Program Overview

The program is designed for the professional FSM, with top performers in mind.

It combines a collection of best practices with a series of interactive, and adaptive exercises that push the sales creativity of each participant to the limit.

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Every student is challenged to journey past their comfort zone and master the transferable skills required to excel in every sales challenge they encounter.

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Participants in this program will experience a boost in confidence that will translate into higher profits and even better customer experience feedback.

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Training & Practical Skills Development

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The Top Gun series employs an Adaptive Freestyle Sales Approach.

This allows us to focus on the individual elements inside a presentation and strengthen them independently, rather than overhauling a complete presentation system.

Products can be presented in an order which suits the profile of each customer instead of following a cookie cutter one-size fits approach.

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Most training programs require memorization, scripting and often are lacking in the area of authenticity.

Our core teaching principles are based upon discovering the reasons behind customer behavior first, then building solutions that are relevant and adaptable to each specific customer. Understanding WHY people do what they do and say what they say is key to delivering long term sustainable results.

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All classroom segments have corresponding practical skills sessions ‘live’ on the job. This ensures the adaptation and implementation of the classroom teachings. The benefit is that each sales professional can essentially protect their own authenticity while still working inside the framework of a proven presentation method.

Duration

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The Top Gun Series curriculum includes over 30 hours of instruction and can be spread over several months. There is a minimum of 6 onsite & 4 virtual sessions, accompanied by a performance assessment for each participant.  

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Training Format

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Course material is divided into 9 Elements which focus on both hard and soft skills.  

We combine Classroom, Distance Learning, and on-site direct 1 on 1 practical skills development.

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What’s Included

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All materials are provided including take away assignments, complete activity reports, performance evaluations for management review, and a certificate of completion for all participants.

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Certification

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All participants are required to complete an exam and submit a video presentation to achieve certification.

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Class Size

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Participation is limited to a maximum of 8 students per session. Custom setup available upon request.

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Fee Schedule

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All-inclusive rate of $3685 per person. Minimum 4 participants required.

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Facilitator

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Gordon J. Swail; Certified Training Manager – Langevin Learning Services.

Former National Training Director with First Canadian Group of Companies (20 years) and former National Director of Training & Brand Strategy SAL/IA Group (3 years)

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Program Objectives:

• Understand the principles behind the Value Scale and how it is influenced.

• Increase confidence by expanding the use of visual aids to amplify the value proposition of each product sold.

• Foundations in selling provides top performers valuable tools to self evaluate and discover gaps in performance.

• Master the psychology and unique fundamentals behind selling intangible products.

• Convert from old sales language to a new and refreshing concierge-style approach.

• Develop adaptive presentation techniques suitable for all demographics.

• Enhance your skills at overcoming common customer objections for every product and service available.

• Follow a sales pathway which is engaging, informative and delivers consistent results.

• Improve active listening skills.

• Increase both product knowledge and confidence.

• Create Winning Customer Profiles for every product and service available.

• Enhance active leadership skills and apply them during interactions with all departments.

• Develop a solid personal and professional brand message.

• Develop and deliver a rock solid value proposition to all non-captive customers.

• Overcome obstacles to selling Creditor Insurance protection plans.

• Utilize journalist style investigative skills to explore ways to overcome inconsistencies in presentation style and delivery.

• Develop and apply debating skills to thoroughly examine all sides of your key value propositions for each of your core products.