Classroom Sales Training

Our goal for our two day program is to introduce the concept of Influencer Sales and help our attendees begin to understand how to transition their sales activities from an order taker to a trusted advisor. We will walk everyone through the new sales funnel and teach them how to apply different sales strategies depending on where their buyer is along his or her path to purchase. Specifically we cover:


Prior to the live classroom event, we ask our participants to watch a 15-20 minute video on the importance of buyer personas. We walk them through the hows and whys and then we ask them to create a persona, or customer avatar for one of their best clients. We will use this avatar or persona throughout the two day class. We also ask them to join and explore Trello, which is an online workspace where we will store our classroom assignments and where we will be able to collaborate with the rest of the team.

Day One - 8:30am - 5:00pm

After an ice breaker and introductions, we will start to take a look at the changes in both our buyers, and the buying process. We will share three big changes our customers have undergone which requires that we, as sellers, change our fundamental approach. Then we will focus on some key characteristics of Influencers and why we need to evolve from traditional sellers to more consultative sellers, who are able to influence the purchases of others. For the rest of day one, we will focus on the buyer's new path to purchase.


In the dream phase, buyers are just beginning to understand their own goals. Buyers in this phase may be a bride who has just gotten engaged, or a meeting planner who has just been given a new assignment. In this first step of the process, our goal is to create awareness and get our buyers to begin to question the status quo. Our strategy is to begin to position our property as worthy of further research. We accomplish this through some unique positioning and outreach. We will be introduced to our first two pieces of technology in the dream phase. Whenever we introduce technology, we typically introduce it with a how to video and then an activity where we get some hands on practice using the application.


When our buyer enters the explore phase, our strategy is to share relevant content. What does that mean in the digital age? We share some useful apps that help them to identify great content for sellers to share - which helps to positions sellers as a valuable resource. Direct selling while the prospect is in the explore phase is one of the biggest mistakes that can be made. Our primary goal in this phase is to make sure that we can be a valued business adviser for our clients. We will learn another new piece of technology that will enable us to reach our prospects earlier in their buying process. We also cover a unique approach to prospecting. and we will craft a prospecting email in class.


Once a prospect reaches out to us, be fabulous, first and fearless. We give our attendees some tools to help them make a great first impression - fast. You have worked hard to get the clients to reach out, now how can you tell your story in a way that will set you apart from everyone else - right away! We take a deep dive into crafting the right story and how to communicate best using new digital tools. We spend the balance of this first day crafting our story and creating a video using a new application we have learned. We team up for the video activity and start day two with a contest judging the best story/video.

Day Two - 8:30am - 2:00pm

We start day two with a fun review game of Influencer Jeopardy and then judging the videos the teams produced the previous day. We then move in to the balance of the buyer's journey.


Once our buyer enters the decision phase, our business communication skills needs to be clear, compelling and confident. We help them build a strong case to present to prospects that will make their unique attributes clear. In this section, we focus a lot on improving our business writing skills in particular. We cover why some words are more persuasive than others, and how to simplify your writing to help you build a better case. We do some writing activities and do some brainstorming on how we can adapt some of the tools we have previously learned in this phase.


When you have won the business, what can the influencer salesperson do to continue to be a trusted resource and advisor? We share some easy technology to influencers communicate with in house guests to ensure their experience is delightful. We also focus on incorporating other departments to help capture images or videos of our customers.


Once the buyer has finished experiencing your product, they can become extensions of your influencer sales departments. We share strategies and technology to turn your customers into advocates for you. We learn the value of asking for referrals, as well as compelling our clients to share our content with their own professional networks.

We wrap up the day with a graduation ceremony and passing out certificates. We leave everyone with a link to a resource page on this website where we store all of the technical and strategic how to videos and links to any other content we covered. We update this resource page indefinitely so our graduates always have the benefit of know what is new and helpful in the world of sales today.

Pricing - Choose your plan

Two Day Class

Facilitator Led, In Person
$ 495
00 Per Person*
  • 20 person max class size, 15 minimum (or $6750)
  • Includes participant guides and job aids
  • Access to online resource page with updates
  • 30 Day Post Class Web Refresher

4 Week Virtual Class

90 minutes each week for 4 weeks via a Zoom Web Session
$ 495
00 Per Person*
  • 20 person class maximum, 15 minimum (or $6375)
  • Download participant manual
  • Access to online resource page with updates


28 days - daily elearning modules
$ 350
00 Per Person
  • Daily emails with 15-20 minute learning activities
  • Access to online resource portal for updates
  • 100% online - always available

Still Have Questions?

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