Training Philosophy: The Truth About Success
At Wynn Solutions, we are experts at making information entertaining, memorable,
and easy tounderstand. Studies show that people implement what they enjoy learning,
what makes them laugh, and what they feel relates to them personally. We combine
industry-specific market research with surveys of top performers to give you
a high-impact experience that goes beyond best practices. Our programs arefast
paced, interactive, and focused on providing tools your people can implement
right away.
We believe long-term success requires more than talent. It requires strong,
enduring business relationships and the ability to successfully manage customer
expectations. Develop these strengths with Wynn Solutions and achieve the success
you deserve.
How We Do it
Our training process involves
- Solutions—not theory, but tools and processes
that are actually working in your industry.
- Our five-year study of 5,000 top producers in 323 companies and 11
industries.
- Attendee interaction, participation, thought-provoking exercises, and
role play.
The Research
- All sales training programs include the “beyond-best” practices
from the Wynn Solutions five-year survey of top producers
- They explain the
value of their service clearly in about 20 seconds.
- They develop simple and easy-to-maintain organizational processes that create
client care.
- They are able to stay persistent because they have clearly defined outcomes.
- They spend approximately 50% of their time building relationships with top
customers.
- They leverage existing relationships by being solutions providers.
- They survey their customers to find out what services they like best and
then focus their offering in those areas.
- They manage expectations and emotions by setting thoseexpectations and making
sure their customers feel heard.
Skill acquisition exercise examples
How behavior affects the sale
In this facilitated process, participants break into groups and try to agree
on the level of satisfaction a member receives from a hypothetical encounter
with a relationship-challenged salesperson. This exercise provides insights into
how our behavior can greatly reduce the impact of our skills.
Assessing your listening skills
Participants listen carefully to what is being said by the facilitator and
repeat what they hear. The rhyming sentences used by the facilitator are designed
to distract listeners and get them to follow the pattern rather than the information.
This exercise provides insight into how poorly people listen (the latest studies
show that 75 percent retain as little as 10 percent of the information they gather)
and demonstrates how top producers make the most of their listening skills.
Reacting effectively
In this facilitated process, participants break into groups and create scenarios
involving the needs of problem clients. Then each group determines the effective
response for each situation. This exercise provides tools for handling difficult
behavior and gives insight into how our reactions create opportunity.
The sales call “Live”
In this facilitated process, participants individually create three customized
questions based on the information presented in this segment and role-play with
a partner. Then the entire training team splits into two sections: the member
consulting group and salesperson consultant group. Each team selects a representative
and coaches him or her through a role-playing session. This exercise provides
tools on how to move from objections to gaining agreement and gives insights
into what we often forget about effective communication when we are in front
of clients.
Wynn Solutions training programs provide...
- On-site, interactive training programs with top notch experts known for
their ability to engage an audience and build the rapport necessary for long-term
learning and measurable results.
- Flexible program lengths to fit your training needs and schedule
- Consulting and assessment services
- Customized PowerPoint presentations available for internal distribution
- Customized workbooks
Research
Results
Our
three year study was just completed on what 5000
of the country's top producers have in common.
Ask for details on customized programs and find out
if your industry was surveyed. Click
here for the full article
What
types of training
does Wynn Solutions offer?
- Success
- Sales
- Customer Service
- Train-the-Trainer
- Safety
- Management
- Sales Management
- Change Management
- Leadership
- Presentation Skills
- Customer Service
What We Do
- We help organizations and individuals identify talented people
and position them where they are most effective.
- Develop easy-to-maintain, relationship-based selling processes
that attract and retain top clients.
- Develop easy-to-maintain, relationship-based, prospect-to-client
processes.
- Develop customer service processes that optimize client care.
- Create high-impact visual and verbal communications.
Problem: Our
company needs training that relates to our industry
and fits our distinct needs. Most companies are
offering the same information in the same way
to all of their clients.
Wynn
Solutions specializes in customizing training programs
to fit the specific needs of your group. Preprogram
questionnaires, interviews with key personnel,
and research into the top 2% of YOUR industry are
methods used to make sure your group receives the
most up-to-date and relevant information available.
Problem: When
we send employees for training, most find the
instructor boring, find the information too complex
to implement, or can’t remember what was
said.
Wynn
Solutions' on-site trainers are leading authorities
who make information entertaining, memorable, and
easy to understand. Learning experts agree that
people implement what they find interesting, what
makes them laugh, and what they feel relates to
them personally. Trainers provide customized workbooks
for each participant and work with management to
design follow-up programs.
Why choose Wynn Solutions?
"Garrison
was able to get through to our people like no one
else. We thought we knew it all. We were wrong." Chevron
Texaco
Some could consider our audience
tough, but Garrison kept them riveted with his presentation.
They constantly remarked that his presentation is
one of the best they’ve ever seen. Comments include “Excellent,” “Great,” “Motivating,” and “I
will be able to put what I learned today directly to use.” Paula Temple-Downing,
Resource Manager, Nortel Networks
Having attended the sales training
and having heard the comments made to me by the salesmen,
I must say this was one of the most productive seminars
RMS has participated in, in the 14 years that I have
been involved in sales management. We changed the
date of our summer meeting to fit Garrison's schedule
so that he could present the next round of the KSS
training to us! Dave Johnson, VP
Sales, Road Machinery & Supplies Co.
We
have used Garrison 15 times already this year, with
terrific results. His funny, interactive approach
keeps the group focused, and his "Dealing With
Difficult People" segment, among others, was
particularly effective. Garrison helps us provide
excellent value-added training to our customers. Joe Sprague, Director of Key Accounts, AIM
Management's Financial Institution Division
You
spoke at our sales rally last month. The response
was phenomenal. We believe you made a real difference
in the moral and education of our people. Thank you
for the effort you put into your research. The knowledge
of our industry was the key. I personally have benefited
from your relationship sales approach, and have increased
my average monthly sales performance by approximately
25% accordingly. I have been in sales for several
years and I feel that I learned as much about sales
in the one hour we had with you as I did in the entire
year prior. The consensus from the sales group here
at ALLTEL is that we are eagerly looking forward
to our next training session with
you. David Stephenson, Major Accounts Executive,
Northwest Region, ALLTEL
The tools
you taught us have made us more effective in opening
relationships with our customers. Your recommendation
to conduct a major training program with quarterly
booster shots has proven to be the boost we needed.
We are exceeding our goals! Eunice Munoz,
Vice President Texas Region, Banco
Popular
By
customizing your presentations to fit our services
and people, you helped us conquer our “Anti-selling” mentality
and turned our sales force into confident sales people
as shown by our growing lists of clients. Lindsey
Smith, President, Survey
Solutions
I
just wanted to thank you again for the fine job you
did communicating the importance of safety to our
two hundred plus supervisors here at Lake Charles.
You were excellent. The presentation held everyone's
attention the entire time. I have heard numerous
comments from attendees on how much they enjoyed
it. PPG looks forward to continued work with you
in the future. John Shamburger, PGG
Everyone I talked with had high
comments on the customer-centered workshop you presented.
The interaction between new and experienced salesman
helped drive the point’s home. Knowing our business
and products
gave credibility to the selling skills you were discussing.
Thank you for a job well done. Larry Levet, Earthmoving Division Manager, Head
and Enquist
 New
Program
How to get people to agree with you
Leveraging relationships and creating advocates
This entertaining and insightful program combines Garrison’s research
of top negotiators in 323 companies and 11 industries, with specific strategies
for building trust and gaining agreement. Going beyond best practices, this session
will show how you can achieve your goals without stepping on the toes of your
coworkers.
Wynn Solutions creates free customized
PowerPoint presentations for use with
our training clients.
Please
contact your bureau representative to discuss your
training needs.
If
you are unable to view the PDF files on this page,
you need to download this free program from Adobe.
Click the yellow button.
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