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Hitting Your Sales Goals In 2021 Will Be Tougher...

We’ll help you build a “blueprint” for success while navigating the sales restrictions caused by the pandemic and recession.

The Sales Honing® System

A Tune-Up For Your Sales Organization

Developed and refined over three decades, The Sales Honing® System focuses on improving sales performance by diagnosing and correcting the root causes of less-than-optimal sales performance. Our improvement efforts focus on the three key areas that together represent the major drivers of sales performance.

  • Performance Management – Performance management focuses on accountability, transparency, and cultivates a clear understanding of expectations. After a thorough assessment of your organization’s sales culture, we train sales managers to produce the highest-quality work from their teams.
  • Sales Behaviors – Assess your sales team to make sure you have the right people in the right seats. We then identify the skill and behavior needs of your team to develop a customized training process ideally suited for your unique sales organization.
  • Sales Coaching – Determine whether coaching is being delivered effectively, and then identify the role sales managers play in developing people, improving  performance and achieving goals.

Learn from the best in the business through LIVE Zoom laser-focused trainings with Veteran Sales Expert, Ray Adler.

BTI Is the Leading Authority on Consultative Sales

Companies implement our consultative sales model and processes for several reasons:

  • Improve relationship profitability and stickiness
  • Grow top line revenue
  • Greater marketplace penetration and differentiation
  • Deliver a unique customer experience

If you’re like most seasoned, successful sales professionals who have participated in the Sales Honing process, you understand the market has changed due to the pandemic and you recognize the need to adapt and “hone” how you develop business in today’s virtual sales world.

The average tenure of sales professionals who have participated in Sales Honing is between 22 and 25 years. We’ve had junior sales personnel with less than 10 years of experience, and veteran sales professionals with 37 years of sales experience all find great value from participation.

Program Focus

Influenced by pandemic and recession, our curriculum and focus are to build a business development blueprint and marketing system for developing business in 2021 and beyond. A few of the training topics covered include:

• Prospecting During a Pandemic

• Zoom Meeting Best Practices

• Effective Utilization of LinkedIn

• Strategies to Nurture Prospects

• Developing New COIs

• Warm Introduction Strategies

• Targeting Quality Prospects

• Developing Industry Expertise

• Trade Association Strategies

• Developing a Marketing Cadence

• Effective Pre-Call Planning Strategies

• Effective Post-Call Debriefing Strategies

• The Consultative Sales Process

• Achieving Trusted Advisor Status

• Becoming Confident in Negotiations

Time Requirement

One 60-minute live Webinar and one 45-minute Group Coaching Call each month

Personalized Attention

Easy access to Ray for one-on-one coaching

Action Oriented

30-Day Action Plans to help each participant execute that month’s training content

Resources Provided

Participants receive tools that include Worksheets, Blueprints, a Business Development Dashboard, Monthly Newsletters, and a Quick Reference Guide

Recorded Sessions

You won’t miss out on anything if you can’t attend a Webinar or Group Coaching Call

“Ray helped our lenders who have been in the field for years to think differently out-of-the-box producing results that drove us to become a high performing bank.”

“By using Ray’s fundamentals, I can almost guarantee you, you’ll get the results.”

THE SALES HONING® SYSTEM will help you focus on weekly business-generating activities that will elevate your production and increase your annual bonus amidst the current pandemic and  recession market conditions.

Sales Process for Banks

Offering The Most Comprehensive Selection of “Consultative Sales” Content and Performance Improving Sales Strategies and Tools In The Market.

Read What Top Sales Professionals Have To Say About Sales Honing.

“Ray Adler and the Sales Honing Academy has been a game changer for how I grow my loan portfolio and train my staff. Month after month Ray produced new and innovative tools for myself and my team to incorporate into what we were already doing to be successful. The drastic variety of methods and tools has something to make any lender better, no matter your experience level or personality. Teaching us to be Advisors instead of bankers was a 180-degree shift in attitude. We have completely differentiated from our competition. Change can be difficult, however the step-by-step process of the Sales Honing Academy breaks it into bite size pieces, which are easy to practice and incorporate into everyday actions, habits, and mindset.” ─ Scott Haney, Market President, Wood and Huston Bank

“Ray’s training and coaching have helped me hone my business development and sales approach so much that I hit my annual $22M sales goal by May.” ─ Morgan Lanchantin, First Vice President, American Business Bank

 Call Ray Adler at 760-720-9270 to Discuss Your Blueprint for Success

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