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Professional Speaking:
Phil is one of America's most exciting and entertaining speakers. He literally charms his
audiences into absorbing the wealth of knowledge and experience he shares with contagious
energy. A professional speaker for twenty-five years, Phil has delivered over 2500 speeches
to Salespeople, Managers, Professionals and Executives of industrial, commercial and
professional organizations worldwide. He is listed in Sales & Marketing Management
Magazine as "a speaker who'll set 'em cheering."
An author, video and audio personality, and recipient of the coveted C.P.A.E., awarded by the
National Speakers Association to fewer than 200 of its 4000+ members and an inductee to the
Speakers Hall of Fame, Phil is a polished professional who has proven his ability to deliver a
successful presentation...every time.
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Management Training:
Training Textures Branding Advantage
It is our belief, and this belief is supported by, and supports many of the philosophical “entrepreneurial” ideas proven in the marketplace, that training in virtually any type of business is most effective at the local level. There are several reasons for this:
Training takes place at the time of hiring; not on a centralized schedule. This assures that every new employee begins their work experience with a thorough understanding, not just of the skills necessary for the job, but the sales/marketing and service philosophy of the company.
Having local management involved in the training process assures their commitment to the philosophical underpinnings of the program and the processes and skills taught in the program. This also gives a greater feeling of being entrepreneurial, to local management.
Having local management involved in the training process assures their expertise in the content of the program and more assures their ability to manage, implement and monitor the program, more assuring success.
The fact that branded programs like this exist at the local level and are obviously supported by the company, sends an important message to all employees at all levels, as to the importance of the content and the sophistication of the company for whom they work.
The fact that branded programs such as this exist, are valuable recruiting tools when potential employees are considering employment. The concept of certifiable training could turn the best potential employees into “our employees”
Your company could potentially set up a series of certifications based around the training, which could assist the potential or existing employee in advancement or reemployment at other locations if they were to move.
Branded training programs that enhance the prestige and status of the job and the employer are significant factors in employee retention, especially when combined with merit advancement and compensation. I am sure you are very aware of the cost of turnover both in hard dollars and in client and customer satisfaction.
We recommend, though this is not a requirement, a minimum of 2 certified facilitators at each location. If you have clusters of clients in a given city you may consider having certified facilitators that cover several location in that city or area, as long as the training is still perceived by both the client and the employee as “LOCAL”. The process will be, The Knowledge University will train Certified Train the Trainer, Trainers at Corporate who will then train the facilitators each local site.
I believe the success of this program will be very much rooted in the idea that the program is BRANDED as your companies program. This actually becomes a benefit that can prove very valuable to your sales force when you are developing new business. An “in house BRANDED” training program, implemented at the client location, is very powerful both in differentiating your product in the sales process; and differentiating your service in actual practice.
Goals of the program.
Improve Service Ratings to the point where service ratings create differentiatable standards in future decision making regarding additional business and renewals.
Assist in upsell/cross sell/marketing tactics to improve average per customer/per transaction return. This applies to increasing per agent productivity as well as underwriters and other customer contact employees
Train in upsell/cross sell techniques to improve average per customer/per transaction return.
Provide the Sales Force with additional sales tools when selling to prospective new customers. This applies to agent acquisition, and retention as well as productivity.
Every successful company is constantly fighting the battle against commoditization. This fact tends to create a “commodity” mentality among clients. This forces the progressive/innovative companies, to create perceived market differentiation. Both the fact of the program and the desired end result of the program will help create this differentiation and assist in the primary goal of making your client relationship so strong and successful that you maintain the client forever and that your relationship with the customer is so successful that the program is appropriately profitable.
Since all of our programs are custom designed it is difficult to go to the level of real “details of the program” at this point. We can say that all of our programs follow the basic principles outlined in these attachments and the books mentioned in the recommendation.
All of our programs must meet these critical criteria:
A customized, BRANDED process that assures branded success
Developed and Trained Skills that support the process
Learning: Technology Supported, Entertaining and Informative
Motivation to use the process
Management support that makes it easy and desirable to use the process
Measurement systems to prove success
Internal Control of the Training (as compared to the program being controlled by an outside training resource)
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Sales Training:
NonManipulative Selling
Phil Wexler’s Best Selling Book… teaches the Salesperson a revolutionary approach to the Sales process. This program discusses a philosophy and style of selling based on a Customer Focus Market Driven Model. In our Full day session, in addition to the philosophy of Non Manipulative Selling, Phil will cover the major skill areas of NonManipulative Selling:
The Six Steps of the Sale
Plan
Meet
Study
Propose
Confirm
Assure
Communications Skills
Questioning
Listening
Presentation
Relationship Skills
Tension Management
Relationship Strategies
The Power of Influence
In shorter programs we establish the philosophical basis of Non Manipulative Selling and then describe all of the above components. Depending on the length of the program we will go into more detail on as many of the above topics as possible. We will customize with the client where they want the emphasis.
We recommend that each attendee receive a copy of the book, Non Manipulative Selling. We will provide a master of either a customized worksheet or customized workbook (depending on the length and format of the program for the Client to duplicate and distribute to the attendees. All of Phil’s training programs and speeches are highly customized (some say the most and best customization in the industry).
This exciting program can be conducted as a 1-hour, 2 hour, or 3 hour speech format, or ½ day, full day or up to 3 days customized training seminar.
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