Award winning training programs for sales people at all levels of experience.
Available in a variety of formats: traditional workshop; partnership learning; team learning; information sessions.

Click on the titles below for complete program descriptions.

• Ally Relationships
• Presentations That Work
• E-Coaching Software
• Partnership Sales
• Effective Sales Negotiating
• Social Style

For a full list of MRCC programs including Formats, Videos, Languages, Assessments, Leader`s Guides see MRCC Profile

Ally Relationships Breaks New Ground

Ally Relationships complements the old selling/persuasion model with one that results in the Client initiating the buying activity. The result is more satisfying for both parties and is ultimately a more collaborative way to conduct business.

Ally Relationships is designed for Professional Service providers, and for Key Account Reps who sell Products to major accounts.

List of Articles

• Frequently Asked Questions
• Building and Sustaining Key Accounts
• Building and Sustaining Professional Success
• Anthony O. Putman Biographical Sketch
• Ally Relationships Book, Chapter 1 (PDF)
• Ally Relationships Book, Chapter 2 (PDF)

Presentations That Work

Highly Acclaimed!
International Winner: "Best Instructional Program" International Television Association

"By far the best video-based course we have seen dealing with communication skills." American Society for Training & Development Newsletter

At a glance...

• You work on an upcoming real-life presentation
• 2-day video assisted workshop OR three 90-minute Live Webinar Learning sessions
• Unique software-supported preparation process
• Powerful delivery techniques
• Preparing and delivering effective illustrations

What's unique?

• Unique model to develop persuasive arguments
• Software for Developing Presentations or Proposals
• 1 3/4 hour Video Case Study to support facilitation

Training For A High Stakes Game
Our recent survey of North American businesses established that $50,000 is riding on the average presentation. With that much at stake, top salespeople, managers, executives and professionals view presentation skills as being crucial to their success. Thousands of them have told us that Presentations That Work was the most valuable communication skills training they have ever received.

Preparing To Succeed
Most presentation skills programs teach delivery skills, but Presentations That Work goes a step further. PTW is based on the assumption that preparation is 80% of the job. Our presentation process is based on our philosophy that a communication must meet the needs of both parties to be successful. In PTW, Participants learn how to develop the ideal content that will meet the needs of both the presenter as well as the audience.

Then participants learn how to structure their content for maximum persuasion, embellish it with effective illustrative material, and deliver it with style and confidence.

Programmed Practice Makes Perfect
Our Live Webinar or 2-day workshop can show you the way, but it takes practice to perfect a new communication style long after the workshop. That's why Presentations That Work has a full array of tools to create a learning system that begins before the workshop and follows participants over a 3 month period afterwards. Participants also have tools to implement our persuasive skills in meetings, letters, reports, emails, proposals etc.

Computer Software
An expert system (in Windows format) that guides you through the preparation process. It asks key questions and creates a complete outline based on your input. More information available at: E Coaching Software

Evaluations
Designed to help you identify areas for improvement:

• Before the workshop
• 4 weeks after the workshop
• 3 months after the workshop

We Know It Works-You Told Us!

"We believe the program to be the finest of its kind available."

"...impressed our most experienced sales people with the extent to which it improved both competencies to make presentations and their overall effectiveness."

"Has and continues to be a fantastic 'presence' developer for our managers and professionals."

Promotional video available on request.

Partnership Sales

Finally...an advanced sales training workshop-that works!

At a glance...

• Advanced sales training to enhance customer relationships
• Two-day video assisted workshop
• Optional third day for novices
• One-day overview for Managers

What's unique?

• Focus on advanced sales skills
• Adding value to products and services
• Five Relationship Building Techniques
• Sales Call Planner for continuous improvement
• Reinforcement tools for Sales Managers
• Tailored manuals, videos and case studies
• Better ways to handle objections

Building Relationships With A State-of-the-Art Program
Partnership Sales reviews all the basics in traditional selling, then builds on them to teach advanced relationship techniques. Successful organizations worldwide know that long-term growth demands a different sales philosophy:

You'll Learn...

• To build a partnering relationship with clients throughout the sales cycle
• Enhancements for each step in the selling process that give you the edge over your competition
• To pro-actively raise issues as a partner and deal with them effectively
• To help your customer champion your product internally
• To use a Sales Call Planner to focus your sales call and evaluate your results for continuous improvement

Real Results, From the Real World
Our course evaluation went far beyond the usual "happy sheets." We went back to individual sales people for information on how Partnership Sales helped them in specific situations. Two months following training in Partnership Sales, the sales force of just 26 persons reported:

• Actual sales attributed to training in excess of $400,000
• $12 million in new account contracts forecast to close within 12 months
• Increased protection of existing exclusive accounts

In addition, Senior Management has acknowledged improved relationships, contact and communication with customers and prospects.

For more information see: Partnership Sales Case Study

We Know It Works-You Told Us!

"The perfect course to follow the usual 'Needs Satisfaction' program."

"It adds value to the sales relationship. Everyone who has contact with clients should take this course."

"Sales Call Planner is a tremendous follow-up tool and connects directly to our PC-based planner."

"Video was exceptionally well done."

Effective Sales Negotiating

In a truly successful negotiation, everyone wins!

At a glance...

• One- or Two-day video assisted workshop
• Win/win philosophy
• Preparation for an upcoming real-life negotiation

What's unique?

• Software to Prepare a Negotiation
• 3 month follow-up evaluation
• Refresher video
• Complementary program for Managers and Professionals (Effective Negotiations)
• 1 1/2 hours of video case study to support your facilitation

Win/Win or Die
In today's highly competitive marketplace, a sale is more than a sale-it's a step toward a long-term customer relationship. So, when it comes time to negotiate, today's successful sales professionals know that they are working towards an outcome that works, not only for them, but also for their customers. They know a satisfied customer today means more sales tomorrow. In the past salespeople bargained; today they negotiate-or find a new career.

Computer Software
An expert system in Windows format that guides your planning through the sales negotiating process. It asks key questions and creates an outline for your negotiation to ensure you are properly prepared. For demo of negotiating software see: E Coaching Software

Refresher Video
Reinforces skills learned in the workshop Conducted in a two hour mini-workshop led by the Sales Manager Also designed for self-study

Evaluations
Designed to help you identify areas for improvement:

• Before the workshop
• 4 weeks after the workshop
• 3 months after the workshop

We Know It Works-You Told Us!

"Through Relationship Aikido and other communication skills, I am able to avoid a confrontation and achieve a win-win outcome." "An easy process to learn and follow. I am now more prepared."

"In today's marketplace, you need the edge over the competition. The skills learned in Effective Sales Negotiating have given me that edge."

"Video was exceptionally well done."

Social Style

Social Style...a meaningful half-day workshop that changes the way people interact

At a glance...

• Increases individual productivity through more efficient relationships
• Gets teams working together more productively
• Teaches sales staff to improve customer relationships
• Half-day video assisted workshop

What's unique?

• Social Style training in just a half-day
• Individual Social Style profiles
• Easily tailored to sales/management

Versatility, Not Change

People need not (in fact, cannot) change their basic style, they can only broaden it. Social Style gives people the skills to become more versatile in their interpersonal relationships.

Before participants arrive at the half-day workshop, they have co-workers complete a survey on how others see them. These questionnaires form the basis of the Personal Style Profile given to every student.

The profile details for the participant how others see them, their behavioral pluses, as well as showing them how to increase their versatility in relating to others. The results are based on the analysis of a vast database assembled from over 25 years of study.

MRCC's half-day program helps participants develop their versatility skills while keeping your time and financial investment low.

You'll Learn...

• How behavior patterns are formed
• How to observe behavior
• How to predict behavior
• The impact of your behavior on other people
• Strategies for modifying your behavior to relate more effectively to others
• Versatility skills to help you communicate more effectively

Which of these styles do you most favor? What about others who are important to you?

• The Analytical is concerned with facts, principles, logic, and consistency.
• The Driver appears to know what he/she wants and has no difficulty expressing his/her position.
• The Expressive is motivated by his/her dreams of the future and can motivate and excite others with his/her visions.
• The Amiable is concerned about feelings and relationships between people.

We Know It Works-You Told Us!

"I see it working. We've used the exercises on an ongoing basis to reinforce skills."

"Because it's a half-day course, we can blend it with other packages like negotiating, selling and communications which tend to be social-style dependent. It adds punch to other programs."

"I'm more self-aware and more versatile. I'm getting along with people I didn't before."

"Social Style has helped make my entire department more efficient."