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News & Updates Breathing new life into an historic building: The Rockwood in Webster Groves, MO "Building Success on a Solid Foundation" group strategy session in Indianapolis January Group Sales Training yields exceptional results New Athens, Illinois Sales Training focuses on activating personal networks Lockwood Marketing moves to new offices in Webster Groves, MO |
January Group Sales Training Yields Exceptional Results Lockwood Marketing conducted a group training on January 16 and 17 for new Sales Counselors and Executive Directors of a regional Assisted Living portfolio. Participants from three different states within the client's portfolio joined a team of Lockwood coaches for an introductory dinner on Wednesday followed by a full day of interactive training on Thursday. The training focused on the value of purposeful, open-ended questions in the introductory phase of a sales transaction. Participants engaged in discussion and practiced mock phone call inquiries to sharpen their interrogatory skills. Benefits of the training crossed over from the trainees to the trainers, since the increased comfort level and shared vocabulary allowed more productive follow up coaching. The trainees came away with a new sense of purpose, more tools to use and the knowledge that their employer was willing to invest heavily in their success. Lockwood will be scheduling additional group training sessions in the future, covering a range of topics from introductory sales principles to advanced areas of specific performance improvement. |
