TLI Curriculum and Sessions

Once again The Leadership Institute will introduce new topics and continue with our entire course catalog. Check out the listing of offerings and you will understand why you need to get your top performers into these classes. It can only improve their effectiveness and increase your sales!

TLI101 - Improving Your Team's Closing Ratio

You can do everything right during your sales process, but if you miss this step its over. Learn techniques and skills that will help you manage the closing portion of your sales process more effectively.

TLI102 - Prospecting: The Key To Selling Success

Every great book begins with an exciting first page that grabs your imagination, pulls you into the story and leaves you wanting more. This course will teach you how to grab a prospect's attention and turn your cold calls into warm appointments.

TLI103 - Answering the Classic Sales Objections

No good sale is ever won without a fight! Prepare yourself for sales combat by learning how to uncover, confront and overcome the most common sales objections.

TLI104 - Opening a Sales Dialogue

Congratulations! You've secured an appointment... but how do you make a great first impression and engage the customer in the process? This class will focus on building an agenda, confirming buy-in from the customer and managing any objections that might occur at this point in the sales process.

TLI105 - Communicating Through Listening

Put your prospects, customers and employees on a pedestal without saying a word. In this course, you'll discover the power of effective communication through a variety of listening concepts and techniques.

TLI106 - Identifying & Developing Needs with Effective Questioning

If your prospects don't believe they need your product, they will not buy your product. In this course you will learn how to ask probing questions that lead to implications and help your prospects identify their own need for your product.

TLI107 - Making Recommendations using Features, Benefits & Value

What happens when you uncover a need? Learn how to make sound recommendations by offering the features and benefits of your products that illustrate the VALUE of your product in your customer's mind. This course focuses on building a recommendation that is the solution to your customer's problem(s).

TLI108 - The 4 Elements of an Effective Advertising Campaign

This course offers a straightforward recipe for successful advertising programs. We will explore how mixing the concepts of Value, Impact, Circulation and Consistency will produce customers for life.

TLI111 - Selling Against the Competition

This session covers positioning your publication relative to your competition in your prospect's mind. Using your strengths and exploiting your competitor's vulnerabilities to win and keep business.

TLI112 - Writing Effective Business Proposals

Need to write a proposal, but have no idea where to start? This class will teach you the basics of writing an effective, thorough and customer-focused business proposal.

TLI115 - Time and Territory Management

Never have enough time? Feeling like you can’t cover your entire territory effectively? Learn the art and science of maximizing your time and getting more out of your sales territory.

TLI116 - Selling Network Advertising

The world is your territory when you know how to effectively sell network classifieds. Learn how to identify network prospects and sell national advertising programs to increase your profits and expand your advertisers reach.

TLI118 - The Anatomy of an Effective Ad

As a sales rep, it's your bottom line that's affected when the ad doesn't work for your client. This course discusses the visual elements of an effective ad-- from layouts that sizzle to messages that entice readers to respond. Additionally, you'll receive an ad analyzer-- a tool to help you judge your own advertisements' effectiveness.

TLI122 – Building Strong Relationships to Retain Even with Your Most Demanding Customers

It cost 5 times as much effort to find a new customer as it does to keep one. Learn the keys to mastering business relationships even with your most difficult customers.

TLI123 – Building Unstoppable Self-confidence

This powerful workshop offers a snap shot of how important self-confidence is in every aspect of your business, personally and professionally. Give your business the credibility you seek to set yourself apart from your competition in the marketplace.

TLI124 – Selling Against the Yellow Pages

The Yellow Pages continues to be a formable opponent in the advertising world. Develop and master the art of maximizing your strengths and attacking the weakness of the Yellow Pages to win the battle for your clients advertising dollars.

TLI125 – How to Succeed in a Tight Economy

When the going gets tough… do you or your sales team run and hide or adapt and persevere? Learn sales strategies and techniques that will build confidence and get sales results in a tight challenging economy.

TLI126 - Promoting & Prospecting Through Social Media

Learn how to use Facebook, LinkedIn and other social media sites to promote your professional expertise. Professionals around the world are using technology and social media to expand their personal and professional promotion. This key session will show you how to increase yours.

TLI127 - Leveraging Technology to Increase Commissions

Learn how to use the Internet to find and communicate with new advertising opportunities. Let your fingers do the walking as you use highly efficient electronic tools to increase your sales and commissions.

TLI129 - How to "Wow" with Exceptional Customer Service

Now more than ever, you need to show your customers how important they are. Attend this session to get fresh ideas for astounding your customers with exceptional service.

TLI209 - Creative Leadership for Managers, Supervisors & Team Leaders

Motivate your employees! Inspire your co-workers! Boost your bottom line! Get outside yourself and get your creative juices flowing as we explore why organizations need creative leadership techniques.

TLI213 - Power of Praise

Learn to develop your staff by "praising them to success." This session will cover how to use praise to motivate your people to adopt behaviors that will increase their effectiveness.

TLI214 - Coaching and Mentoring

Learn how to impart your knowledge of business and life to the people who work for you and use these skills to ensure the success of your enterprise -- today, tomorrow, and far into the future.

TLI217 - Holding an Effective Meeting

Learn to run meetings that are interesting, informative and inspirational. Gain a wealth of practical advice on planning, running and getting the most from your staff meetings.

TLI219 - Hiring and Recruiting

Nothing is as important to the future of your business as finding good people and enticing them to join your team. This session will give you hands-on skills necessary to identify and recruit future superstars.

TLI221 – How to Make Money with Your Online Product

Maximizing your selling potential when your product is on line could be the difference between success and failure in the 21st century. Learn easy to use, tried and true methods to make money on the web.

TLI222 - Overcoming Objections, Part II

This important topic has too much to present to fit into one session! Attend this session to discuss some fo the more difficult objections and sure-fire ways to address them.

TLI224 - Time Management for Team Leaders

Find yourself buried in emails and paperwork? Nothing can be more important than the time you spend in teh field with your staff. Learn how to tame the paperwork master so you can maximize your effectiveness.

TLI225 - Managing Expectations

In this world of downsizing, increased responsibilities and ever increasing goals, targets can often get unreasonable. Learn how to effectively communicate with your organization about being realistic in goals and performance.