|
Your staff members can change habits. When
you change habits, you can change a culture.
You might ask, “How can we help you change
your culture with training?” We have
been training accountants and consultants
for many years, and we have discovered that
half-day and full-day training must be
reinforced. We not only help with the
training, we also help with the follow-up
reinforcement.
Our training programs are designed for a
12-week period. The training does not stop
at the end of the CPE day. With our
extensive follow-up and reinforcement
guides, your staff develops energy,
knowledge, and personal power – and your
firm keeps growing.
To better serve firms with different sales
and marketing needs, The Rainmaker Academy
has produced a curriculum that best
addresses the environments in which these
firms compete.
Becoming a Market-Driven Organization:
Five-Star Client Service I:
designed to help participants expand that
focus by understanding, improving, and
managing client perceptions. CPE:
8 Hours
Marketing with Different Personalities:
designed to improve marketing communications
through a better understanding of yourself
and the different temperaments of others
through a series of self-profiling and role
plays.
CPE: 4 Hours
Five-Star Client Service II:
designed
to help participants build
client loyalty, “delight” clients with your
service and become more profitable, manage
client expectations and
generate more referrals from your clients.
CPE:
8 Hours
Referral Source Development:
teaches a prospecting system that features
proven techniques for building comprehensive
and effective referral networks.
CPE: 8 Hours
Five-Star Marketing Skills:
is an
interactive workshop designed to help
accountants and consultants begin developing
personal marketing skills and define their
role with the firm’s overall marketing
effort. Extensive role-playing is used to
introduce participants to all aspects of the
marketing cycle. CPE: 8 Hours
Market Pricing Skills: is an
interactive workshop designed to help
associates overcome client’s price
resistance, understand buyers’ pricing
emotions, explore pricing strategies of
other professionals and
improve the value proposition and market
value perception of their firm.
CPE: 8 Hours
Personal Selling Skills:
teaches associates the most effective
selling process designed specifically for
accountants. Accountants will develop
a greater confidence in selling their
services and as a result, generate
additional revenue for the firm.
CPE:
8 Hours
Advanced Listening and Probing Skills:
helps participants master the “art” of
effective questioning and listening.
Listening and Probing Skills will help
participants:
listen for meaning, and discover hidden
agendas;
effectively read nonverbal communication,
develop
world-class listening and probing skills and
listen
to “understand” rather than listening to
“respond”.
CPE:
8 Hours
Five Star Advisory Board:
firms will learn the nine mistakes to avoid
when forming an Advisory Board, three keys
to successful implementation and how harvest
program to stimulate referrals.
CPE:
8 Hours
Advanced Development Programs
Achieving Your Highest Value Contribution:
an interactive workshop will help
participants improve their personal activity
management so their time will yield better
results.
CPE:
8 Hours
Five Star Cross-Selling:
tailored specifically to the products and
services of each participant’s firm,
students will gain a clear understanding of
how to ascertain a client’s needs and wants,
and recommend specific solutions.
CPE:
8 Hours
Team Selling:
designed to help individuals understand the
keys to developing effective sales teams.
Participants will use the TEAM ProfileŽ to
understand their personal team contribution
strengths as well as others on their sales
team. Team Selling will explain the various
talents that a sales team must possess in
order to reach its full potential.
CPE:
8 Hours
Sales Presentation Skills:
designed to teach associates to give
compelling and powerful presentations to
clients, prospects and professional
audiences. Through a series of
mini-presentations and videotaping,
participants will learn effective
presentation techniques. They will also
develop of powerful visual effects that will
make their presentations more memorable.
CPE:
8 Hours
Conducting Client Centered Meetings:
without trust no relationship advances. This
workshop will introduce the concepts of
trust building, barriers to trust and how to
lower relationship tension so that a
relationship may develop more quickly. By
increasing trust you are then able to
advance commitment with an existing client.
CPE:
8 Hours
Advanced Objection Studies:
through extensive role-playing and group
activities, participants will understand
that most objections are a result of
miscommunication and misunderstanding. They
are also a natural part of the sales process
and provide an opportunity for associates to
further differentiate themselves and your
firm.
CPE:
8 Hours
Consulting in a Dynamic World:
helps partners consult with their top
clients by dealing with the most difficult
problem in business today – CHANGE. This
course will use the Strategy Wheel and the
Financial Physical to identify the needs of
your top client. You will spend an entire
day focused on the needs and wants of your
best client. You will then take the results
of this day of concentrated focus back to
you client to discuss their opportunities.
Show your clients WHY accountants
consistently rate are the “most trusted
business advisors".
CPE:
8 Hours
Comprehensive Selling and Proposal Skills:
helps participants
take their selling and proposal skills to the
next level by identifying any remaining gaps
in their training. A thorough understanding of
the entire selling cycle is essential for
professional service providers to continue
developing new business and help lead their
firms into the next century.
CPE:
8 Hours
Coaching and Mentoring: this
interactive workshop introduces associates
to key coaching skills needed to lead a high
powered sales team. Coaching and Mentoring
will provide associates with a framework for
coaching staff. They are taught how and when
to coach. Coaching is designed to enhance
performance, mentoring is designed to
enhance the individual.
CPE:
8 Hours
Advanced Closing Skills:
this advanced course is only
for those professionals who have had
considerable experience in marketing and
selling. You will learn how to: control the selling process.
increase your closing
percentages, use the energy of the buyer to
make the sale and increase the intensity of
problems needing a solution.
CPE:
8
Target Selling:
designed to help participants master the
skill of obtaining access to top
decision-makers and other influential
contacts within an organization. This course
introduces a systematic approach to target
selling, enabling participants to have
greater success in reaching the key individual(s)
within any business.
CPE:
8 |
