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Sales  Training Program

B O T T O M    L I N E    B E N E F I T S
Immediate and long-lasting!

  1. Each participant has a better understanding of his or her sales      style.
  2. Reduction of the potential for conflict or power struggles in the sales
     process (preventive maintenance vs. crisis management).
  3. Higher morale and greater productivity in sales.
  4. Better listening and sales skills.
  5. Greater sensitivity to work force and client diversity.
  6. Tools for influencing an emotionally safe climate in the sales process.
  7. Working with change; not against it.
  8. Knowing how to approach different people and situations in sales.
  9. Implementation of change in a win/win situation.
 10.Enhancing self-motivated sales teams.
 11.What works and what doesn't work in term of motivation.
 12.Dealing more effectively with difficult behavior.
 13.Working more effectively with the internal and external customers of your organization.
PEOPLE - How you interact and attempt to influence during the sales process
PROCEDURE - How you respond to the rules set by others
PROBLEMS - How you approach objections and challenges
PACE - How you respond to change and activities



Workshops    Retreats   Seminars   Conferences   Conventions
N o   B u l l.    N o   H y p e.


I M P O R T A N T     C O N C E P T S

One of the main objectives of this program is to help each participant identify the  arenas he or she has responsibility for or control over in the sales process. 

We spend 75% of the time understanding each individual internal world with strengths and vulnerabilities. 25% of the time is then spent understanding the way each participant interacts with co-workers and clients.

The morning session generally covers the informational/educational aspects of the day, while the afternoon is more experiential and interactive. At the end of the day we debrief...tying up all the loose ends. In many sales seminars the participants go through the engaging process of developing a list of 10-12 Operating Principles during the afternoon, which includes a number of "we will..." and "we will not..." statements that directly impact the personal/group success and the reputation/integrity of the company.  This is a list that everyone signs at the end of the day. The group then decides how to provide accountability for the implementation of each statement. A powerful part of the day-long experience!!!

Dr. Freeman likes to telephonically interview 3-4 of the participants in advance, utilizing their "anonymous" remarks as a way to customize the entire seminar experience.

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Note: Reproduction of any kind, including cutting and pasting, is strictly prohibited. 

P R O G R A M    O V E R V I E W

 Generic full day version with appropriate breaks

 * Participants share the best part(s) and most challenging aspect(s) of their jobs (if smaller group).
 * Presenter introduces himself and the purpose of the program.
 * Humorous concepts illustrating the reality that people are different; predictably  different.
 * Explore the five contributing factors to personal sales styles:
    i. Heredity
   ii. Childhood role models
  iii. Birth order
   iv. Physical characteristics
    v. Experiences
 * How each personality approaches the sales process:
     i. Opportunity
    ii. The cold call
   iii. The appointment
   iv. Objections
    v. Identifying the customer's need out of the objections
   vi. The sale
  vii. The referrals and references
 * The differences between power and influence in the sales process.
 * Emotional pain -- the great modifier of human behavior.
 * Johari Window -- How trust and mutual respect are built up or broken down in an organization.
 * How personal Blind Spots and Mask effect leadership/ followership  styles and teamwork.
 * Peeling the layers of the onion skin to get to the core issues:
    i. Gender issues
   ii. Cultural diversity
  iii. Generational influences
   iv. Professional status
    v. Personality style
 * Administer sales profile material
 * Overview of the universe of the four dominant personality styles and how each style:
    i. Responds to or reacts to emotional pain
   ii. Seeks to control his or her environment
  iii. Leads and follows
   iv. Makes decisions
    v. Communicates
   vi. Deals with change
  vii. Processes information
  vii. Sells and follows up
 * Three main areas where conflict in the sales process generally erupts, combined with concepts for
    preventive maintenance -- plus skills for managing oppositional behavior from client after it has
 * In-depth study of each sales personality
    i. Major fears
   ii. Natural and adaptive styles when confronted by stress or change

  iii. Dynamic drives
   iv. Needs-motivated behavior and communication language

    v. Tools for working effectively with each style
   vi. How personal dominant and sub-dominant styles can compliment vs. cause internal stress
  vii. Drawing the best out of others at work and at home -- lifestyle change
 * Learning to "read" one's graph.
 * Now what do we do with the information?
 * Time for feedback, personal responses to the accuracy of the information, and specific questions.
 * Participants develop "Operating Principles", along with action and accountability plans.
 * Allowance for one-on-one time with instructor.


100% Satisfaction Guaranteed. Period.

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TEL 410-729-7800   CELL 410-991-9718   FAX 410-729-0353



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