• Learn how to make fewer phone calls and generate greater results.

• In this workshop we will teach you principles and patterns used by top sales professionals to achieve greater telephone results with less effort.

• We will explain helpful etiquettes and show you how to make calls with a specific purpose in mind in order maximize results.

• Discover how scripts are used to lay a foundation for making calls that improve the percentage of successful calls that you complete.

• We will make it easier for you to get the right contact name and then teach you how to get through to that individual in the majority of instances.

• You will discover primary motivating factors and how to tailor your approach to the prospect so that you can convert the conversation into an appointment or sale.

• We will review common challenges that all sales professionals face and how to get past those obstacles.

• The most valuable tool that will be discussed during the session is the Specific Benefit Statement and you will learn how to create and use several of them for your own application.

• Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.

• Those who use the phone to schedule appointments or to sell to prospects.

• People who are struggling with what to say or how to formulate their words in order to achieve the results they desire when using the phone for selling.

• Anyone who finds it challenging to identify the decision maker or successfully make contact with them.

• Those wanting a system to follow that will make it easier for them to make quality phone calls and move to the next step in the selling cycle.

• People wanting to learn how to ask better quality questions over the phone and qualify suspects as prospects.

• Sales people who want to improve their batting average and gain an unfair advantage when making telephone sales calls.

In this workshop, I learned the importance of taking control and directing all phone conversations both inbound and outbound.  This will help me focus my attention in qualifying potential sales leads, no matter what their source is.

Angelo, Florendo, Product Specialist, Phoenix AirMid Biomedical

Today I learned the importance of scripting.  You must understand and focus on what's in it for the client.  Having a plan before calling helps reduce phone reluctance.  I really enjoyed this workshop.  This is my biggest hurdle right now and this knowledge will help me overcome my phone reluctance.

Allison Black, Technical Account Manager, Maxxam Analytics

In Module 5 - Telephone Skills and Appointment Scheduling, I learned how effective a specific benefit statement can be if use properly.  I discovered that I need to prepare my scripts and really think about what direction I want my conversation to go.  Lead the way!

Cameron Miller, Product Specialist, Phoenix AirMid Biomedical

Today I learned to put myself in my client's shoes.  I learned how important it is to control the conversation.  By having a general benefit statement and by arming yourself with sales tools, you can think faster on your feel.  Excellent and practical and something I can apply right away.  Marshall was excellent as always.

Donna Gagich, Sales Manager, Provincial Environmental

Today gave me the ability to write and analyze the possible effectiveness of my scripts.  I will be better prepared to deal with possible stumbling blocks or walls during telephone conversations.  This course is essential to anyone, whether they are new to the sales role or to the seasoned and successful sales professionals.  Everyone will find a new piece of valuable information.

John Wong, Manager, Business Solutions, Armor Personnel

I take the inbound calls in my company.  I found it helpful to think about putting myself in my customer's shoes and understanding what their hot buttons are.  I enjoyed learning and expanding my scope in the sales area.

Gregory Cook, Dispatch Manager, Craig Security Inc.

I was hesitant at the start of the workshop.  But, what a great module!!!

Darryl Challis, Sales Representative, Unitec

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

I learned how to properly qualify customers, how to be prepared for cold calls and how to handle objections.  The course is informative and very helpful.  I look forward to applying this to all of my calls.

Gary Cook, Territory Manager, Deetag Ltd..

Good stuff!  There was a lot of emphasis on being professional and how to take control, prepare and build good work habits.

Dino Mansi, Branch Manager, Deetag Ltd.

Today's workshop was geared to solve and initiate new skills to get qualified appointments.  I learned the most by generating a benefits statement.

Rose Takacs, Consulating Sales, Allprint Ainsworth

This morning's workshop on Telephone Skills and Appointment Scheduling taught me how to turn around conversations.  I also learned a few tips on how to deal with customer's procrastination.

Brian Banks, Director of Sales, Bingemans

Today's workshop on Telephone Skills and Appointment Scheduling was wonderful.  I have known Marshall for years and he really practices what he preaches.  Excellent.  Thanks Marshall!

Wendy Baetz, Branch Manager, Kelly Services

Marshall is engaging and knowledgeable.  Telephone Skills and Appointment Scheduling has good support materials.  I learned the importance of putting benefit statements together using primary motivating factors.  Well done Marshall.

Erin McAnulty, Marketing Coordinator, Tri City Retail

Telephone Skills and Appointment Scheduling is educational.  I learned how to overcome obstacles and roadblocks.  Obstacles really are all the same, regardless of industry.  The time went by far too quickly.  Marshall is an excellent speaker.

Linda Fulton, Sales, Double R Steel

Through this workshop I learned new ideas.  Telephone Skills and Appointment Scheduling is a great foundation for starting to cold call.  I learned great points on how to deal with objections.  I learned that having a prepared script, having all or as much information as you can will help me work with more confidence.

Myrtle Gillett, Front Desk Clerk, Direct Office Equipment

Very informative!  Great ideas!  I'll be extra busy now!  I learned them most from scripting.  It's an excellent way to ensure you cover all the necessary areas.  Marshall's an interesting guy and a very effective communicator!

Alan Presley, Project Manager, Signalex

Very professionally presented, informative and very helpful.
Jerry Dunn, C.E.O., Burkert Fluid Controls

Marshall is thorough and the workshop is well planned out. I enjoyed the role-playing and the script rehearsal.
Peter Eigler, Sales Representative

Well done. The portion covering General Benefit Statements will help substantially.
Kevin Hesch, Sales Representative, In-House Solutions

The workshop is clear and easy to follow the lesson. I learned the proper steps to take when booking appointments and how to prepare before making your calls.
Jorge Larin, Sales Representative

Marshall has a good understanding of what he is presenting and has a great way of delivering the information. Marshall explained and critiqued for a better understanding of the General Benefit Statement.
Kim Faustini, In-House Solutions

He was very positive and motivating. I enjoyed the whole course. There wasn't one particular thing I like more than another.
Laura Martin, Dedicated Staffing Services

Marshall is very positive. He held everyone's attention and was interactive. I learned that preparing for telephone sales very important in being successful. Very well done!
Angela McCarron, Corporate Sales Manager, Little Staffing Group

The instructor was great, he made all of this seem so easy and he made me feel confident. And I think the workshop was great. The idea of having us recorded was great! I learned a lot from him. Marshall was great
Vera Barros, The Kissner Group

Marshall was great and the workshop was very informative. It was great listening to your own call.
Lorna Horchover, The Kissner Group

Great workshop – Marshall spoke very effectively. Never lost interest.
Lara O'Connor, Sales Representative, The Kissner Group

Very motivational and it excites me to get into my field to practice what I learned. I thoroughly enjoyed all the parts especially relating to telephone skills.
Nicole Padfield, Staples

It was a good session. Well worth the time and money. There were some new tips I didn't know and good refresher of basis. The detail put into forcing us to write introductory telephone statements and general benefit statements was great.
Jack Fonseca, Trylon TSF

Great workshop. A benefit for new and seasoned sales people. Very up beat.
Adrian Hartog, Leon's Insulation

Marshall is "excellent". Everything we talked about will be used to better my attitude and career. Marshall makes sure everyone's concerns or question were looked after.
Stephanie Glass, Addressograph Bartizan

Marshall keeps the workshop interesting with group participation and interaction.
Mike Hruden, Trylon TSF

Very informative! Well thought out course, flowed easily, very stimulating and interactive, made me think. Great interaction to take home and use. It allowed me to go back to the office and pick up the phone. Wouldn't change a thing.
Julia White, The Co-operators

I thought this course was very well organized, some really helpful information. I really enjoyed learning about cold calling and got some very useful information. I thought Marshall was very enthusiastic and made the class more interesting.
Jessica Grassby, Air Calm Climate Care

Marshall is very enthusiastic and makes learning fun and enjoyable. He really puts things into perspective!
Tina Bruni, Beauty Systems Group

Very worthwhile and informative. It was all very well done.
Cheryl Stephenson, FirbreWired Burlington Hydro Communications

Well rounded educational experience. The instructor was consistently helpful throughout the duration. Marshall performed well with no obvious flaws or required improvements
Paul Rogers, Quorum Technologies

The workshop helped to create a more positive outlook to "cold calling". Marshall was very personable and made the day enjoyable. The focus on how to overcome objections and the general information regarding customer base (bank account) was great! Marshall articulated all concepts in a very easy-to-understand way. He made my position seem easier that I thought it would be and makes me more motivated. I would recommend this course for anybody in a telesales or salesperson position. The smaller group setting was great and we were able to personalize the information to suit our company.
Chris Rawlings, Addressograph Bartizan

The day went by extremely fast. Marshall was enthusiastic and very informative. I could definitely tell Sales is his passion. Qualifying customers and using different techniques with questioning clients/customers was well explained. Marshall makes everyone feel comfortable and uses examples that apply to our business. This course was definitely beneficial and hope to learn more with "Sales Insights". This will be in our company library.
Elita Amaral, Addressograph Bartizan

Uncovering and Creating Business Opportunities/Telephone Skills is extremely useful. The instructor seems very knowledgeable about the sales industry. The handouts are well done and the structure is very organized. Marshall makes everyone feel comfortable.
Jennifer MacKay, Prior Resource Group

Marshall is a wonderful facilitator and teacher. He was able to communicate well with everyone in the workshop. Marshall excels at getting people involved and participating in the training. Keep on doin' what you're doin'!
Don J. Crupi, Certified Administrator, Facilitator and Consultant, EQability.com