? I have met thousands of MVPs from every walk of life - professionals who are happy with their success. The difference between working a job with long hours and little pay and securing a career you fully enjoy with unlimited financial opportunity is based on these simple principles.

"These principles are the foundation of the HOW TO GET A GREAT JOB™ programs that thousands of people have embraced - people who truly love their work and continue to meet their financial potential.

"If given a choice, people will take the easiest path to any end. Every candidate who follows these principles during their next job search will find success to be easier than failure."

-- Kathy Aaronson
President