Barbara Sanfilippo ~ Certified Speaking Professional, Author and Consultant

Sales Training Philosophy and Topics

Our Philosophy:

In our sales training, we teach people to sell professionally. When you do so, you are providing a valuable service to your customers, it means you:

Adopt a "consultative" approach to selling and view yourself as a trusted advisor.

Thoroughly understand the application of your products to a variety of financial needs.

Are skilled in asking questions to uncover and clarify customer financial needs.

Are able to effectively convey to the customer how your products fill a specific need and provide value to the customer.

Have the ability to develop a trusted relationship with the customer and are skilled in asking for and winning the customer's business and loyalty.

One of the most common complaints we hear from prospective clients is, "We did some classes but it didn't take." Our philosophy is that events alone will only achieve short-term results. Long-term behavioral change requires that you have an infrastructure of support systems woven into the fabric of your organization that motivates employees to learn the skills and constantly reinforces them. Among other things, these include clear goals for selling and service performance, accountability for and consistent recognition of that performance, managers who model the behaviors and who coach direct reports in the expected behaviors. Romano & Sanfilippo works in partnership with your company over a two to three year period facilitating implementing both classes and the reinforcement systems to insure its value over the long hand.

Sales and service management skills

Sales skills

Cross selling and referral skills

Customer service skills

Manage your Book of Business™

Rent-a-Coach™

Train-The-Trainer

Stand Alone Classes

What if all you require at present are classes? Examples of specific situations include:

A need to increase short-term referrals or revenue

Employees asking for more skills in a recent employee survey

Mystery shopping results that indicate a skills deficiency

Budget or other resource limitations

Romano & Sanfilippo does provide all of our workshops and programs as "stand-alone" options without committing to the more intensive consulting process. If your organization is not ready to commit to or budget for a long-term process, your employees will find our skill-oriented classes valuable, enjoyable and the results to be favorable.

Class Format

To reinforce learning and skill development all of our classes are interactive and include exercises, group discussions and role-playing when appropriate. Our highly rated instructors tailor the material to your products and services and prepare by understanding your current culture and challenges.