Elite Training Systems
delivers results! We specialize
in performance enhancement, team
development and corporate
profitability. We are a
Canadian company that offers
sales training, coaching and
consulting. We work primarily
with companies and consultative
sales professionals who work in
a business to business selling
environment.
Elite Training Systems delivers a
variety of training workshops in a
open public format, the majority of
which are half-day (four hours) in
length. Our premium public
workshop offering, the
Elite Sales
Skills Training Program
is an ideal solution for companies
and individuals wishing to raise
consciousness, increase discipline
and enhance the performance of
Consultative Sales Professionals
through balanced education.
Each of these workshops
are
available as a
Customized
On-Site Program
as well as those programs
that are not available through our
Public
Workshop Offerings.
In addition, Elite Training Systems
offers personalized
Business
Leadership and Sales Coaching
for those situations requiring a
more personalized touch and
Consulting Services
for organizations that need a tune
up or assistance to create a full
fledged structured approach to
selling in order to move the
business forward.
Here is a complete listing of our
current sales training workshops.
For workshop highlights and a
description of who should attend,
click the links:
Module 1 -
Personality Patterns and Profiles
I learned a lot about myself and how
to adjust my style to cater to
candidates and clients. The time
flew by. The workshop had valuable
information from different
perspectives and
Marshall is a
dynamic, personable facilitator.
Sandra Gallacher, Staffing Consultant, Armor Personnel
Module 2 -
Psychology of Selling
Very informative and interesting. Mind opening. I learned
that my attitude has to change to
succeed.
Dave Davies,
Sales Representative, Marks Supply
Inc.
Module 3 -
Rapport and Relationship Building
Great atmosphere in the classroom with lots of
relevant topic information. I
learned a lot from different rapport
building topics and questions and
how to build credibility.
Marshall
always makes the student’s concerns
a top priority and focuses on coming
through with answers.
Tyler Kelly, Sales Representative,
Cambridge Canvas
Module 4 -
Uncovering and Creating Business
Opportunities
I learned the most from “What are your numbers”.
I did already know the importance of
this but to see it in writing with
the percentages that it takes to get
that one customer really hit home.
Today’s information has been very
helpful. The course had some very
good ideas and the examples were
well covered in the material.
Marshall is easy to understand and
is very interesting. He provided
good and helpful information.
Dave Pipes, Outside Sales, DeeTag Ltd.
Module 5 -
Telephone Skills and Appointment
Scheduling
Very well done! By creating the benefits
statement, I learned that asking the
questions before trying to make the
call is very important.
Dave Milne, Sales Representative, John
Crane Canada
Module 6 -
Successfully Handling and Overcoming
Objections (Theory and Role Playing)
Excellent workshop! I learned to use the tools
of books and others’ experience to
handle common objections.
Marshall
is very good.
Dale Siebold, Sales Representative, Reist
Industries
Module 7 -
Interviewing and Communication
Skills - High Impact Client
Interviews (Theory)
The content covered
in the combination
of Module 7 (Theory)
and Module 8 (Role
Playing) is one of
the most valuable
lessons a sales
person can focus on
to improve
performance. I'm
pleased to see that
the ideas, lessons
and tips learned
during these
training sessions
have continued to be
used by my sales
team. They
repeatedly come back
with their successes
and credit to
Marshall. As a
Sales Manager it can
be hard to measure
the value of sales
training and
determine the return
on investment, but
in just one
opportunity, one of
our sales reps used
these strategies and
came back with an
order which will
cover the entire
cost of all the
Elite Training
Systems modules for
my entire sales
team! To actually
see results come in
months after the
training session is
a true testament to
Marshall's ability
to teach. I totally
recommend this
training to any
company wanting to
grow their business.
Jackie McDonald, Sales Manager, E.M. Precise
Tool
Module 8 -
Interviewing and Communication
Skills - High Impact Client
Interviews (Role Playing – Must
Attend Theory)
Today I learned the importance of preparing ahead
of time. It speeds up the sales
process. Great handbook! It helped
the new sales person and the
experienced ones too.
Marshall was
able to adapt to our late schedule
change and put together a great
session.
Andrew McClure, Dealer Manager, Cover-All
Buildings
Module 9 -
Problem Solving and Creative Sales
Solutions
This workshop really made me open my mind and
look at things from a different
angle. I learned the most from the
creative thinking.
Marshall is very
motivational.
Tami FrankFord, BC Territory Manager,
Electrolux
Module 10 -
Proposal Preparation and
Presentation
There are many misconceptions regarding what a
proposal is really meant to
achieve. This training session
opened my eyes! I was able to
identify the different types of
proposals and under which
circumstances to use (or not use)
them. This is extremely valuable
and will no doubt, increase my sales
and the utilization of my time.
Marshall detailed how to use a
proposal as an extension of my sales
arsenal and I feel extremely
confident presenting my proposals to
future customers. Great job
Marshall!
Austin Greavette, Account Executive, Execulink Telecom
Module 11 -
Powerful Sales Presentations
(Theory)
Great content and good information with things I
need to be aware of and thinking
about when preparing for a
presentation. I learned that the
questions and answer period is best
not left to the end of a
presentation.
Marshall is always
great with good stories that tie the
message in.
Stacey Duggan, Chief Leadership Officer,
Operations, Prior Resource
Module 12 -
Powerful Sales Presentations (Role
Playing – Must Attend Theory)
I was very pleased with Marshall’s critique. It
was very positive and excellent
feedback that I will implement
immediately.
Marshall is an
excellent presenter and he wants you
to be successful. I would recommend
for anyone who wants to earn six
figures and wants to be well known
in their industry to take this
course. The role playing
presentation was the most
informative and positive
experience. Initially I was very
nervous about being critiqued but
with Marshall’s positive approach
(sandwich approach) this experience
has been the most rewarding. I have
taken numerous sales courses but
nothing comes close to Marshall’s.
Donna Gagich, Regional Sales
Manager, Provincial Environmental
Module 13 -
Advance Customer Service
Great workshop! It helped me to refocus on
what’s important – your customers.
I like the follow-up and
follow-through. It made me aware of
its impact on your business.
Marshall is an excellent teacher.
Jeff Ryan, Sales Manager, Double R. Steel
Inc.
Module 14 -
Referral Based Selling
Referral based selling is a great workshop for me
as a ‘new agent’. It gave me new
ideas to put to use. I learned
“Don’t be afraid to ASK!” I was
very comfortable with
Marshall,
it was very easy to speak up.
Tina Jesso,
Sales Representative, Prudential
Grand Valley Realty
Module 15 -
Professional Image and Organization
It was a good day and time well spent.
Marshall kept the
workshop on track and he has a way
of getting student involvement.
Rick
Boonstra, Cimatec
Module 16 -
Time, Territory and Account
Management
Marshall covered more aspects than I
expected. I learned a lot from the
planning pyramid. This workshop was
well presented and I had very good
feedback from my group.
Leon Lukasik, Sales Manager, Eastern
Canada, Drive Products Inc.
Module 17 -
Practical Goal Setting
Very informative, very personal. Having a small
group was great. I learned the
difference between a ‘realistic
goal’ and one you believe you can
achieve.
Marshall was great. He is
confident, as if he has been through
it many times but not ‘scripted’ or
‘generic’.
Paul Groulx, Sales Manager, Western Region,
Tri-Lad
Module 18 -
Strategic Business Planning for
Sales Professionals
Today was informative and generated questions
that one must answer themselves. I
learned the many different things
that need to be considered when
compiling a business plan. As
usual,
Marshall was great. He
ensures that everyone participates
and accesses their own situations.
Martin Pemberton, President, Sierra
Automation
Module 19 -
Asking for the Order
I thought it was extremely helpful as this
workshop really applied to me. I
learned some new closing techniques
and how to ask the right questions.
Marshall is very personable. Today
was a smaller group so a bit of
individual help was appreciated.
Jennifer Wright, Technical Account Manager,
Maxxam Analytics
Module 20 -
Negotiation Skills
Negotiation is a critical component of the sales
cycle and I have leveraged the tools
and instructions that
Marshall
presented and started applying them
immediately. This seminar was a
great investment of money and time.”
Stephen Kane, President, Direct
office Equipment Inc.
Module 21 -
Elite Sales Management
Great course and very informative. I learned the
most where people shared their
stories. I realized we have similar
issues and even though it was
handled differently, there was the
same outcome.
Marshall was great,
as always! He is very good at
ensure everyone participates and
gets involved. He allows everyone
an opportunity to share and learn to
help them improve. Very good at
keeping the course on track.
Don Cheevers, Chief Leadership Officer,
Business Development, Armor
Personnel
Module 22 -
Competitive Selling Tactics
Marshall’s timing with this module
is perfect. Due to the drastic
changes in today’s business world,
with specific regard to competition
coming from all corners of the world
and price being the main benefit, it
is imperative that Sales
Professionals understand the needs
of their customers more than ever
and stay focused on the “sell”
aspect, rather than that of “order
taking.”
Marshall has once again put
together a program that gives you
the tools to properly plan and help
you formulate the right
answers. The session is interactive,
easy to understand, and effective.
Well done!
Tasos Stathopoulos,
Senior Manager, National Accounts
Bessey Tools North America
Module 23 -
High Performance Business Management
The workshop will be helpful and it inspires me
to do what I learned.
Marshall is
an awesome motivator! Success
thinking and behaviour was really
helpful. I need to change my
thinking.
Patricia Clark, Sales
Representative, Prudential Grand
Valley Realty
Module 24 -
Psychology of Leadership
The content regarding the individual
characteristics and understanding
their effect on the Manager and the
Team was very informative.
There were a few areas that created
a realization about my personality.
Marshall was excellent as usual.
Don McRae, Technical Manager,
AirBoss Rubber Compounding
Module 25 -
Securing the Complex Sale
Testimonials
Coming Soon!
Module 26 -
Elite Customer Service
I enjoyed discussing in detail the qualities of exceptional
customer service. I
learned the importance
of customer service
systems. This
information will assist
me with designing custom
procedures for our
business. The materials
are interesting and
beneficial.
Marshall is
very enthusiastic and
has lots of experience
to draw on.
Marybeth Arsenault,
Customer Service Manager,
Continental Ingredients
Canada
Module 27 -
Inside Selling Skills
Today’s workshop was a very informative session.
I had my eyes opened to the amount
of sales techniques to use in
situations. Hoping and looking
forward to seeing these items
implemented in our organization. I
learned the most from ‘Closing the
Sale’: I would think that No is No,
apparently NOT!
Marshall holds a
well thought out session, keeping
participants awake, alert and
participating.
Shari Lagala, Health, Safety &
Training Manager, Patene Building
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