Experts at Selling - The Complex Sale
Certified by Sales Training International (STI), a global leader in the training and coaching of sales, customer service, and sales management skills and techniques.

STI's Sales Coaching Certification (STISCC) program is founded on the premise that a sales leader's number one responsibility is to obtain results through the efforts of others. By completing this certification program, my clients are assured that their sales coach has the requisite knowledge, skills, strategies, and tools to help their team to achieve the highest levels of self motivated performance.

Completion of STISCC confirms the coaching candidate's proficiency and abilities in the following fundamental sales leadership and coaching areas:
  • Understanding what coaching is all about
  • Knowing if coaching is the appropriate course of action for a given situation
  • Following the natural flow of the coaching process
  • Allowing and enabling the coaching subject to solve the problem with the coach's guidance
  • Selecting effective positive and negative motivational consequences that aren't terminal or costly
  • Using checklists to help define what to coach
  • Using specific communication skills to provide support and direction without painful criticism
  • Using the Interim Action Plan to document coaching sessions
STISCC is a rigorous program that reinforces and confirms the coaching candidate's expert level of proficiency in the following critical sales leadership and coaching areas:
  • Maintaining an objective goal-oriented coaching environment, versus a judgemental environment
  • Developing collaborative consensus on the issues
  • Establishing and enforcing subject-specific realistic and influential consequences
  • Inspiring and empowering commitment to change
  • Establishment and follow through on goal-oriented performance metrics
  • Excuse-prevention through proactive obstacle identification and management
Coaching skills alone are not sufficient - in today's highly competitive industiral equipment marketplace - to develop peak performance in sales reps. A comprehensive knowlege of advanced value selling skills and techniques, as well as the understanding of how techniques are applied in real-life selling situations, are a prerequisite that all Sales RaceHorses clients expect and require.

Completion of the STI Sales Coaching Certification program ensures that Certified Sales Coaches have expert knowledge and understanding of both the fundamental and advanced sales skills and techniques required of peak performing B2B sales representatives:
  • Account Profiling, Qualifying, and Research
  • Prospecting
  • Trust, Rapport, and Active Listening Skills
  • Sales Call Planning, Objective Setting, and Action Planning
  • Competitive Positioning and Objection Prevention
  • Complex Buyer Processes and Networks
  • Establishing and Communicating Customer Value
  • Cold Calling, Warm Calling, and Referrals
  • Closing Strategies and Techniques
  • Sales Funnel and Ratio Management
  • Time and Territory Management
Learn more about Certified Sales Coaching

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About Sales Training International:

 Founded as DeGroot Communications in 1986 by Robert DeGroot, M.Ed., D.C.H. FAPA in Houston, Texas, Sales Training International has grown to become the global leader in blended learning programs for sales, customer service, and management teams around the world.

Sales Training International (STI) has a single focus: A supporting staff who interacts with customers, particularly those in the sales, sales management and customer service roles. STI's mission is to help their customers produce measurable results, and to support and maintain this mission, STI always implements a diagnostic needs assessment prior to offering any prescriptive solutions.

STI's research and development resources are focused on discovering, inventing, and creating ways to enhance the effectiveness of communication abilities between their staff and their customers. They are continuously enhancing and developing new training and learning platforms to meet the varying needs and requirements of their expanding client base. Due to this single focus, STI has developed state-of-the-art knowledge, skills, strategies, and interaction models that add substantial value to their customers.

STI provides access to its sales strategies research archives through its Member Services entrance. For more information, contact Sales Training International at (800) 551-SELL.

Sales Training International is headquartered in The Woodlands, Texas.