Skill Maintenance
Release 2.0
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Getting What You
Want:
Selling Yourself and
Your Ideas
Home
Your Class
Core
Tools
Other Content
Reference
Bookstore


Skill Maintenance Overview
Course Overview

Skill Maintenance Overview

We enjoyed having each of you at our seminar.

This site is intended to be used to maintain your selling skills. 

It is organized into the following sections:

Your Class. All info specific to your class, including contact info for your classmates. (not available)

Core. The core material of the course:

  • Uncovering Customer Needs
  • The Sales Process
  • Sales Situations
  • Psychology 101
    • Tools. Redirecting, Contracting, Golden Circle, Fatal Flaw Analysis, Customer profiles.

    Other content. Other things we covered including our discussions of presentations and negotiation.

    Reference. Further topics that may be useful to you, or that we feel are important.

    Bookstore. Links to purchase the books that were recommended in the course.

    This is a continuous work in progress, so please help us out by sending me feedback.

    We hope you find this site useful as a refresher for your selling skills.

    Randy Thomae
    Morgan Group LLC
     

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    Getting What You Want Overview


    The purpose of this class is to teach technical professionals how to uncover customer needs, how to facilitate customers closing themselves, and some basic psychology lessons that will help along the way.

    The basis for the development of all of the Morgan Group's Course Material is the concept of "The Four Cornerstones of Competence", i.e.:

    1. One must have a core competence. For a technical person/business, this is your profession or your product.

     2. One must be able to sell this competence. There are a lot of engineers painting houses.

     3. One must have someone to sell it to. One must have the skills to develop and maintain business relationships. These skills can be taught, even to engineers.

     4. One must deliver this competence you sold to someone, to his or her expectations. If you do not deliver to your customer’s expectations, you loose their trust, and don’t get a chance again. This is Project Management.

    Unfortunately, no one will come to a course on "Sales, Relationships, and Project Management". Therefore, we have organized the material into two seminars: "Getting What You Want" and "Entrepreneurship and Intrepreneurship". This course focuses on Item 2 above, we offer both courses periodically, the latest schedule is here.

    The material included is taken from a variety of sources, which I have collected over the last 16 years, and have used successfully in building a business, and in developing successful management. Most of the information is collected from published sources. The references can be ordered from our bookstore.
     Les Gray
    Morgan Group LLC

     

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    Morgan Group LLC / 20 Rowes Wharf, Suite 504 / Boston, MA 02110
    617 342 1561 V / 617 342 1560 F