SalesWise Academy

We teach selling and influencing for engineers and other technical professionals who love their product but not selling. Click here to learn more

Sales Training

I Hate Cold Calling: A Better Way for Manufacturers and Distributors to
Prospect and Get In

Stop wasting time being rejected and rebuffed by the prospect, or worse, not getting past the receptionist. In this sales training program, manufacturing and distributor salespeople learn a proven new way to prospect - one that is easy, has prospects looking forward to your call, builds confidence, and secures solid appointments with the prospective client. The results get rave reviews from participants!

Cold calling can be time consuming and ineffective. A modern, effective sales strategy is to create simple marketing campaigns to help pique your prospect's interest, therefore creating a willingness on their part to talk to you, even if just for a few minutes.

The good news: this strategy works well, and it is easy to do.

Selling With Integrity for Manufacturers and Distributors

In this unique sales training program, manufacturing and distribution sales representatives develop their selling skills by putting the emphasis on customer-oriented sales conversations.  Learn how to sell without being aggressive.   The Selling With Integrity sales training course is based on the concept that buyers know the outcomes they want to achieve. By implementing collaborative and respectful conversations, focused squarely on the customers’ needs – NOT on your products - you distinguish yourself as a superior salesperson, achieving extraordinary results.

For manufacturing and distribution salespeople who are serious about creating meaningful impact to their bottom line, this sales training course is a must.  You'll get continuous learning in a powerful format that is effective and convenient.

Here's what some of our SalesWise clients had to say about Selling With Integrity.

"We implemented the ‘Selling With Integrity’ program in September.  I was skeptical that the training would have any effect, and wow, was I wrong.  Within weeks our salespeople opened new national accounts, created stronger connections with our customers, and became much more confident.  They are asking better questions, identifying needs, and writing better proposals.  The ongoing teleforums really work to keep their skills and strategies sharp."

Susan Niczowski, President
Summer Fresh Salads

“SalesWise is one of the best sales training programs I’ve been through. This training helped me to understand and serve my customers better. It is a novel and effective approach to selling. Immediately, I saw improvements in my business relationships resulting in sales growth and true partnership building with my customer that will last in the long term. By using the techniques and training I learned from Nicki the sky is the limit. I recommend this program/training to anyone interested in gaining an edge. Thanks Nicki!”

Aram Hamparian, Key Account Manager
Lindt & Sprungli (Canada) Inc.

Strategic Selling for Manufacturer and Distributor Salespeople

A highly interactive sales training program, this seminar is aimed at uncovering the complexities that salespeople face in large account selling and long sales cycles. Participants will consider the customer's organizational and personal needs as well as uncovering all the factors that affect the sale. From this information, they are in a good position to create a complete strategy and powerful action plan. This will help them keep momentum in the account, create stronger relationships across the organization, and grow the business.

Landing Whale Sized Deals for Manufacturers and Distributors

Finding and landing whale sized deals, by definition, are opportunities that are larger than one person can handle. That means you need to collaborate – on steroids – with all the members of your organization, key people at the customer organization, and perhaps a host of other suppliers for products and services that you don’t offer.

Whale sized deals probably come to your organization every now and again. If you want to create a culture that focuses on the strategies and skills required to regularly land whale sized deals, this program is a must for key members of your organization.

Small and medium sized fish can keep you fed on a daily basis. Whale sized deals can keep your company’s fridge full for a long time.

Learn to create a culture of intense collaboration, discipline, and strategy. Landing whale sized deals requires leadership at all levels of the organization. The process is fun, engaging, and profitable.

The Negotiating Edge - Collaborative Sales Negotiation Skills

Most salespeople don’t understand the difference between selling and negotiating. Negotiating sounds sexy…selling sounds manipulative. However, selling is a bigger and more difficult process, because it is the skill of creating value. Negotiating is the skill of trading, once the customer sees the value, but can’t live with some aspect of the offer. This sales negotiating training program, created specifically for manufacturer and distributor reps, provides participants with the fundamentals of negotiating: what it is, when to do it, how negotiating differs from selling, and the skills and concepts needed to do it well. This ensures that manufacturing and distribution salespeople will be better prepared to satisfy their customers, their organizations, and themselves when they negotiate.

Consulting Success:  Deepen Client Relationships and Unleash the Magic 

When you're acting as a consultant or consultative sales person, particularly on highly technical projects, you're in the relationship business.  No matter how research-based or technical the project, it will always reach a point when the success of the work will hinge on the quality of the relationship with your client.  This relationship is the conduit through which your expertise passes.

What are your relationships like?

This program will give you the skills to design meetings so that you and your client can connect quickly, pinpoint the real issue and get to the business of discovering what you want from each other.