The following quotes are directly from the the student feedback forms and are displayed with permission. The students were from the many classes conducted during the past 24 months across North America and Europe.

The thing I will use immediately from the course is:

"'Negotiating skills – follow up letters and sequence of events"
"Probing before offering solutions; Quid pro quo"
"Consultants ask questions – not talk extensively"
"Cold call script"
"Structure and process."
"Use the process! "
"Draw people out and address pertinent issues."
"Begin with existing prospects to use this new dynamic approach "
"Accentuate proper follow up by sales people"
"Being mindful of not using traditional sales speak"
"Reduce time “spinning wheels” on RFP’s"

When asked about the workshop, I’ll say:

"This was an awesome program, Thank you!"
"Very focused – very complete –fun to put into practice"
"I sincerely believe in this process"
"Excellent program for sales people – New sales people need this kind of training and so do old dogs."
"A solid concept selling course"
"Take the course immediately!"
"It is beneficial and applicable"
"Help us sell what the customer wants"
"The teaching and training is highly useful"
"It’s great"
"This is more conversational than presentation based; to empower buyers to achieve goals"
"It focused me on customer solutions"
"It’s common sense that you haven’t thought of – a very good course"
"A great selling approach"
"Great program; highly recommended"
"The best training I’ve had."
"Fits very well with my selling style but enhances with tools and strategies."
"Very pragmatic, useful, down-to-earth, dynamic"
"It is very well thought through, logical."
"Very educational – I can’t wait to try it."
"A sales approach that I can relate to."
"It’s an intense sales strategy workshop that covers the entire sales process."
"A valuable methodology that really puts a logical structure around selling."
"It was an extremely helpful, positive experience."
"You’re nuts if you don’t take the course."
"It’s a great course that answers your questions about sales process."
"U have to take it!"
"Very useful and appropriate for selling internationally."
"Great recipe (method) to define, prepare and present a case."
"Excellent course."
"Great doable way to approach sales."
"Great process but we need to drive the behavior when we get back to the office."
"It was fun."
"Refreshing."
"Solid course – good techniques."
"Excellent course providing a very good toolkit for all sales people; very interactive."
" Good systematic approach."
"Hard work – worth while – good structure – well presented."
"It’s a methodology and framework that helps you to make use of your selling skills".
"Good methodology."
"It is powerful."
"This is a great framework to help you improve your performance."
"It make sense, it’s logical, it works!"
"It’s a comprehensive toolset and guideline for the daily interaction with clients."
"It’s the most advanced method for selling available."
"Results oriented."
"Gives a solid set of tools to help identify customer goals and jointly develop solutions."
"Very effective for focusing reps on solution development."
"Good program – very useful – tools very applicable to our environment."
"It was a very useful experience."
"This can be a total powerful solutions."
"A good tool to identify customer requirements without leading with features."
"Especially good because it was customized training to our industry."
"It was the best sales course I have taken."
"A way to better organize and better structure our customer approach."
"Do it – useful to be more effective in selling."
"It provides an excellent framework for solution-type selling."
"It’s a great way to structure your selling activities."
"I would recommend it."
"It’s very helpful training."
"Great course. Well worth it."
"Great concept to sell services to the client that can adjust to different cultures."
"I enjoyed it. It will not only benefit my own goals but will help my client achieve theirs."
"This is an efficient way to structure your sales activities."
"Covers whole sales process, stimulating."
"Very logical and good examples used throughout."
"Very intensive but covered and consolidated the key areas of selling."
"It’s a great method to sell complex services that clients are reluctant to buy."
"Logical, structure approach continuously re-using key information."
"Great techniques."
"I’d recommend it both for beginners and experienced sales people."
"It will bring value and focus to [our company] "

 "Depends on who is asking. If it’s a competitor, “Never heard of it”. If it’s a friend, “Great!”

 

 Most Interesting Subject

"This course was rock solid from start to finish."
"The team sell."
"Structured process of probing before discussing solutions."
"Uncovering objectives of your prospect."
"Waiting to propose [solutions] until process is in place."
"Questioning process"
"Interviewing and probing techniques"
 

The coaching was:

"Excellent!"
"Top notch"
"The best part was the practice session coaching. Each coach had something to offer"
"Insightful, helpful and good teachers"
"Highly valuable – those professionals pushed me to think harder about what I am saying "
"Very effective and conveyed an understanding of our business"
"Excellent"
"Awesome!"
"Fantastic"
"Excellent – well versed (prepared) on our industry"

 
The Evening Assignments was:

"It was great to work as a team"
"Very interesting."
"Challenging, but rewarding"
"Tiring"
"Useful in order to start implementing the process"
"Intense, tough, long but very helpful"
"Difficult"
"A real eye opener – tools to use for problem solving"
"Allows us to apply what was reviewed and incorporate into real-life situations."
"Long, but good"
"Excellent – I wish we did more to create scenarios "

If I could change this course, I would:

"Make it last longer, more practice"
"Take the full 3 ½ course! [took abbreviate 2-day course] "
"Hand out electronic templates"
"Have more, shorter sessions in which more absorption can occur "
"Nothing!"
"More time for practice"
"Add follow on sessions"
"Spread out more but, otherwise excellent, excellent, excellent!! "
"I know it’s a selling course but production and marketing should be here!"
"We need the full course - not just 2-day version"

 

General Comments:

"Superb"
"Wonderful program – certainly can see why it’s 3 ½ days."
"Jim was excellent."
"Very solid, time well spent"
"I appreciate the immense effort required to learn our business, shortening the course for us and bring in"
"Great coaches to enable us to close more business."
"Refreshing material."
"I feel fortunate that our company offered this tremendous opportunity."
"Very practical – induced a lot of confidence."
"Well worth the investment in time. It was also very professionally run."
"Very professional and supportive team."
"Good course, time well spent."
"This course will make my job as an account manager much easier."
"Negotiating part was great"
"It was very interesting for myself in spite of my English."
"Suggest to have it in my native language to be able to practice more rapidly."
"Very useful and helpful training."
"Superb! Top Class. Relevant, to the point and very well structured."
"This is the greatest thing that I have ever taken."
"Most professional course we’ve had so far."
"Great course and I am looking forward to try to put all this into practice."
"Good to have a training course adapted to actual “live” working situations."
"Great course. All the pieces come together at the end."
"Doing the exercises in small groups was effective."
"Very good, tailored to [company]"
"Really excellent – this was very well done."
"Very logical and the schedule was well constructed – except day 2 when we didn’t have enough t ime."
"It was a valuable experience for me to be here. "
"Excellent. Was tailored to our company and provided useful examples and terminology."
"I’ve been through other sales training & this was the most effective and relevant, esp. since it was tailored to [company]"
"Jim is a great teacher. Knows what he’s talking about."
"A great opportunity and can use the rest of my career."
"Great coaches and instructor [clear and precise in the concepts]"
"3 ½ days is enough but we need to have follow up."
"Well worth the time."
"I like to be reminded of things we know, but don’t practice."
"Good instructor, coaches and course material."