As a result of the Added Value Selling and Guerrilla Tactics courses, we are going to implement the 7 deadly questions into our pipline process. Awesome course(s)!

Deployed Resources

Sheilah and Justin were great from planning to execution for this class (Added Value Selling + Guerrilla Tactics for Competitive Selling). It was money and time well spent.

Deployed Resources

This was a ‘life changing’ course.

SCI

My team just completed the Added Value Selling course from The Maher Group. The training focused on how to provide a framework to gather the right customer intel and how to drive the appropriate solutions. My team is now better prepared for entering customer meetings. Besides BD, we had OPS folks and PM’s which worked really well and provided greater synergy across our entire company. The Maher Group provided some interesting tools and templates to support the training as well. Highly recommend this course!

Deployed Resources

Justin was the most engaging trainer that I have had in my corporate career. He ensured the entire class was engaged mentally and with physical participation.

Northrop Grumman

Tier 1 Leadership

Fundamental Leadership

This course is built on decades of experience in serving, studying, coaching, and developing military special operations and corporate leadership. This is not an MBA class on leadership taught from text. …this is ripped from real world experience learned from failure and success in combat and the boardroom. The primary goal is to learn about what it takes to be an effective leader regardless of your role, and to make real progress in becoming one. Students will learn about articulating a vision, game changing problem solving, and other elements of effective leadership and processes involved in executive decision making.

Total leadership is taking ownership of decisions and outcomes while setting examples by integrating work, home, community, and self-improvement in the whole person concept. The powerful combination of authenticity (being real), integrity (being whole and undivided), and creativity (being innovative) is what sets Tier 1 leadership apart from management, and service above self apart from “climbing the corporate ladder”.

Learning Objectives

Develop a fundamental understanding of leadership and the skills manifest in effective leaders
Demonstrate effective techniques and strategies for articulating a vision
Demonstrate an understanding of the steps involved in setting goals
Demonstrate comprehension of the elements and processes involved in decision making
Ethical Leadership

Customer Testimonials

This was a ‘life changing’ course.

SCI

(Advanced) Championship Culture Leadership

“It pays to be a winner” is a phrase that is said often at the Naval Special Warfare Center in Coronado, CA during Basic Underwater Demolition/SEAL training, and that championship culture is what they find meaning in. The practice of leadership is becoming increasingly important in our ultra-competitive marketplace as effective leaders can have a dramatic impact on a wide range of critically important organizational performance variables. Leadership can impact innovation and creativity, transformation, productivity, and employee morale. This course brings commitment, confidence, composure, character, and other pillars of championship cultures into a clarity of action for your team.

There is a saying in Tier 1 military special operations, “you cannot read the label from inside the jar”, and nowhere is that more apparent than in leadership—in military and business. There is a second saying which truly drives this home, “there are no bad teams, only bad leaders.” This is the mantra of ownership of decisions, outcomes, and culture.

Learning Objectives

How to identify the elements of effective team building. Do you have a championship culture?
Understanding the roles of empowering and delegating as effective leadership skills
Demonstrate and differentiate relationship between power, delegation, and empowerment of subordinates
Discuss the role of a leader in initiating change and helping others to adjust to change
Servant-leader’s role in leadership
Identify personal leadership orientation and philosophy

For a full comprehensive course overview, please email us.

Added Value Selling

Added Value Selling is NOT just another sales course. Rather, it is a course of action – a business philosophy built on the foundation of customer service. In today’s competitive global marketplace, it is more important than ever to remember that opportunities will most likely come to fruition ONLY when customers trust you and know that you will meet their unique needs. At The Maher Group, we simply call this, Added Value Selling.

Course Description

In AVS, some of the key learning modules address:

How to develop trust and rapport quickly with any customer (or prospective customer) behavioral type
Learning the ultimate art in sales – ‘elicitation’ – to uncover real requirements while simultaneously building stronger business relationships
Penetrating the sales-decision process quickly by defining and selling product value in terms of individual customer desires
Grow current business through the art of the ‘Follow-up’ and ‘Upselling’

Sound simple? Think again. Added Value Selling is an art that needs to be learned and mastered in order to help differentiate your products and services from your competitors.

Tailoring Added Value Selling

As with all Maher Group programs, the tailoring we conduct prior to class launch is what ensures participants will be engaged throughout the session. Tailoring includes interviewing subject matter experts as well as conducting OSINT (open source intelligence analysis) so that the course content is relevant to your:

Products/ services / concepts / solutions
Competitive environment
Current situation (growth objectives/ growth challenges)
Customer set and overall market space

Learning Objectives

Comprehensive Content (2 Days)

Participants will leave this highly interactive course with:

An understanding of the difference between ‘price’ and ‘cost’
A step-by-step communication process applicable in any customer/consumer setting
A thorough understanding of the different customer behavioral types: Dominant/Driver, Ego/Expressive, Complacent/Amiable and Stable/Analytic (and how to effectively appeal to each type)
An appreciation of ‘The Added Value Model’: the sale is always more about the customer than it is about the seller
A strategic path forward for acquiring new business as well as growing existing customer relationships

For a full comprehensive course overview, please email us.

Customer Testimonials

What our customers say about this program.

Best course I’ve ever had. Great energy and made ‘dry’ material exciting.

DRS Technologies

Sheilah and Justin were great from planning to execution for this class (Added Value Selling + Guerrilla Tactics for Competitive Selling). It was money and time well spent.

Deployed Resources

This training was not only superb, it was unique and very valuable in giving our company a number of competitive edges. The group of engineers, operators, and managers who received The Maher Group’s tailored course came out with information to which they had never been exposed, shown where and how it fits in the process, why it works, and how it makes a powerful difference. Time and money extremely well-spent.

Ravenswood Solutions

Guerrilla Tactics for Competitive Selling

For business development and sales individuals in today’s ultra-competitive and global arena, now more than ever, it is winner take all. There are simply no rewards for second place. Your organization cannot assume it will remain successful simply by doing the same things that it used to do even a few years ago. In the new millennium, good selling tactics and customer relationships are not going to be enough to make your BD/sales team a success. Bottom line: if you want to stop losing to your competition then you’ve got to sharpen your competitive selling skills.

Course Description

This energy-charged, two-day program shows the experienced business development team, as well as the sales novice, how to depart from traditional textbook capture and sales tactics and take a radically different approach to business development using the principles of guerrilla warfare.

Salespeople in any industry need to learn the competitive principle stated clearly thousands of years ago by Sun Tzu: “If you know the enemy and you know yourself, you need not fear the result of a hundred battles. If you know yourself, but not the enemy, for every victory gained, you’ll also suffer a defeat. If you know neither the enemy nor yourself, you will lose every battle.” This course will remind the student that the lessons, strategies and tactics of war (the ultimate competition) can teach any modern business development team how to win the battles in the 21st century marketplace.

Learning Objective

Prior to session kick off, (up to 3) live fire (real) opportunities/targets are identified for development in the course. Using customer subject matter experts to provide crucial and timely background information, The Maher Group then develops comprehensive outlines which will allow the students to complete actionable ‘white papers’ and ‘business plans’ specific to their target of opportunity.