Keynote Speaker · Sales Trainer · Leadership Skills · Employee Motivation
Customer Loyalty · Business Growth

These are difficult times, aren't they? They say the economy is improving, but we've been talking with executives, managers and sales managers in many industries about the challenges they have been experiencing in this unstable economy. What we've determined is no surprise. . .

• Some tell us they are doing well but are concerned whether they can sustain market share and profitability. They are concerned about the competition moving in on them.

• Others say they are simply "holding their own" but trying to figure out how to move forward

• Other organizations are simply struggling to compete with larger organizations.

• Many organizations, regardless of size, have issues and problems manifested by increased competition, takeovers, downsizing, reorganization, restructuring, cost-cuts, hiring freezes, benefits cuts and low employee morale.

Like every organization, yours has its own issues and challenges, but consider these we've been hearing. . . . (Identities have been withheld to maintain confidentiality.)

"A new distributor is coming into our territory who intends to go after the customers we've worked so hard to get. We need to develop a strategy to outsmart them, and FAST."
National Sales Manager, Industrial Equipment Distributor

"With the recent down-sizing, and the probability of more job-cuts, morale has been so low that quality has suffered. You're telling me it's my job to keep people motivated. How can I, when they walk out of a meeting knowing they may find a pink slip on their desk?"
Division Manager, Automobile Manufacturer

"It's a different world out there with a whole new set of rules. We're not really sure what the rules are anymore!"
Executive, Industrial Packaging and Shipping Provider

"I'm the one carrying this whole company. I need other family members to put their heart and soul into their jobs and set an example for all our employees. We need to all be on the same page."
President, Family-Owned business

"Despite our leading position, our sales have begun to stagnate. We realize steps must be taken to diversify and expand our company. But we don't know where to start."
Precision Metal Product Manufacturer

"We've been purchased by another company and have adopted their systems and procedures. Many employees are resistant. They're too used to doing things the old way. Some seem to going through the motions of their jobs. Some days, it appears as if someone has let the air out of their tires. Through the midst of this, we've downsized to stay profitable. Now our level of service is suffering. How can I possibly keep customers under these conditions?"
#1 Sales Producer, Parts Manufacturer

"We're doing really well while our competitors are barely surviving so we must be doing things right. But we've got to be proactive and be sure we're doing all we can to maintain our current business status."
Sales Manager, Parts Manufacturer

"How can I take the time to plan for our future? I'm not only doing my own job, but the job of TWO managers we've terminated."
Executive, Food Manufacturer

Although this could extend into an entire book, we'll stop here. But does it sound familiar?

What to do? First, ask yourself these questions:

• How are we perceived in the eyes of our customers, our community and our industry?

• Are we properly positioned to compete? If we can't compete on price, then what?

• Do our support people truly understand what we really do, what's occurring in our industry and our overall company goals? Do they know we need their ideas, support and cooperation now more than ever, if we are to move forward?

• Are we playing close attention to customer relationship management?

• How can we do better?

If you are working "smart" and your company is thriving, then ask these:

• Do we have issues, needs or problems I may not be aware of?

• How can our great company become greater?

• Every day when I head to work, am I confident that we can achieve greater productivity, see ever-growing revenues and are making smart decisions?

• What can we do to expand our product range, especially in terms of new niche products or markets? Is it time to form strategic partnerships and alliances, obtain new and innovative products, consider acquisitions, and expand internationally? How can we identify appropriate joint ventures?

• How can we SIMPLIFY our business and our infrastructure?

Here's What Will Work. . .

Whether you are doing well or you're "waiting for things to turn around," in today's business climate of fierce competition and volatile economic conditions, you need your entire organization to operate as if it were a proficient, well-oiled machine--where your systems, procedures, and people all perform at peak capacity.

You know that if you could establish this type of environment, it would not only give your company a competitive advantage, but it would allow YOU to focus your energy on areas that are most critical to business growth. . .

As you know, all of these will help carry your organization through tough times, and into a successful future.

You know this makes sense. But HOW ?

Here's a simple formula that will help you remain competitive through this tough economy and achieve Total Performance Improvement® in your organization. . .

Assessment + Action Plan + Sales Excellence + Sales/Service Excellence-Accountability Culture + Managerial Excellence = Total Performance Improvement = Business Growth

That's the How, But WHO?

How can YOU take the time to do what's needed to create that well-oiled machine so you can focus on these areas when you are consumed with the bottom-line, are likely working long hours, are busy putting out fires, and already have too much on your plate?

Should you. . .

• Delegate this task to a manager? Not likely–most of them are already overburdened.

• Create a task force to do it? Not a bad idea, but would they know how to go about it? Would they have the experience? What would suffer? How long would it take before you would see results?

• Hire a motivational speaker to drive home messages for business excellence at your next big meeting? This can be effective when you want to "jump-start" a sales meeting, deliver a call to action, or "kick-off" a change management campaign. But motivation can be "mind-candy." It's like eating a Snickers Bar or Chinese food: it feels good when you're getting it, but most often, the feeling is short term. Motivation must come from within. You need to motivate through empowerment, trust, and strong leadership. Then, you must mobilize your people. Move them to action by involving them. When you mobilize your people in this manner is when you'll see visible improvement and get results.)

• Give your people a training seminar? A "one-shot" training program, while beneficial, will not deliver long-term results unless there's a follow up session and culture change within your organization. And, if you engage the services of a training company who delivers a "generic" training program, however dynamic it may be, you run the risk of wasting your money. It may turn out that the response will be, "Good stuff--great presenter, but he/she doesn't have a clue about what we do here." Then, they may turn themselves off.

• Hire a high-priced consultant without the ability to help you implement change?

YOU Need Someone Who Can Help You. . .

Why Engage the Services of Christine Corelli? She—

• Has a proven track record working with organizations in a wide variety of industries - Over 75% of her business comes from repeat clients and referrals.
  
  
• Is a published author and creator of the High Performance Audio LearningProgram, distributed worldwide.
  
  
• Is a contributing editor to numerous magazines and trade publications and a featured columnist in business journals.
  
  
• Understands the challenges your people are facing.
  
  
• Practices integrity and maintains strict confidentiality.
  
  
• Is willing to do her homework to earn your investment in her services.
  
  
• Knows that doing her homework will establish immediate rapport.
  
  
• Doesn't come across as a "talking head."
  
  

Johnathan Muthe, CEO of Amsan said,

"What I liked the most about Christine is,
she talked WITH us, not AT us."

• Is skilled at getting people to open up and can identify internal issues or problems you may not know about
  
  
• Is experienced working with numerous organizations who sell direct and through dealers/distributors
  
  
• Gets hired because of her personal credibility and interpersonal skills
  
  
• Genuinely CARES about your company and is willing to work hard to help you to accomplish your goals.
  
  

Dave Elliott, Quality Control Manager at Raytheon said,

"We've never had any speaker work harder for us."

• Provides value through her ability to help your people think more creatively and see things from a new perspective.
  
  
• Questions, probes, and challenges your people to take action toward a more successful future.
  
  
• Is capable of breathing new life and energy into your people--Whether delivering a keynote or seminar, she educates, motivates and entertains.
  
  
• Can help you achieve Total Performance Improvement.®
  
  

What CAN Christine Corelli & Associates, Inc.
Do for Your Company ?

We can provide a total approach to establishing sales and service excellence, and an accountability culture within your organization. We can assess your strengths and weaknesses, provide recommendations and help you to create and implement an action plan designed specifically for your company. We do this through consultation, facilitation, training and one-on-one coaching. Although we work differently with each client according to their individual needs and goals, here's an example of how we work with our clients.

1. Assessment

We can discuss your needs to learn what you wish to accomplish and analyze how you are positioned in the marketplace. (A sample questionnaire is available upon request.) Then, we would survey your managers as one group; then, your sales force, (or dealers); and finally, your employees. These surveys are normally done on site, on the phone, and via e-mail and are considered confidential. We would identify your company's strengths, "best practices," challenges, issues and ideas through the eyes of your executives, managers AND employees. (If requested, we can include your customers in this process.)

We would perform an analysis that would identify areas that are most important to the success of your company. Together, we would discuss methods to improve overall communication and performance and create an effective and affordable action plan. We can create this action plan together, or we can involve your management team. (Some clients arrange an executive or management retreat for this process.)

Then What?
We Can End our Work Here. Or, If You Agree That -

"The Race For Business Growth Has No Finish Line?"

"An Organization is Only As Good As It's People",

"An Organization is Known By the People It Keeps"

"Quality Relationships Breed Long-Term Profitability"

"Businesses Don't Do Business. People Do."

"It's Up to the Leader to Keep People Motivated."

If you agree with the above philosophies, you may wish to move forward.

Next, we'll work with the most important people in your company--those who provide a check for everyone: your sales force, business development group or distributors.

2. Sales Excellence. . .

Many companies offer sales training. We can work with your sales force to provide them with a dynamic and interactive program that will address their specific challenges, and help hone their selling skills. Our focus will be on highly effective sales communication skills, building relationships, and establishing customer loyalty. To review a sample of program format see Page 14.

Perhaps you have recently provided sales training. We can reinforce the skills and crack the code on what's working in the real-world. Or, you may want a program that will help improve their presentation skills, such as our popular "Art of Influencing People" program. Perhaps your sales or business development group only gets together periodically. We may want to identify challenges and best practices and share them remotely via web cast, "teleconferences" or e-mail. Or we can make plans for the next time they will be together, and instead of having a large national sales meeting, you may want to "divide and conquer" and have smaller, more meaningful meetings with less expense. These are just some recommendations we may make.

If you exhibit in trade shows, we'll review your trade show sales and marketing strategy. We have over 20 years experience in this arena. We can assist you with pre-show promotion and specialized booth sales training.

Next--as you know, today more than ever, your sales force needs the full cooperation and support of everyone in your company. If they don't get that full support your odds of winning and keeping customers will not be in your favor. Improving both your sales and service culture is essential to increase profitability and build customer loyalty. In addition, the development of a strong sales and service culture is critical to compete more effectively, increase profitability, and build shareholder value. We can give you the edge in this crucial area of business development, customer retention, and establishing customer loyalty.

To accomplish this, you need to get everyone in your organization "on the same page" and to perform his or her best. The next step is to get your machine up and running.

In Your Organization, Do You Agree That. . .

"Everyone is in Sales" and that Your "People Can Be An Ambassador or An Assassin of Your Company"

3. Establish a "Sales/Service Excellence-Accountability Culture"

We can help you create a dynamic culture where everyone in your company, regardless of their job-role learns critical skills and recognizes the importance of:

• Understanding and accepting what is happening in the economy, the country and your industry that requires that they must all pull together and deliver their best performance as individuals and as a team to help ensure a better future for themselves and your company.
  
  
• Accepting that conditions in your company are not exclusive to yours; we are all experiencing challenging change conditions. As a result, all businesses today need more from their people.
  
  
• Promoting a positive image of your company by creating a written service policy, creating "guiding-principles" to follow, ethics, integrity
  
  
• Doing all they can to help the sales force, and understand that without them, there's no paycheck–and, they must display involvement and initiative beyond their job description.
  
  
• Understanding the pressures of executives, management, other departments and those who are out in the field
  
  
• Being a leader through change, not a resistor
  
  
• Being accountable for not only their job performance, but their ATTITUDE—
  
  
• And, being accountable not only to management but to each other.
  
  
• Displaying behaviors that breed customer loyalty and understanding that every interaction with a customer must be a positive experience.
  
  
• Providing outstanding support and customer service both internally and externally–where each phone call is considered as a CUSTOMER call, regardless of whether the customer is an internal or external customer.
  
  
• Knowing how to handle difficult people and situations with "grace under pressure."
  
  

Do You Agree That in Today's World?...

"The Customer is The Judge, Jury, and Can Be the Executioner!"

It Would Be Great If We Could Create that Culture, But How Would We Sustain It?

Do You Agree With Christine's Position on Employee Motivation?—

"The Key to Employee Motivation is to Make People Feel TheyAre Working With You, and Not For You. If They Feel TheyAre Working For You, They'll Resemble Robots Who Go ThroughThe Motions of Their Job and Never Put TheirHearts and Souls Into Their Work." (Christine Corelli)

"You Can Buy a Person's Time, You Can Even Buy Their Skilled Muscular Motions Per Hour. But You Cannot Buy Loyalty or the Devotion of Hearts, Minds and Souls. These, You Must Earn." (Clarence Francis)

And That,

"If You See a Turtle Sitting On a Fence, He Didn't Get There By Himself."
(Christine Corelli)

4. Managerial Excellence

We can work with your managers to. . .

• Define their role and review the goals and objectives of your organization, fuel them with a Leadership philosophy, resulting in a more dynamic organization.

  The role of the leader, is to:

1. Communicate the vision and goals
   
   
2. Institute Change
   
   
3. Solve Problems
   
   
4. Generate Enthusiasm
   
   
5. Sustain the Momentum

• Accept responsibility for building people, and to see to the personal growth of each individual to ensure proper performance, growth, and profit for your company

• Become true leaders, and have the ability to motivate themselves and their subordinates to "want to" do that which must be done to assure predetermined objectives.

• Strengthen their skills in coaching to improve performance--By helping managers develop coaching skills, improved performance is a certainty. We teach them how to sit down and set mutual goals with their people.

• Improve their communications skills to receive feedback from coworkers and customers for clear delivery of information, and ideas and improve their interpersonal skills.

• Resolve conflict and improve decision-making.

How Will Your Company Benefit?

• Increased Sales. Newly generated business is worthless if you eventually lose the customer through unimpressive service. Our process helps you build relationships with customers and employees that will generate revenue.
  
  
• Increased Customer Retention. We will help you maintain a consistent level of service throughout your organization by facilitating the development of service standards. Quality customer service gives you the competitive advantage.
  
  
• Increased Profitability. Sales programs that focus on the most challenging areas to sales or business development group and advanced selling skills will be a strong part of the Total Performance Improvement® process.
  
  
• Long-Term Results. We want to provide long-term results. We follow up with your management and employees to help them reinforce the skills they have learned.
  
  
• Long-term Support Many companies offer keynotes, seminars, consulting, and training programs. We provide all the hands-on help, structure, and support your company needs. One-on-one coaching is often part of this process as well as articles for your company newsletter that will address issues you are facing, and provide ideas and solutions to your problems.
  
  
• ROI — Our approach to establishing a "Sales/Service Excellence-Accountability" culture ensures a more permanent culture change and profitable return on your investment.
  
  
• Increased Internal Customer Service, Teamwork, Communication and Referrals.
  
  

Many companies struggle with an "us vs. them" mentality between front line and support areas. We help to improve communication between departments, resulting in better service internally and externally.

Benefits of Engaging the Services of Christine Corelli

• No risk to you--money-back guarantee. This is quantified by exceeding expectations on her part. Cancelable any time you feel you are not receiving value

• Your people will receive fresh ideas and skills they can take back into the real world that are immediately applicable.

• You will have her expertise and assistance with in the implementation of change to generate enthusiasm and ensure its success.

• She works with a team of "Mastermind" associates with expertise in retail, banking, manufacturing, construction, distributor sales, strategic planning, technology, international business development and family-owned business issues.

• You will not have to be concerned about your people being bored; They will be involved. She delivers with substance, style, and high energy Christine's presentations and sessions are highly interactive and

• You can bank on her credentials and reputation.

Here's What Her Clients Have Said...

"Promise us you'll never work for any of our competitors!"
T. Callahan, Agri-King

"Your contribution towards the success of our "Panasonic Edge" campaign was most appreciated. What I really found fascinating was your ability to gain group participation and how you made people feel at ease during the process of learning. You definitely understand that!''
Don Cullen, GM Panasonic

"You absolutely put your heart and soul into our programs on leading and managing in these ever changing times!"
D. Ragione, CFO, Rick Engineering, San Diego, CA

"I was extremely impressed with your professionalism and the quality of your work. I have worked with many people in my 27 years with the John Deere Company, and you are one of the best. Your ideas and recommended actions are being used on a daily basis. We need the quality information you impart and look forward to having you be a part of our upcoming seminars and meetings."
Robert B. Bardwell, John Deere Company

"We learned more in one session from Christine than any other sales expert we've brought in."
M. Trainor, Trainor Glass

Get Christine Corelli in Your Corner!

Potential Sales Program Preparation and Format. . .

We tailor your program according to your specific needs and goals. Here is a sample of what we can do for you. . .

• Consult with you to learn about your goals and objectives
  
  
• Study your sales and marketing strategy
  
  
• Conduct a competitive analysis (optional)
  
  
• Consult and survey key people in your company regarding your needs
  
  
• Survey your sales/business development people to learn about their specific challenges, related to what YOU want to accomplish, so we can be sure to address them
  
  
• Report back to you and make decisions on a formal action plan
  
  
• Create your presentation and educational materials that will be designed to be an ongoing valuable resource long after our work is finished
  
  
• Deliver with a potential format as follows:
  
  
• Upbeat, interactive opening.
  
  
• How to adapt to fierce competition and change.
  
  
• What is occurring in business that demands we hone our selling skills.
  
  
• Applying lessons from the world of sports that will help exceed sales goals
  
  
• Identification of challenges facing YOUR group
  
  
• Understanding and internalizing, WHY do business with your company? WHY will the customer benefit from your products or services, then,
  
  
• How to convey this to the customer and make it sound REAL.
  
  
• How to overcome objections they hear most often (PRICE RESISTANCE!)
  
  
• How to ask smart questions and listen
  
  
• How to use words and phrases that sell for your specific application.
  
  
• How to identify personalities, question, and probe customers.
  
  
• How to sell add-ons.
  
  
• How to build relationships, open doors, and reopen those that have been closed.
  
  
• How to tap into their creativity to differentiate their selling style from the competition.
  
  
• How to display behaviors that breed customer loyalty and get referrals
  
  
• Facilitation of "Best Practices" (Depending on time allotted).
  
  
• Motivation to meet and exceed their sales goals:

Do You Agree?

"There is No Mystical Magical Secret to Sales Success. It Comes From Your Enthusiasm and Belief in Your Company, Its Products; Its People and Yourself.Then, Making the Customer Feel That Same Enthusiasm and Belief."
Christine Corelli

And, That…

The "Top Banana" is Supported By the Rest of The Bunch?

"In Today's World, You Can Never Get Too Comfortable Where You Are. If Your Company is Doing Well, There's Always Some Competitor Lurking in the Reef Below Your Ship Who's Ready To Do Whatever it Takes to Sink it!"

Then,

Contact Us To Help Your Company Drive Business Growth! (800) 417-9968

Copyright © 1997-2006 • All Rights Reserved
CHRISTINE CORELLI & ASSOCIATES, INC.

Your Key Resource to Deliver Highly Creative
Keynotes · Seminars · Consulting · Training Programs on
SALES - Sales Training , Sales Communication, Sales Presentation Coaching
CUSTOMER SERVICE - Establishing Customer Loyalty, The Ultimate Customer Experience
CREATING HIGH PERFORMANCE - Leadership, Management Training and Development
EMPLOYEE MANAGEMENT - Employee Motivation, Employee Retention
Change Management Strategies

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E-mail: cc@christinespeaks.com
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