Sales Training: Sales Strategies That Work: How to Open Doors, Win Business, and Build Relationships

Sales Strategies That Work: How to Open Doors, Win Business, and Build Relationships, a Success Seminar Series workshop on Friday, August 28 from 9 am–4 pm at the MTI training center in Mobile, AL.

Looking for a way to recession proof your business? Want to become a more effective sales professional as well as a trusted resource for your customers and potential clients? There was a time when the “hard close” was an acceptable sales method, but it isn’t appropriate in the 21st Century. Today’s consumers and business owners rebel against that method. Learn what it takes to succeed in today’s tough economic climate.

Every sales person, sales manager, and business owner should be familiar with a needs-based sales process that always puts the buyer first.  Sales Strategies That Work: How to Open Doors, Win Business, and Build Relationships is designed for new and seasoned sellers, teaching them how to uncover a client’s needs through a consultative approach and guide them through the buying process. Relationship building is the key-element in this class. Topics covered include building trust, establishing belief, determining client needs, building and presenting a solution, maintaining a client relationship, and more. 

Seating is limited and pre-registration is required.  The seminar fee is $99.  To reserve your seat, register online or call 251-478-6848. Continuing Education Credit is available for a wide variety of professional occupations.

Workplace Conflict: The Good, the Bad, and the Ugly

Conflict exists. This is a simple fact of life. In any business or personal relationship of any depth, conflict will occur at times. Conflict in and of itself is not bad. Conflict is a neutral and natural occurrence.

Conflict has three elements. The first element of conflict is the existence of a struggle of some type. Secondly, the involved parties must have, or think they have, incompatible goals. Lastly, there must be some degree of interdependence between the people who are involved.

Conflict can be constructive, and it can be destructive. The distinction comes in terms of how it is managed. What makes conflict positive or negative has to do with how it is managed by the people who are in conflict with each other.

Conflict can’t always be avoided, and shouldn’t always be avoided. Many positive outcomes can result from working through conflict. Properly managed conflict can lay the groundwork for constructive change.

Positive Outcomes of Conflict
Coworkers who are able to successfully use conflict management strategies to solve problems in the workplace tend to become a more cohesive and unified work group. When a group of people works together through the process of resolving a disagreement in a constructive manner, the group is likely to be more committed to the decision that is reached as well as to the group itself.

Working through conflict can create fresh insights that result in unique solutions. Often, the solutions that arise from conflict are better and more creative solutions than would have developed if everyone had been in agreement from the beginning. Effective conflict management can result in both enhanced overall productivity in addition to the accomplishment of goals.

Negative Outcomes of Conflict
When all parties involved in a struggle aren’t willing to work toward a solution that will resolve the struggle in a positive manner, it is very likely that negative outcomes associated with the conflict will occur. Not only is it difficult or impossible to resolve a struggle when conflict is not managed well, poor conflict management also can permanently damage co-worker relationships and group dynamics.

When conflict is managed poorly in the workplace, there is little chance of reaching effective resolutions to the problem situations that are sure to arise. When conflict is poorly managed, people tend to dig in their heels and refuse to listen to any suggestions that differ from what they see as the best solution. There is a general climate of negativity characterized by a lack of give and take. The parties involved tend to choose sides and divide into sub groups based on which side they choose.

The consequences of poorly managed conflict are directly opposite the likely outcomes of conflict that is managed well. When conflict is managed poorly in a work environment, members of the team are likely to be less committed to the group and its decisions. People who work in environments where conflict isn’t managed effectively tend to exhibit both low job satisfaction and reduced productivity. The overall culture of the group or organization tends to be very negative.

About the Author
Mary G. White, M.A., SPHR is the Training Coordinator for Mobile Technical Institute & MTI Business Solutions, where she specializes in human resources, management, and marketing training. She teaches open enrollment classes for MTI, provides on-site corporate training, and frequently speaks at conferences and association meetings. MTI also provides a variety of consulting services, including IT Training, certification testing, HR consulting, custom database development and website solutions. To attend MTI’s next Mobile, AL conflict management seminar, call  251-478-6848  or register online. Private training sessions are available for groups of all sizes at any U.S. location.

Consultative Selling: Helping Your Clients Buy

Mobile Technical Institute presents Consultative Selling: Helping Your Clients Buy, a Success Seminar Series sales training class, on Friday, October 10 from 9:00 am – 4:00 pm at the MTI training facility in Mobile.

Consultative Selling: Helping Your Clients Buy teaches new and seasoned sellers how to uncover a client’s needs through a consultative approach and guide them through the buying process. Relationship building is the key-element in this class. Topics covered include: building self-belief in your ability and your product; developing a buying/selling relationship built on trust; interviewing your client using an open-ended question approach; developing a proposal; negotiating and securing the order; executing the plan; following through with basic customer service skills; becoming a resource rather than a vendor.

 Seating is limited and pre-registration is required. The seminar fee is $99. To reserve your seat or to request additional information, call 251-478-6848 or e-mail . You may also register online. Continuing Education Credit is available for a wide variety of professional occupations, including 6 HRCI strategic recertification credits. See MTI’s website for a complete schedule of upcoming seminars.

Background Checks Revealed – The Good, The Bad & The Ugly

Does your job involve screening employees or tenants? Wish you knew more about how to make sound decisions based on background checks? Mark your calendars for October 22 and make plans to attend Background Checks Revealed – The Good, The Bad & The Ugly.  Presented by National Application Processing & Screening, Inc. (NAPS), in partnership with Mobile Technical Institute, this seminar is designed to help apartment managers, recruiters, and human resources professionals master the art of screening applicants and vendors.

 

Information is a “powerful tool” and in today’s ever changing electronic age of running background checks, you need to be armed with meaningful assessment tools that can help you make sound decisions. This informative seminar will focus on helping participants understand just what makes a background check good, bad or ugly. Attendees will also find out the real truth about the current state of the background screening industry.

 

This seminar will be held at the Mobile Technical Institute training facility from 9 am – noon. Seating is limited and pre-registration is required. The seminar fee is $40. To reserve your seat or to request additional information, call 251-478-6848 or e-mail . Online registration is available at http://backgroundchecksrevealed.eventbrite.com. This course is approved for 2.75 hours of HRCI recertification credit. Continuing education credit is available for a variety of additional professional occupations.

Mobile AL HRCI Recertification Seminars

Continuing education is essential for many professionals, including those with PHR and SPHR certification. As an “Approved for Credit” provider for the Human Resources Certification Institute (HRCI), Mobile Technical Institute offers an ongoing series of HRCI approved courses Alabama.

MTI’s Fall 2008 HRCI Recertification Schedule:

Seating is limited and pre-registration is required for all classes. Classes are available on an open enrollment basis at MTI’s Mobile, AL training facility. To reserve your seat or to request additional information, call 251-478-6848 or e-mail . Click here for online registration and course descriptions. MTI’s team of professional trainers is also available to speak at conferences and deliver recertification seminars throughout the U.S.

Cultivating a Culture of Teamwork, September 19 9 a.m. – noon $40
Approved for 3 hours general HRCI recertification credit.

Sexual Harassment Prevention:
A Management Perspective
, September 26 8:30 am – 12:30 pm $50
Approved for 3.75 hours general HRCI recertification credit.

Background Checks Revealed:
The Good, The Bad & The Ugly
, October 22 9 a.m. – noon $40
Approved for 2.75 hours general HRCI recertification credit.

Consultative Selling:
Helping Your Clients Buy
, October 10 9 am – 4 pm $99
Approved for 6 hours strategic HRCI recertification credit.

Communication Essentials, October 17 8:30 am – 12:30 pm $50
Approved for 3.75 hours general HRCI recertification credit.

Conflict Management, November 5 9 a.m. – noon $40
Approved for 3 hours general HRCI recertification credit.

Foundations of Supervision, December 5 9 am – 4 pm $99
Approved for 6 hours strategic HRCI recertification credit.

Additional Information
In addition to HRCI credit, these courses are approved for continuing education credit for a variety of professionals, including Alabama nurses and Nursing Home Administrators. MTI also provides full-service corporate training and employee development solutions. See www.mobiletechwebsite.com for a complete schedule of MTI’s upcoming courses or call 251-478-6848 for additional information.