Trainwest Online Academy

Questioning Techniques – Sales Training & Development Program
2023-09-26 08:00 - 09:30, 2024-04-16 08:00 - 09:30 UTC | Trainwest – Online Webinar
Seminar Description:
Questions uncover intent vs commitment. The purpose is to focus on communication and gather data. If you truly wish to understand people, you must listen more that you speak.
Listening is a skill which is hard to master and requires one to be able to distinguish between what is being said vs. what is not being said. We should be constantly striving for clarity and not accept vagueness. Having good skills in this area will help you minimize the risk you will say something you might later regret.
Even though questioning is a big part of the sales process unless you can reflectively listen, synthesise what is being said (and not said) and accurately summarise what has transpired, you will potentially miss the real issues.
Establishing rules is not a hard process, but consistency in its implementation is.
Key Learning Points:

Learn an active and inquisitive conversational style questioning technique that guides the prospect through problem solving
Learn techniques on how to identify, evaluate and resolve the real issues people have
Learn how to move people from the stages of ‘curiosity’ to ‘intent’ to ‘commitment.’

Interactive / Practice / Role-Play – Sales Training & Development Program
2023-10-03 08:00 - 09:30, 2023-12-05 08:00 - 09:30, 2024-02-27 08:00 - 09:30, 2024-03-05 08:00 - 09:00, 2024-04-09 08:00 - 09:30 | Trainwest – Online Webinar

SELF REVIEW – Section MV02 Remaining Competitive - Sales Training & Development Program
2023-10-10 08:00 - 09:30 | Trainwest – Online Webinar

Negotiation and Money – Sales Training & Development Program
2023-10-17 08:00 - 09:30 | Trainwest – Online Webinar

Life Lessons From Inspirational Leaders – Sales Training & Development Program
2023-10-24 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
There are inspirational leaders we all know of or have heard of who we can learn from. When you think of inspirational leaders, who comes to mind? These inspirational leaders can teach us life lessons if we keep our mind open and are willing to let others in. These individuals inspire us all to achieve more, make the world a better place, and to never give up on our dreams, no matter how big or small they may be.
In this session we will review life lessons from others and see how you can implement into your daily activities

Territory Growth Strategies - Sales Training & Development Program
2023-10-31 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
Every year you are tasked with growing your territory. To do this you need to implement strategies and techniques under a framework for each type of account within your territory.
In this session we will look review a list of items you should consider with each account, to determine the best future strategy in dealing with them.

Key Learning Points:

Learn a conceptual framework and process for developing specific account plans
Learn how to develop appropriate plans for various classifications of accounts
Learn how to create an effective SWOT analysis on your territory to determine where you should allocate your efforts

Effective Questioning Techniques - Sales Training & Development Program
2023-11-07 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
Questions uncover intent vs commitment. The purpose is to focus on communication and gather data. If you truly wish to understand people, you must listen more that you speak.
Listening is a skill which is hard to master and requires one to be able to distinguish between what is being said vs. what is not being said. We should be constantly striving for clarity and not accept vagueness. Having good skills in this area will help you minimize the risk you will say something you might later regret.
Even though questioning is a big part of the sales process unless you can reflectively listen, synthesize what is being said (and not said) and accurately summarize what has transpired, you will potentially miss the real issues.
Key Learning Points:

Learn an active and inquisitive conversational style questioning technique that guides the prospect through problem solving
Learn techniques on how to identify, evaluate and resolve the real issues people have
Learn how to move people from the stages of ‘curiosity’ to ‘intent’ to ‘commitment.’

Bonding & Rapport - Sales Training & Development Program
2023-11-14 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
Developing rapport and creating a bond with a prospect is an integral part being an effective communicator. It is fundamentally integral in creating and developing a mutually trusting and respectful relationship with others.
To establish strong bonds, people must have good communication skills; recognize the verbal and non-verbal signals people are sending and understand you cannot control another’s behaviour, but can affect their behaviour by the way you respond to them.

Key Learning Points:

Learn how to Bond & Build Rapport with a Prospect
Learn the process of how to read body language
Understand the different communication skills and their impact on everyday interactions
Understand how to negotiate with different cultures and generations

SELF REVIEW – Section BR09 – Applying DISC to improve Bonding and Rapport - Sales Training & Development Program
2023-11-21 08:00 - 09:30 | Trainwest – Online Webinar

SELF REVIEW – Section MV 16 – Establishing Goals for The New Year - Sales Training & Development Program
2023-11-28 08:00 - 09:30 | Trainwest – Online Webinar

Rules of Engagement with People – Sales Training & Development Program
2023-12-12 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
Having mutually respective interactions with others is a goal we all should be striving for, yet why is “manipulation” part of everyday human interaction? To mitigate this manipulation in interactions, it is essential that every person be on the same page. This starts by establishing mutually respective rules of engagement. Since we can’t control others behaviours, we need to realize that we must be the one to ensure rules are established.
Establishing rules is not a hard process, but consistency in its implementation is.
Key Learning Points:

Learn the key steps in establishing rules of engagement
Recognize when rules should be implemented and followed
Learn how to hold people accountable to the rules
Learn how to take control (and remain in control) of the interaction

Negotiation Strategies & Techniques - Sales Training & Development Program
2023-12-19 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
The goal of win/win negotiating is to reach an agreement that satisfies both parties and moves the relationship forward. In order to achieve fairness, or at least the perception of fairness, each side needs to uncover a better understanding of what the other really wants.
This session demonstrates how a trained salesperson gets a good deal and leaves the other side thinking they negotiated a good deal too.
Establishing rules is not a hard process, but consistency in its implementation is.
Key Learning Points:

Learn how to uncover your prospects “pain” points quickly, to help guide the negotiation.
Learn how to setup the rules for engagement so that both parties know the next step before it occurs.
Learn how to guide the negotiation so that the other party feels like they are the one that won.

Self Review - Transactional Analysis – Sales Training & Development Program
2024-01-02 08:00 - 09:30 | Trainwest – Online Webinar
Seminar Description:
To be an individual on the front-line we need a slight edge to better connect with people; understanding our customers is central to helping them with their problems. Much of our personality is shaped by early childhood influences and teachings – messages that we carry with us throughout our lives. Here you will learn about the foundations of Transactional Analysis, a model for Understanding Human Personality, Relationships and Communication.
All our early life experiences are assembled into a unique set of beliefs about ourselves, others and the world, our ‘Frame of Reference’. This frame is like a distorting lens through which we view life and which gives us a unique personal concept of ‘reality’. Our FoR guides us throughout life unless changed by developing awareness and making decisions to change what we believe.
In this session we will review how this model relates to the those on the front-line. We will explore how the components of people’s personality influence their behavior. You will learn how to identify repetitive, non-productive behavior and how to replace it with more appropriate behavior.
Key Learning Points:

Learn about three (3) “Emotional States” which govern our Thoughts, Feelings and Behaviours during any conversation
Understand the three (3) Rules of Communication
Understand how the Drama (Game) Triangle relates to the mind games people play

Sales Growth Through Networking – Sales Training & Development Program
2024-02-06 08:00 - 09:30 | Trainwest – Online Webinar

Effective Questioning Techniques – Sales Training & Development Program
2024-02-13 08:00 - 09:30 | Trainwest – Online Webinar

Self Study, PS-06 – Transactional Analysis (Psychology)
2024-02-20 08:00 - 09:30 | Trainwest – Online Webinar

Life Lessons From Inspirational Leaders – Sales Training & Development Program
2024-03-12 08:00 - 09:00 | Trainwest – Online Webinar

Fundamentals of Reading Body Language – Sales Training & Development Program
2024-03-19 08:00 - 09:00 | Trainwest – Online Webinar

SELF REVIEW – Selling Using a System (WHY?) – Sales Training & Development Program
2024-03-26 08:00 - 09:00 | Trainwest – Online Webinar

Transactional Analysis – Sales Training & Development Program
2024-04-02 08:00 - 09:30 | Trainwest – Online Webinar

SELF REVIEW – Section PS08 Reasons People Take Action – Sales Training & Development Program
2024-04-23 08:00 - 09:30 | Trainwest – Online Webinar

SELF REVIEW - Advanced DISC Model – Sales Training & Development Program
2024-04-30 08:00 - 09:30 | Trainwest – Online Webinar

Uncovering the Prospects Money Issues – Sales Training & Development Program
2024-05-07 08:00 - 09:30 | Trainwest – Online Webinar

Life Lessons From Inspirational Leaders – Sales Training & Development Program
2024-05-14 08:00 - 09:30 | Trainwest (Burnaby Office), 110-4170 STILL CREEK DRIVE, BURNABY, British Columbia, V5C6C6, Canada

Self Study, Review MV-04 – Reviewing Your values and Beliefs
2024-05-21 08:00 - 09:30 | Trainwest (Burnaby Office), 110-4170 STILL CREEK DRIVE, BURNABY, British Columbia, V5C6C6, Canada
