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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

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As a field consultant, my client facing is generally not around the sales effort. The Sales Wisdom 101 course provided me with a new way to think about how to carry on a conversation with the client. I’ve had no formal sales training and the course was a very good use of my time. Peter does an excellent job of explaining sales concepts and approaches. I would recommend the class to any field consultant involved in the sales process.

David Ply, Partner/Architect
CSC
Jun 2010

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As a veteran in sales who has attended many training courses, this course was hands down, the best! The course was interesting, interactive and imparted valuable techniques.

Kelley Deleo, Account Executive
CSC
Jun 2010

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Peter did a fantastic job conducting our Sales Training this morning. His insight was very helpful on how to look at the sales process from a different angle. I am anxious to use some of the techniques learned on my sales calls. I would definitely recommend Peter to other sales organizations for his training.

Jeff Davis, Sales Account Executive
Chicago Tribune
Jun 2010

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It was most informative, with the real life examples and role plays confirming the benefits of the concepts presented.

Frank Arrigo, Service Mgr
CSC
May 2010

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The course was of great value, especially the role playing. Peter is a terrific, knowledgeable instructor!

Bruce Gowan, Partner
CSC
May 2010

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I really enjoyed the Sale Wisdom class. It helps me to work with my customers better and more effectively. The most important for me, is the attitude as the foundation of the sale approach, which really translates to “What should we do to help your business” rather than just “Sell, sell, sell”. I like the tactic to deal with emotional situations in Sale Wisdom 102. Once in a while people get angry, frustrated or just have a bad day at work. A question like “You sound frustrated, tell me what is going on…” could be the best cure for the clients from project works and personal relationship perspectives. At the end of the day, everybody wants to get things done not just for the paycheck but also wants to embrace with love, support and sympathy.

Phi Doan, Proj Mgr
CSC
May 2010