advertisement | Armstrong Sales Coaching Armstrong Coaching Builds Prospecting Fitness PHOTOS BY JERRY ZOLYNSKY By Maureen McDonald Cutline A stream of people surges into the Southfield headquarters of Armstrong Sales Coaching daily for lessons in keen leadership, active listening, relentless prospecting and accountability systems. They are flexing their sales fitness skills with the best trainers in town. “We’re known primarily for ongo- ing reinforcement training,” says Kirk Armstrong, CEO and chief motivator, who works with an ensemble of proven coaches to achieve results for clients. “We offer classes almost every day for people to tune up, practice and bounce back from rejection. We’re like a gym for people who want to stay on the cutting edge of their careers. Good sales habits may sound like common sense, but it doesn’t mean common practice unless there is consistency and repetition.” Any number of companies say they are already doing well when they approach Armstrong Coaching for skill-building. Kirk offers their sales team the possibility of having sales soar beyond the roof when executives learn to inspire and guide while their staff learn to overcome objections, maximize time and why simply following up is not the best sales strategy. Clients come for weekly, bi-monthly, monthly or quarterly training, offered live or virtual. A help- desk feature supplies five- to 10-minute “situational” phone calls to get someone out of a stuck place. Because bad habits can be tough to break without help. Leadership is a hot button right now, owing to turbulent politics and an end- less stream of media options to absorb people’s attention. Armstrong Coaching built a whole segment of classes around leadership, whether the issues are around stagnant growth, sinking profits, compensation or sales meetings that fail to ignite new business. “Our training evolves as technology and communication evolves, so you don’t have to worry about a cookie-cut- ter approach. We guide our customers to the content that best fits their situa- tion,” Kirk says. One truism, is the important act of listening, not just talking over people. He calls it the 20/2/2 rule. Never speak more than 20 seconds without check- ing in with people because the average attention span is just 40 seconds right Cutline Cutline now. After someone responds, give them 2 seconds because they may not be done speaking, and the second 2 is to ask good, open-ended questions that convey caring and conversation. Kirk started his career as a salesper- son and became an avid consumer of sales training that helped him hone his business and deliver results. As he took more classes, he found he wanted to be on the other side of the podium, helping people believe in themselves and their talents, to know there is someone on their sides who will cheer their success- es, regardless of how small or large. “We’re very busy, and that’s a good thing. People are desperate to become better communicators,” Kirk says. “The more companies invest in good training, the better their team functions individu- ally and together.” How Armstrong Coaching helps clients: Cutline r One-time boot-camp training — 2 hours to 2 days r Continuous training — sign up for a month, a quarter, a year or longer of drop-in classes r Private Training & Development — We come to you for sessions appropri- ate for your situation r Help desk —get coaching during five- to 10-minute phone calls on a key issue r Leadership & executive coaching — Inspire and motivate with one-on-one or group coaching r Meet Kirk at client location, his office or by web or teleconference What skills can the team strengthen: r Breaking into new accounts r Growing and managing current customers r Improving communications r Inside Sales, Front-line communications r Customer service training r Negotiation strategies for sales people and managers r Mastering leadership skills r Hiring stronger salespeople For more information Kirk Armstrong Armstrong Sales Coaching.com 29200 Northwestern Highway, Suite. 115 Southfield (248) 726-1090 kirk@armstrongsalescoaching.com jn October 19 • 2017 25