If your sales team doesn’t have a sales process, you need to attend Common Sense Selling Part I & II. Without a systematic sales process, your sales team will end up winging every sales call. As a result, your sales will be inconsistent at best.

A clearly defined sales process helps you better monitor the progress of your sales team, and helps you give them better feedback on how to improve your team’s performance.

Although you can register for just one of the below programs, we encourage you to attend both, so you experience the entire process.

Part I: October 27, 2006
Part II: November 17, 2006

Part I (October 27th):

• The five attitudes you must change to be successful in sales today
• The four moves the buyer uses to sabotage your best selling efforts
• Why selling feature & benefits results in failure 80% of the time
• Why you must have a sales process
• An overview of the Common Sense Selling® process
• More . . .

Part II (November 17th):

• How to maintain control of the sales process
• What really motivates your prospect
• How to understand the buying process at a new level
• How to develop a closing plan
• Why deals stall and how to keep them on track
• More . . .

Can't make the seminar? Pre-order the cd for $6 off original cd prices.

Jim trains both nationally and internationally and is a sought-after speaker on selling issues.

Prior to founding Whetstone Group in 1992, Jim spent 23 years in sales, marketing and training positions with Exxon, Genuine Parts Co. (NAPA), GNB Batteries and Huffy Corporation. He has extensive experience in sales management and marketing at the national level, as well as selling both products and services.

Jim is a Certified Sales & Marketing Professional (CSMP) and a Certified Professional Behavioral Analyst (CPBA). He is a graduate of Bucknell University, spent four years as an officer in the U.S. Navy and is a Vietnam veteran.

Jim has lived in the Scripps Ranch area of San Diego since 1985 with his wife Linda, and daughter, Meagan. In his spare time he is active in golf and tennis.

John Schumann is an international sales trainer and a partner in Whetstone Group. He teaches what he has learned through 27 years of sales, sales management and training experience in such companies as Johnson and Johnson, PSICOR (acquired by Baxter Laboratories), NOVUS and Coral Therapeutics. He has extensive sales and marketing experience in both large international companies and small entrepreneurial companies. He is experienced in selling both products and services.

John has trained clientele ranging from multi-billion dollar corporations to solo entrepreneurs. In addition to training in Whetstone's Training Center he has also taught in customized in-house/retreat sessions for corporate clients' salesforces, and is not afraid to challenge traditional ideas of selling and marketing. His experience with major corporations, as a member of two boards and "real-life selling" provides rich anecdotes for his seminars.

John received his Bachelor of Science degree from the University of Wisconsin and was awarded "The Distinguished Flying Cross" and "The Air Medal" while serving as an USAF pilot in Vietnam.

John has lived in La Jolla since 1986 with his wife, Candace, and has a son, Eric. In his spare time John spends time in his shifter kart, runs and skis.

"Overall, very pleased with the training and instructional tools. The content was directly related to my everyday job situations, the instructor was very informative and flexible and the materials will be my personal work guide."

"Excellent program. Everything was great and helped me pull it all together. Looking forward to the next session."

"Beat my expectations! It will definitely help our group get results!"

"I can't wait to give this a try. I fully expect to see a more efficient use of my time....resulting in a higher closing percentage."

"I learned more than I expected. In all honesty, I was not looking forward to learning sales, as I believed that I could never be a good salesperson. However, this program helped boost my confidence and taught me how to ask the right questions."

“Jim's style helped me understand the importance of being a good listener and not to jump to conclusions or solutions before I understand the problem (pain).”

“I liked Jim's approach. I hope to use his questioning techniques and confirmation strategies to increase my percentage of closing. I hope to keep working hard, but smarter!”

• Participants will learn valuable skills they can apply immediately in their job and start getting results.
• You don’t have to waste time traveling.
• No special equipment.
• No dress code.
• You can hear expert sales trainers at a fraction of the cost. It would cost you thousands to bring Mr. Dunn or Mr. Schumann to your site. This doesn’t include travel expenses your employees and other costly expenses associated with hiring a high caliber speaker.

• A teleseminar is a seminar given over the telephone - think of it as a huge conference call. You can listen to it by yourself, or for the same price, have your entire sales team listen to it on speaker phone. If you have multiple locations that would like to listen, group discounts are available.
• Days before the teleseminar, you’ll receive an e-mail that contains a telephone number to call, a PIN number to use to gain access to the seminar, and your teleseminar notes with instructions to download.
• If more than one person is listening to the teleseminar, make copies of the notes. When the teleseminar is about to start, dial in and enjoy the teleseminar.
  

• Either Part I or Part II: Only $95/phoneline.
• Both Seminars + Bonus Offer: $190/phoneline plus the book Common Sense Selling for free - $30 value.

And you get a FREE cd recording of this program - $65 value/cd!
*Need more than 3 telephone lines? Contact us at 800-755-1325.

Can't make the seminar? Preorder the cd and receive $6 off the normal cd price!

Common Sense Selling (Part I)
Audio CD
Pre-order price $59/cd. (Allow 2-3 weeks after seminar date for delivery)