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When you hear someone say ‘webinar sales training’, it immediately turns you off, but in reality it was much better than I could have ever expected. It was well run, material was good and relevant in all sales positions. I learned a lot and it reinforced some things I was already doing. I recommend it.

Y.D. Mullin, Tech Mgr
Commscope
Mar 2011

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This class reinforced the understanding that everyone is a product of a unique environment and subjected to influences that form their personality… which in-turn is reflected in their conversations. To get a read on what makes an individual behave the way they do provides a good basis for structuring one’s approach to influence that person. I understand the idea of open, honest dialog is a positive start for getting conversations headed in what will ultimately be the pre-determined direction I have saught. Showing interest in others generally gets things started out in the right direction. (Give others ‘points’… and let them talk and build rapport!)

The class has made me step-back and contemplate more on what another person(s) may be feeling… and to then try to come up with a mutually constructive means for reaching the decision that I am hoping for.

Mark Degroat, CAD Coordinator
Nexteer
Feb 2011

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I found the workshop very relevant and plan to apply some of the techniques immediately. Well worth the time invested.

Steve Miles, Marketing Manager
Nexteer
Feb 2011

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Relate 101-103 Training — Excellent Thought Provoking Training. A must for every professional.

Venkat S, Product Engineer
Nexteer
Feb 2011

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Participated in RELATE 101 & 102. Excellent learning experience.

Jeff Covington, Product Manager
Critigen
Dec 2010

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The sense of our negotiations is exactly the sense that we are able to give them……and sometimes the SILENCE in the best way to get amazing results.

Jorge Flores-Garay, Senior Research Engineer
Nexteer
Oct 2010

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A good friend of mine told me for years “perception is more important than reality”. The RELATE workshops demonstrated he was right. The way an idea (new design) is communicated is as important as what is putin print.

Eduardo Mondragon, Senior Product Engineer
Nexteer
Sep 2010

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Awesome workshop! I am actually excited about encountering my next difficult customer interaction so I can utilize these techniques to foster better customer relations! Thanks!

Brian Evarts, System Engineer
Cisco
Sep 2010

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I liked the class as it was very engaging and Peter the instructor was very sharp. A challenge I perceive revolves around our goal to build rapport with our customers. Specifically, while doing virtual sales over the phone or WebEx, the SE role often times is brief. It has been my experience that we will talk to a customer only once for 30 minutes. In that sense, it is very transactional in nature and more difficult to build a relationship over time.My first thought is to adapt what I have learned to fit into a one time 30 minutes window, and I wonder how well that would work in such a condensed format for relationship building. I would conclude though with asserting a belief that I am better off for having experienced the workshop.

John Centamore, System Engineer
Cisco
Sep 2010

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I found the Sales Wisdom 101 class to be a great eye opening experience on what would at first glance seem like “obvious” concepts. The class offers a unique way of thinking about customer interactions and really any interaction you have in life. Sometimes a concept doesn’t have to be revolutionary to have a profound impact and positive impact on the way you approach interactions with people in the future. I have been to many similar classes and they all seem to lose me at some point. I was engaged for the entire 3 hour workshop and had some real takeaways at the end that are simple to apply to my life and improve my interactions with others. Thanks again!

Ray Cole, System Engineer
Cisco
Sep 2010