Steve Waterhouse – How to Debrief a Sales Call

Description

How to Debrief a Sales Call – presented by Steve Waterhouse

The sales call debrief is one of the most important conversations a manager ever has with their staff. This program will help managers learn how to improve their effectiveness at providing feedback to their sales reps. You will learn how to get more from your team with a few simple words.

Description:

Manager will learn:

• What to do before the call to make the debrief more effective.
• The four words that should start every debrief.
• How a bad start can destroy the value of the discussion.
• What you can learn from cop shows that actually works.
• How you can deal with the most sensitive issues.
• What your reps want you to ask that may surprise you.
• Where and when to do the best debriefs and why.
• How to end the discussion and get maximum results.
• More . . .

About Your Trainer:

Steve Waterhouse’s career as a record setting sales professional and sales manager make him uniquely qualified to help companies dramatically improve sales and increase profits.

Career Highlights:

• As the Semiconductor Sales Manager for Sprague Electric Company, Steve achieved record sales quotas in the Northeast and developed the most successful marketing campaign for new catalogs.
• When Steve took on the role of Director of Sales and Marketing for Vortech Corporation, the company’s sales increased by 300% in 24 months.
• As an entrepreneur, Steve has successfully launched several businesses. He founded and developed Waterhouse Communications Newspaper Group, the largest community newspaper in the State of Maine. He also challenged the U.S. Postal Service with the state’s first private mail delivery service.
• Author of The Team Selling Solution: Creating and Managing Teams that Win the Complex Sale

Mr. Waterhouse is a member of the National Speakers Association where he holds the designation of Certified Speaking Professional. He is also a member of the American Society for Training and Development.

Testimonials:

Consulting

“Steve’s integrity, enthusiasm and know-how make him a powerful force in sales. He has a unique big picture perspective, bringing together the whole company with a common focus and direction. Communications, systems and sales significantly improved. Steve not only aimed us in the right direction, he showed us how to get there quickly. It was great working with him”.

– Phil Pasho, Founder and CEO, Vortech Corporation

“We are all better off because of Steve. His understanding of our business made a huge difference. Steve always challenged us to continually improve and be at our best. I cannot say enough about his contribution to our team and company. It was great working with him.”

– Asmar Madyun, Manager of Computer Services, AT&T

Training

The training provided by Steve Waterhouse has given me the insight to develop the tools needed by sales people to become consultative sales people. This will change my emphasis from a scripted demonstrations to a more dynamic interaction with the customers. More emphasis will be on customer needs instead of features and benefits of specific products.

-Christopher Ripka, Sr. Curriculum Developer/Trainer

Steve Waterhouse’s training provided excellent tools applied to consultative selling, enabling me to transition from a technical instructor to an effective product sales class facilitator. Students were eager to learn adaptive methods of questioning, evaluating, and meeting a client needs with the proper solution.”

-Shelley McKenzie

Steve’s input during our class greatly helped fine tune my methods of presenting complex ideas and products. I am now confident in delivering our company’s message in a number of ways that focus on customer’s needs, but still provide a sales-driven focus. With Steve’s tools, I have increased my student’s ability to better define opportunities and match them with solutions that win deals!

-John Grubb, EFI

I was skeptical coming into the sales training given by Steve Waterhouse. Other sales trainings I had seen were nothing but glorified pep rallies. Steve’s training was not only informative but empowering. I have already been able to use the knowledge gained from Steve in real life sales situations. I know that these skills will continue to grow and be useful in my career!

-Tim Shallbetter, Technical Trainer

Wanted to let you know how much I enjoyed your presentation at the National Spirit Sales Meeting in Atlanta. I have made the suggestion that you speak in each of our cities. Most importantly, next time you visit Boston, I invite you to be my guest on the Spirit of Boston.

–Mary Beth Flynn, Spirit of Boston

Thanks again for the great sales sessions. We’ve received a lot of good feedback from the participants.

–Steve Wesseler, National Industries for the Blind

I am writing to thank you for a great seminar that you gave here last week. We all thought that it made quite a difference. Hopefully, we will see the improvements the next time we present.

–Maya, Account Manager, Impact/BBDO Beirut

This afternoon I attended your “Financial Selling” class at the IBM EBU in Berlin. This note is just to say thank you for a great class. It was by far the best of all of today’s classes. More interesting, entertaining and more RELEVANT than any of the other classes/presentations we have had over the past three days. You gave us many good hints and tips which I will put into practice once we are back from Berlin. Thanks, Kirsten

–Kirsten Schmidt, IBM UK Software Business, Integration & Middleware Solutions

“This is great! Steve was fabulous. He tied everyone’s job in, held interests high, and was very professional and very personable. I am taking a lot back with me. Steve made a strong impression and really gets his hands in the group’s concerns”.

–Erica Lynch, Project Manager, Tricom Communications

“Steve is very dynamic and thorough. He covers his material in an easy-to-understand manner and answered all questions concisely – an excellent presenter”.

–Christopher Stanstny, Engineer, C&S Engineering, Inc.

“Steve Waterhouse is an excellent speaker. (he) was able to deliver the material in a way that maintained my interest and related to “real life” work experiences. I am motivated to apply (it) on the job”.

–Becky Gillespy, Engineer, Nortel

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