In this session the participants will learn the different stages that each deal goes through and will understand the information required and the questions that must be asked to justify the deal being in that stage.

Managers will learn how to use the “pipeline review” to coach and develop salespeople with a repeatable process. Forecasting accuracy will be dependent on data, not “gut” feelings.

In this program you will learn how to:

• Understand the importance of a sales process and what happens to your rep when he defaults to the "buyers process"
• Learn the stages of a deal
• Understand the importance of criteria to validate each stage
• Understand the questions to ask your salesperson to get an accurate forecast
• And more . . .

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.

“I have been through Spin, Miller Heimann, customer-oriented selling and this far exceeded those programs! Excellent and real-life examples illuminated concepts well. John did an excellent job and was fully engaging.”

"This program will benefit our sales production and the way we handle objections."

"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."

"It was beyond my expectations. Good sales technique and training ability and John was very good!"

• $65/cd
• $65/immediate download

How To Forecast Revenues Accurately
Audio CD
$65/cd