If anyone is interested, I am going to a 3 hour seminar on Wednesday morning.  I am going for two reasons:

1.  To pick up some sales tips.

2   To see how they sell from the stage for use in my own seminars.

Anyone who is interested lemme know... So far it's me and Will Howard that I know of from 4N.

Here's an a link to the info page:  Click here

I'm surprised they don't seem to have anything in London. Is their HQ in Southamptong or something? I'm sure their paid course are quite expensive as in a few thousand? Though from recollection of Warren Buffets books he did their training in his younger days and if it's good enough for Buffet..... :)

Do Carnegie link their training to NLP as well, seems to be a lot of sales programmes linked to NLP. It must be very effective when applied correctly.

If it costs me a few thousand but makes me tens of thousands then it's not expensive at all. - I'd say they could've charged more!

But yes, I'll provide feedback.

Certainly there's some overlap of Dale's work and the more contemporary NLP, but not sure how closely it's linked.

Anyway, I think there are London ones, this is just a different campaign.

Dale Carnegie Notes:

Given an overview of the business – we do this, but they had testimonial logos of companies they work with – we must do this.

Then talked about goals for 2012 and beyond

Ask on a sheet which are most applicable to desired goals for 2^nd half of 2012.

Topics include creating new biz, level of sales, repeat biz, referrals, improved conversion, shorten sales cycle, added value, average order value, activity.

Then given the feedback sheet with the following questions on, and asked to complete q1 and q2

1: what changes are occurring in your marketplace and within your organisation that effect the way you have to sell?

2: what is your/yours organisations biggest challenge and the impact of that challenge in meeting those changes?

3: what is the most important sales related goal that you/your people need to achieve in 2012. (e.g. increased sales, sales activity, improved conversion ratio, aiv , new levels of relationships, increased repeat biz)

4: what is the most important skill area for you/your people to develop in order to achieve the odds of achieving that goal?

5: value of this meeting?

6: do you want to enrol//want to personally enrol/want to enrol team/futher info?

Talked about networking and selling ourselves,

Role played an elevator pitch emphasizing – what do you customers buy (concept selling) and offering some evidence (testimonial)

Then handed out “magic matrix” + truth/opportunity chart and completed it. (not quite as slick as Peter Thomsons I felt)

Then asked if we were replaced by a new hire, if they were to do the job perfectly,

What would they need to know, what would they do and how would they need to think?

Then did a memory exercise , linking to prove how powerful our memory is – which worked very well on the group. (recall of 20 items.) – we need to do this, it’s a powerful influencer of teaching ability.

Then asked: If you came back next week, what would you have implemented that you’ve learnt today? Can you see how training would benefit you? Yes? (clever conditioning question)

The close was pretty straight forward.

An 8 week process, application in the field, half day sessions, building and developing.

Had a graph of before/after with metrics such as self confidence, selling process, positive attitude , building relationships, communication.

-we need to measure our clients and get these stats not just testimonials.

8 week included manual + books/cds

concluded with a small difference in performance can make a massive difference in results. (golf example)

also- how does it feel to talk about your goals with someone else?/and how about getting someone else's perspective? ( this was asked 3 times) , they are clearly coaching questions…..

All in all, a good session, low numbers, only 12, whereas our sessions are usually 20-30.

The actual content I felt is more personal development than sales training but the content is clearly proven and fairly similar to our but without the NLP and hypnotic language . Also it was mentioned that the trainer is still actively selling and not a failed salesperson , I like that and can relate.

Upsell is £1895+vat , so pretty good value.  Maybe I’ll take it….

Interestingly, they haven't followed up.

If anyone who worked for me didn't follow up with leads from a free seminar I would fire them on the spot.