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Welcome to the Course Catalog of The Leadership Institute!
A Brief Overview
TLI's course catalog currently includes classes initially designed and delivered to the attendees of the May, 2006 AFCP Conference in Miami, Florida. Courses delivered at the New Orleans Conference in April, 2007 will be available after the conference.
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 Listings
TLI105 - Communicating Through Listening
Written by Susan Kremers, Faculty Member, 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 Minute
Audience: Sales Representatives, Sales Management and Publishers
Student's Module Power Point Presentation
TLI102 - Prospecting: The Key To Selling Success
Written by Tim Rychel, Faculty Member, 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 PowerPoint Presentation
TLI104 - Opening a Sales Dialogue
Written by Jon Cantrell, Faculty Member, 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
Student's Module Power Point Presentation
TLI106 - Identifying & Developing Needs with Effective Questioning
Written by Charlie Dayton, Faculty Member, 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
Student's Module Power Point Presentation
TLI107 - Making Recommendations using Features, Benefits & Value
Written by Bill Osborne, Faculty Member, 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
Student's Module Power Point Presentation
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
Student's Module Power Point Presentation
TLI101 - Closing the Sale
Written by David Tomasini, Faculty Member, 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
Student's Module Power Point Presentation
TLI108 - The 4 Elements of an Effective Advertising Campaign
Written by Chris Dayton, Faculty Member, 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
Student's Module Power Point Presentation
TLI109 - Creative Leadership for Managers, Supervisors & Team Leaders
Written by Jim Busch, Faculty Member, 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
Student's Module Power Point Presentation
TLI112 - Writing Effective Business Proposals
Written by Jim Busch, Faculty Member, 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
Student's Module Power Point Presentation
TLI118 - The Anatomy of an Effective Ad
Written by David Tomasini, Faculty Member, 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 Power Point Presentation
Additional Archive Materials
The following sessions were also presented during the 2006 AFCP Annual Conference held in Miami, Florida May 4 - 6, 2006 and the 2007 AFCP Annual Conference held in New Orleans, Louisiana April 12 - 14, 2007.
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Class Number and Description |
Download Links |
| Click on the links below to download these training materials; however, be patient, some take several minutes to download. | |
| TLI111 -- Selling against the Competition | |
| TLI113 -- Power of Praise | |
| TLI114 -- Coaching & Mentoring | |
| TLI115 -- Time and Territory Management | |
| TLI116 -- Selling Network Advertising | |
| TLI117 -- Holding an Effective Meeting | |
| TLI119 -- Hiring and Recruiting |
Additional Clases -- These classes were introduced into The Leadership Institute curriculum at the 2008 AFCP Conference and Trade Show in Palm Springs.
| Class Number and Description | Download Links |
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TLI121 - How to Make Money with your Online Product |
Student Module |
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TLI122 - Building and Maintaining Strong Business Relationships |
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TLI123 - Integrity in Business
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Student Module (Coming Soon)
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TLI124 - Selling against Yellow Pages
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Student Module |
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TLI125 - Succeeding in a Tight Economy
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Student Module |
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Please keep this site link for information about the 2008 AFCP Conference coming soon |
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AFCP |
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