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FAQ
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Q. With so many training companies
out there, why would we want to hire MPI?
A. Typically we hear from our clients that they consider us to be
their "last stop". They tell us that they have tried the
big name stadium one-day workshops, which we all know only produce
short term results. They have tried in-house trainers, most of
which earn far less income then the salespeople they are training,
so that model is flawed. And finally they have tried other outside
trainers, but whose material is a bit stale and uneffective. By
reading the rest of this document, we hope you will be able to
confidently answer the question ''Why hire MPI?"
Q. How does MPI's programs integrate with in-house product
knowledge and Company Pitch training modules?
A. MPI recognizes the critical nature of salespeople knowing the
company's "value proposition" and appropriate product
knowledge, however they should not be mistaken to be "sales
development". 80/20 Selling Strategies augments these
necessary training efforts by serving as a professional skill set
to overlay atop any company's existing product knowledge
trainings.
Q. How does MPI assure its clients that their trainer will deliver
the program to achieve the intended objectives?
A. Let's face it, the right trainer may be one of the toughest job
descriptions HR or VP's of Sales is faced with hiring. One of two
descriptions unfortunately are more often true than not. Either,
the superstar salesperson gets promoted to trainer, and sadly
his/her success turns out not to be transferable and duplicable.
Or the other extreme is the well-spoken and polished platform
speaker who is lacking in the sales experience portion of their
credentials.
MPI's team of hand picked trainers' experience and education and
testimonials speak for themselves. Each combine multi-industry
professional sales track record, in some cases post graduate
education and extensive platform experience. They command the
attention and respect of the attendees each and every time they
appear in front of the room
Q. Management wants to know that since typically 70% of workshop
education is lost 48 hours after the session, "why do it
then"?
A. For those companies that are only doing the "chalk and
talk" training method, that is, the trainer lectures the
salespeople with minimal if any interaction, frankly we agree with
the skepticism. MPI recognizes that lecture-style training
sessions only produce minimum buy-in and minimum learning, clearly
the wrong style to impact sales.
MPI facilitates highly interactive, in-the-trenches sales
training, which includes humor, challenging the attendees to
real-life role-plays and problem solving, which increases the
attendees' retention levels and actual use of the materials in the
field.
Q. What is MPI's position on sporadic training sessions?
A. Just as with any other learned activity such as sports or
language, there can be no expectations of ownership of the
material, so too with sales development from one or two sessions.
Most sales development fails either because of outdated material,
or not enough reinforcement.
Q. How can MPI assist us in refining our sales force beyond sales
development workshops and coaching sessions?
A. Our support services include sophisticated employee profiling
and analysis which assist at the HR and senior management level to
assure ideal candidate hiring and placement practices. MPI's
profiling system also provides management with insights to the
do's and don'ts with its sales staff and provides appropriate
motivation techniques unique to each individual salesperson.
Q. What accountability and support tools does MPI make available
for monitoring individual performance?
A. MPI's easy to use accountability system supports both the
saleperson's self-facilitating tracking as well as provides an
excellent management tool to monitor performance. Reinforcement
modules include live or telephone coaching sessions, weekly online
accountability and coaching to monitor and maintain the improved
behavior.
Q. How does MPI deal with the "Give Us a Proposal"
demand by Prospects, which is growing by epidemic proportions
reeking havoc on corporate margins and frustrating sales managers?
A. 80/20 Selling focuses on strategies and techniques that
specifically address this concern. Our clients tell us that their
proposal to closing ratios improve significantly soon after the
first 2-3 Day Workshop. By utilizing our advanced system of
disqualifying, salespeople learn how to detect those prospects
that should be deemed ineligible to receive proposals.
Q When can we expect to see results begin?
A. On average one third of attendees adopt (but not own) the
material right from the first workshop and management observes
mindset and behavior improvement almost immediately. This
segment's activities generally translate into rapid increases in
productivity and sales and continues to increase with the first
few support sessions. Experience shows us the next third requires
additional follow up support and reinforcement sessions over the
next 6-12 months, as they are typically slower adopters. As to the
balance of the group, improvement typically is minimal as they are
stuck in a comfort zone that they are unable or unwilling to shake
or simply they are unreceptive to new tools.
Q How are your fees calculated?
A. Our pricing is tailored to the number of groups our clients
require us to train. Our in-house corporate workshops are
structured to enable our clients to send a maximum of 25
participants per session. Engagements are either per diem or
project based. Keynote speeches and breakout sessions are charged
based on the experience and tenure of the speaker hired and can
range from $5,000 to $25,000. |
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