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MSI Frequently Asked Questions (FAQ)
Why is your program better than other sales training programs?
There are many good things taught in sales training programs, however, we find that most of them are missing some key ingredients. For example, one well known program does a pretty good job of teaching the mechanics of selling, however, it is missing the "people" aspect of selling.
Another well known program does a good job in the people aspect of
selling, however, it does not have the methodology of selling. Our program has the right balance of people skills and the process of selling.
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Who is Max Sacks?
Our company was founded in 1958 by a gentleman named Max Sacks. That is
where our name comes from. Max died in 1975 and Roy Chitwood acquired
the company in 1976 and has been President and CEO since that time.
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What does Max Sacks International sell?
We offer a wide range of products and services that vary
from a keynote speech at a national sales meeting or association meeting
to sales seminars and workshops varying from a half day to several days,
customized in-house training programs, books, audiocassettes,
videocassettes and self-study programs.
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Do you specialize in any particular industry?
We have specialized knowledge and experience in many industries. Click here for a list of our client companies. Because we teach
selling as a scientific process, however, it is applicable to selling any product,
service or idea to anyone, anywhere in the world.
What is Track Selling™?
Track Selling is a scientific based methodology of selling that is
consistent with the way people buy. We know the buyer has certain
psychological decisions that they will make in the process. Track
Selling allows the salesperson to help the prospect make these decisions
in the right psychological order. When selling becomes a procedure it
ceases to be problem. If it is not a procedure it will always be a
problem.
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What is a scientific based methodology of selling?
Chemistry, physics and biology are scientific disciplines. According to
the definition of science, each represents "a branch of knowledge or
study dealing with a body of facts or truths, systematically arranged
and showing the operation of general laws." Selling is also based on
the fundamental principles of understanding the needs of buyers and then
through a specialized process, filling those needs. Can selling be
taught as a science? Absolutely, even though this is a relatively
unique concept not yet widely practiced.
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Is it a canned method of selling?
No, it is a structured process of selling that is different for every
person using it and is different for every customer. Click here to view
the Seven Deadly Sins of Sales Training.
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My salespeople are all experienced.
Will they get value from Track
Selling?
Yes. Our experience shows us that the individuals getting the most
immediate, bottom-line, productive value are the individuals having the
greatest level of selling skills and selling expertise. To these
professionals all you have to do is give them a new idea, or a new twist
on an old idea and they turn it into more sales.
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Is there any follow-up to the training?
One of the unique benefits of our Track Selling System workshop is the
follow-up program. The one year follow-up program consists of a Track
Selling System Reminder Card, Tile Coaster, a one year Weekly
Reinforcement Program, and a customized one year audiocassette program.
An independent survey shows that more that 98% of participants are still
using the Track Selling skills and concepts more than a year after
attending the program. Click here to view the Pepperdine University
Survey.
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How many people in a workshop?
It is a small hands-on workshop averaging 16 to 20 participants with a
maximum of 24 participants. We use two instructors for groups of 12 or
more to guarantee personalized attention.
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What are the hours?
The hours for the Track Selling System workshop are from 8:29 a.m. to
5:00 p.m. Wednesday through Friday. There is also approximately 1 1/2
hours of homework for Wednesday and Thursday nights.
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What is the payoff for sales training?
Probably the most unique aspect of the program is the development of a
sales plan and presentation for a real life sales prospect. Therefore,
the participants leave the program on Friday with an actual sales
presentation they can put into effect the following working day. This
means that many times the company gets an immediate return on their
investment in sales training. The Pepperdine University Survey stated
that more than 60% of the workshop participants left the program and
sold the identified prospect. This means they get an immediate return
on their investment in training.
Click here for the Pepperdine University Survey.
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How do workshop participants compare the
Track Selling System™ workshop to other programs?
More than 90 % of our participants rated the Max Sacks program better
than any other program they had participated in prior to or after the
Max Sacks program. Click here for the Pepperdine University Survey.
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What's wrong with sales training?
Click here to view the Seven Deadly Sins of Sales Training.
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