The Leadership Institute Training Archive
A Brief Overview
TLI's training archive currently includes classes initially designed and delivered to the attendees of the May, 2006 AFCP Conference & Trade Show in Miami, the 2007 AFCP Conference & Trade Show in New Orleans and the 2008 AFCP Conference & Trade Show in Palm Springs.
All of these materials were designed and developed by TLI faculty members to support the mission of providing, "...leadership and sales training support to inspire and motivate those passionate about making a difference in the lives of others." As a faculty, we believe that a strong, energetic and dynamic sales force begins with a sound training program. We encourage you to download these materials and use them with your own staff to further develop and reinforce their skills.
Course Materials
- TLI101 - Improving Your Team's Closing Ratio
- TLI102 - Prospecting: The Key To Selling Success
- TLI103 - Answering the Classic Sales Objections
- TLI104 - Opening a Sales Dialogue
- TLI105 - Communicating Through Listening
- TLI106 - Identifying & Developing Needs with Effective Questioning
- TLI107 - Making Recommendations using Features, Benefits & Value
- TLI108 - The Four Elements of an Effective Advertising Campaign
- TLI111 -- Selling against the Competition
- TLI112 - Writing Effective Business Proposals
- TLI115 -- Time and Territory Management
- TLI116 -- Selling Network Advertising
- TLI118 - The Anatomy of an Effective Ad
- TLI122 - Building and Maintaining Strong Business Relationships
- TLI123 - Buiilding Unstoppable Self-Confidence
- TLI124 - Selling Against Yellow Pages
- TLI125 - Succeeding in a Tight Economy
- TLI126 - Promoting & Prospecting Through Social Media
- TLI127 - Leveraging Technology to Increase Commissions
- TLI129 - How to "Wow" with Exceptional Customer Service
- TLI209 - Creative Leadership for Managers, Supervisors & Team Leaders
- TLI213 -- Power of Praise
- TLI214 -- Coaching & Mentoring
- TLI217 -- Holding an Effective Meeting
- TLI219 -- Hiring and Recruiting
- TLI221 - How to Make Money with Your Online Product
- TLI222- Overcoming Objections, Part II
- TLI224 - Time Management for Team Leaders
- TLI225 - Managing Expectations
TLI101 - Improving Your Team's Closing Ratio
Written by David Tomasini, Faculty Member, The Leadership Institute
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.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
TLI102 - Prospecting: The Key To Selling Success
Written by Tim Rychel, Faculty Member, The Leadership Institute
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 attention and turn your cold calls into warm appointments.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
Student Module, (under development)
TLI103 - Answering the Classic Sales Objections
Written by Rob Zarrilli, Dean of The Leadership Institute
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.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
TLI104 - Opening a Sales Dialogue
Written by Jon Cantrell, Faculty Member, The Leadership Institute
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.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
TLI105 - Communicating Through Listening
Written by Susan Kremers, Faculty Member, The Leadership Institute
Put your prospecting, 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.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
TLI106 - Identifying & Developing Needs with Effective Questioning
Written by Charlie Delatorre, Faculty Member, The Leadership Institute
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.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
Power Point Presentation (under development)
TLI107 - Making Recommendations using Features, Benefits & Value
Written by Bill Osborne, Faculty Member, The Leadership Institute
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).
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
TLI108 - The Four Elements of an Effective Advertising Campaign
Written by Chris Dayton, Faculty Member, The Leadership Institute
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.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
TLI112 - Writing Effective Business Proposals
Written by Jim Busch, Faculty Member, The Leadership Institute
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.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
TLI115 -- Time and Territory Management
TLI118 - The Anatomy of an Effective Ad
Written by David Tomasini, Faculty Member, The Leadership Institute
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.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
Student's Module (under development)
TLI122 - Building and Maintaining Strong Business Relationships
TLI124 - Selling Against Yellow Pages
TLI125 - Succeeding in a Tight Economy
TLI126 - Promoting & Prospecting Through Social Media
TLI127 - Leveraging Technology to Increase Commissions
TLI129 - How to "Wow" with Exceptional Customer Service
TLI209 - Creative Leadership for Managers, Supervisors & Team Leaders
Written by Jim Busch, Faculty Member, The Leadership Institute
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.
Class Length: 50 Minutes
Audience: Sales Representatives, Sales Management and Publishers
TLI213 -- Power of Praise
TLI214 -- Coaching & Mentoring
TLI217 -- Holding an Effective Meeting
TLI219 -- Hiring and Recruiting
TLI221 - How to Make Money with Your Online Product
TLI222- Overcoming Objections, Part II
TLI224 - Time Management for Team Leaders
TLI225 - Managing Expectations
Student Module - Under Development