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Sales Training

These programs focus on developing key skills for successful selling, such as time and territory management, oral communications and listening skills, account management, and closing and negotiating techniques.

The Sales Development Process – Breakaway Selling

An extensive eight-week course in the “How To” of Selling. It is excellent for new sales persons as well as adding expertise for the more experienced. It is a self-paced program that allows the sales person to “earn as they learn” and can be done alone or in groups. It’s great for regional representatives who cannot take time out to travel to training. Requires 2-4 hours per week.

Introduction to Sales Training for the Non-Sales Professional

This is a one-day course designed for individuals who are non-sales professionals. Today, many IT professionals, consultants, engineers and other professional people are also responsible for holding dual roles – working internally with their own organizations as well as working externally at growing sales for their organizations. This program will assist these individuals at gaining the necessary skills to go out and get new business.
The Sales Development Process
Powerful Prospecting

Powerful Prospecting

Fairwinds This hands-on interactive one-day seminar takes you beyond thinking about good prospecting and account management ideas and actually applying them in your specific business. Powerful Prospecting is about making rational, intelligent choices about:

  • Where to spend your time
  • Where to get new clients
  • What to do with marginal accounts
  • What products are best for your customer, your company and you

Powerful Prospecting is focused on your business, your clients, your products and your activities.

Effective Negotiation Selling Skills

In today’s competitive business world, all selling is becoming negotiation selling. Company representatives are facing customers with increased opportunities who possess an inordinate amount of power. To succeed you must be able to justify your prices, programs, policies and conditions and provide the customer with increased value. The Company representative must know when to make concessions, how to control concessions, and how to achieve win / win profitability for both parties.

This one-day program is designed especially for the sales professional. This program is customizable to reflect individual industry and company needs when facilitated in-house. Specific situations and scenarios are used as the basis for discussion and problem-solving.

The Importance of "Point of Sale"
High Impact Merchandising

High Impact Merchandising

A review of the right Product, in the right Place, properly Priced, and Promoted by your People. The importance of “Point of Sale” presence and brand awareness will be addressed. The difference between planned and impulsive buying and its relation to effective product placement is studied as well as growing sales through high impact promotions. The human science or psychology of retail buying decision-making is covered in detail.

Profit to Space, a topic included within the placement module, gets an in-depth review. The study of sales on a per-square-foot basis and how the other P’s can have an effect on this result are compared.

The importance of establishing a Business Planning Process that monitors category management, margin growth, sales tracking via electronic means, and program execution will be thoroughly reviewed in this two-day seminar.

Networking for Success

This informative and highly interactive seminar covers the basics of developing an effective network. In all walks of life, a network is a large combination of people who know you and know what you do. We all use this network to enhance our business, grow our circle of friends, and make decisions about where and what we will purchase.

Networking for Success specifically deals with:

  • Myths of Networking
  • The “Rule of 250” and the Chain of Endless Referrals
  • First Impressions and Introductions that Last
  • What to Say after Hello…
  • Your Fifteen Word Networking Statement
  • Memory Hooks – When and How to Employ them Effectively
  • Exploring Opportunities for Developing a Network
  • The Boomerang Effect – What Goes Around Comes Around
  • Building Relationships – It’s a Journey, not a Destination
  • Developing a Networking Strategy
    Networking Do’s and Don’ts

Networking for Success can be customized to meet the specific needs of the individuals within your organization. Initial consultation may be required for customization.

Networking for Success

"I have personally used a number of the services offered by Fairwinds Training and Development in 5 different organizations and with their assistance have witnessed substantial improvement in each organization."

"Fairwinds is now providing direction & structure in Alpha's succession planning process. We have experienced exceptional support and trust Fairwinds in providing sound advice."

Eric Efford, President and CEO
Alpha Chemical

"I have relied on Sylvie for almost 10 years for my translation requirements and never once have I experienced a problem or missed a deadline."

Andrew J. Enns, President
NRG Research Group

“Rick Fair heads up the training for my staff, with great detail focusing on working as a team, completing the job 100% and on time, taking responsibility for your job and the others around you.”

"We definitely recommend Fairwinds Training to anyone looking for a highly effective, customized training program!"

Heather Hines - Human Resources Manager
Tirecraft (Atlantic Canada)

"We will continue to partner with Fairwinds Training Development with a shared goal of enhancing the skills and programs within the workplace."

Trevor Bent, Human Resource & Risk Manager
Eassons Transport Limited

"Sylvie is a master facilitator who provides her participants with the ability to transfer skills directly to their workplace thus impacting the culture of the organization."

Renette Muise, Workplace Education Coordinator
Nova Scotia Department of Labour and Advanced Education

"The results have been heralded by staff as amazing. As well as being great trainers Brenda and Rick provide that special touch with follow up and helpful input."

Chuck Bezanson, Divisional Chief Training
Halifax Regional Fire and Emergency

"We would highly recommend her services to anyone at any stage of their business, from start-up to mature, they would benefit from the experience."

Pam Murray and Peter Andresen
Invisible Fence Brand of Annapolis Valley

"Everyone who participated in training with her was enthusiastic about the experience."

Peter MacInnes, Quality and Training Supervisor
Minas Basin Pulp and Power

"Sylvie was able to offer engaging and relevant material that had the additional benefit of bonding the participants during the challenging time of a plant closure."

Alice MacDonald, HR Manager
Larsen-Maple Leaf

"At HBM we have had successful partnerships with Fairwinds on HR, Corporate Strategy and Sales initiatives over the last 15 years."

"Rick Fair’s session with us was very informative and best of all lots of fun!"

Bonnie Boyd Reid
United Way Halifax

"Rick has helped me understand and excel in sales and service."

Paul MacKinnon, Sales Representative
Bluewave Energy

"The leadership program that they were instrumental in implementing will ensure that our employees are developing the necessary competencies and skills required to thrive in a highly competitive marketplace."

Janet Sutherland Tam, Human Resources Manager
Peter Kohler - Windows and Entrance Systems

"Brenda is a skilled facilitator with a solid background of experience and accreditations. Participants tell us that she has a winning combination - knowledgeable, engaging and organized."

"I have relied on Sylvie for almost 10 years for my translation requirements and never once have I experienced a problem or missed a deadline."

Andrew J. Enns, President
NRG Research Group

"We have recommended Fairwinds to other organizations which have had great results from their planning work."

Gordon Stewart, Executive Director
Restaurant Association of Nova Scotia

"Mr. Fair has a way in his teaching technique that easily draws the participants into discussion on the subject at hand."

Linwood Hupman, Executive Director
NB Merit Contractors Association

Our Clients

Halifax Chamber of Commerce
United Way Halifax
Port Authority
Scotian Gold Co-operative Limited
Casino Nova Scotia
Heritage Gas
Medavie EMS
Sport Nova Scotia
NSCC Kingstec
Nova Scotia Department of Natural Resources
Domaine de Grand Pré
Tii Network Technologies
Green Imaging Technology
Atlantic Lottery Corporation
Invisible Fence
Durty Nellys
Saint Mary's University
centre for women in business
Bluewave Energy
JW Lindsay
minas basin
Recreation Nova Scotia
Construction Association of Nova Scotia
Jetco Contracting
Property Valuation Services Corporation
Premiere Entertainment Group
Infinity Employment Solutions
Sport Centre Atlantic
Merit New Brunswick
Alpha Chemical
Russell House Marketing
Graybar Canada
Royal K9
Miller Tirecraft
EMC Canada

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