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CarterFraser Sales Boot Camp
Description Program Fee & Registration Agenda Faculty

CarterFraser Sales Boot Camp: Outline Length:

1 day (8 AM – 5 PM)

One hour coaching follow up the week after the boot camp Min/Max: 10/25 participants (# of facilitators: 2)

Assessment: Birkman Method (pre-work) & post-program feedback Price $1,295. Early bird sign up $995.

Learning Objectives

  • Who you are as a person.
  • Who you are as a sales professional
  • How to view the world the way your customer sees it. (This is the number on thing that successful sales professionals do)

What You Will Take Home

  • Worksheet identifying the top 20% of your accounts.
  • Who are you contacts within those accounts?
  • What Birkman color are those contacts.
  • How to adapt your sales style to those customers needs.


8:00 AM – 9:00 AM: Introductions & Overview

  • Why “Attitude” Matters

9:00 AM – 11:00 AM: Introduction to the Birkman – a model for effective sales

  • Cycle of Sales
  • Exercise: Sales Style Grid -Interests, Style & Needs on Floor Grid

9:00 AM – 11:00 AM: Who are your customers

  • Worksheet identifying who your top accounts are
  • Identify real challenges you have within those accounts
  • Identification of your three largest sales challenges

12:00 PM – 12:45 PM: Lunch

12:45 PM – 1:45 PM: How to sell to the different styles

  • Cycle of Sales – Adapt your style for success – It only takes a few steps
  • How to sell to Executors
  • How to sell to Persuaders
  • How to sell to Detailers
  • How to sell to Planners

1:45 PM – 3:45 PM: Solving real life issues

  • On the floor grid have each person report out their top sales challenge
  • Discuss what color the challenge falls in
  • Capture on flip charts by color suggestions on how to solve the challenges

3:45 – 4:30 PM: Communicate effectively to your accounts using the Birkman method

  • Basic rules of communication using the Birkman method
  • 4:30 – 5:00 PM: Wrap Up & Next Steps
  • Sign up for individual assessment feedback/coaching session (review Birkman & Phase 2 plan)
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Dayton, OH 45435-0001

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