Professional Services Sales Training

 Converting professionals into salespeople for over 30 years...

No one goes into a professional services role with the intention of becoming a salesperson. No one. 

Charlie works daily, in the trenches with all levels of professionals ranging from front line staff members in their first professional role to board members.

Sessions, processes and culture-changing initiatives Charlie facilitates: 

• Visibility Management--All organizations need more activity when it comes to prospecting. Getting your staff out of the office and calling on prospective clients is a challenge. This laser-accurate proven process works. This methodology is available through workshops or virtual sessions.
• Components to e.m.b.r.A.C.e. Business Development 
• 7-Layer Business Development Process 
• *Prospecting Cadence
• *Engagement Cadence
• *Follow Up Cadence

      These three layers deserve the precision of a drumline to deliver consistent results. 

• Advanced Selling Skills – Staff members that are shown a career path and are provided the tools to be successful are more engaged and will stay at your organization longer. Staff confidence increases and turnover decreases. Everyone benefits with the additional skills learned in this session.
• Customer Relationship Management – Pairing the right product with the right customer at the right time increases profitability and customer stickiness. This process brings light to the darkness in the mind of those serving customers. Currently front line staff confuses “volume and value” when it comes to customer profitability. (Ask Charlie how he ties profitability and candy bars together to explain profitability..(it's clear, simple, definitive and tastes good.)
• Building Relationships –As business becomes increasingly competitive having staff members initiating contact and building referral sources is now more important than ever before. People buy from people. How to build relationships…with people not spreadsheets.
• Developing Compensation Plans – Drucker said “what gets measured gets done” and that’s true today. We create incentive plans that drive behavior and results that are easy to understand and simple to manage.
• Managing 3rd Party Vendor Relationships – You retain your customers, increase profit, better serve customers with no risk to your organization. Offering additional services outside your sweet spot will help you retain satisfied customers.
• Sales Management – This process helps drive results, increase skills and grow organizations. Flattens silos between departments. Stop "Us against Them" thinking and expands client and co-worker relationships. 

•  Dynamite! This guy is a winner”  
• “5 out of 5” Super! Great opportunity for self-awareness and growth.
• Fantastic presentation. Everyone needs to listen to Charlie Moon, he is very motivational”
• “Just can’t imagine life before Charlie Moon.
• This (sales training) is really something much easier and less threatening than I ever thought.” 
• This sales training makes my job a little more enjoyable.”
• “Consistent with last year, you were the high point of the day.”
• “Our business development calls increased over 60%”. 
• “Everything he does, he does well.” Jim W. Attorney. 
• “I enjoyed the practical information and your humor” 
• Your message was exceptional, and really provided a high point for our classes to end on.” 
• “You gave a program which certainly cannot be topped” 
• “I like Charlie because he helped me find opportunities and offers encouragement.
• Charlie Moon made the meeting fun and got everyone talking. It was enjoyable. 
• "Charlie’s meetings are fun instead of boring. You do a terrific job.” 
• “I found your session very motivating and plan to follow your instructions.” 
• Your presentation was excellent, both entertaining and informative. 
• “We want you back. Our bankers have a desire to learn more practical selling techniques and we welcome your enthusiasm. (HR Director Bank Client).
• “Our bankers love having you here!!!” 
• ”My expectations were more than satisfied and the experience has certainly been one of the most interesting and educational of my life.” 
• “I personally learned a g.r.e.a.t. deal and enjoyed it too.” 
• “You are a dynamic speaker.”

That's right. It does NOT work. Here's where it fails. Sales training engages AFTER the seller says "hello". Your staff may be the most technically competent in their area of expertise, in their  field of study. Technical expertise doesn't matter if they don't say "hello" to a sufficient number of prospects to grow their book of business.  

Unless they say "hello" and engage with a prospect none of their expertise matters.

The problem is GETTING THEM TO SAY HELLO TO ENOUGH PROSPECTS TO BE SUCCESSFUL. 

When you muster up the courage to ask Charlie why sales training alone doesn't work, plan on taking notes and drawing some models about what happens. 

Afterwards you'll save the paper you wrote on and show it off to anyone that will listen. 

That's what Charlie did when he learned why 80% of all salespeople fail or quit within 12 months. 

That's what Charlie he did when he FINALLY understood what happens when it's time to prospect for new business and it doesn't happen. 

That's what Charlie did when Frank said "draw an 'M' on the left side of your paper"....

That's what Charlie did....and has been doing everyday...since that fateful day in 1990 when he said "HELLO" to Frank who was kind enough to answer the phone.