Marshall Northcott

Corporate Sales Training Programs/Business and Sales Coaching: www.elitetrainingsystems.ca

Personal Profile: www.marshallnorthcott.com

Perspective # 1 "Motivational Speaker, I think not!  You need to take responsibility for your own motivation otherwise you will always need someone behind you pushing you towards success.  I like to think of myself as an information broker.  It is my contention that if I provide my audience members with the right pieces of information at the right time and they are intelligent enough to hear what is being presented, willing to receive and then act upon the information then they have been propelled forward and are, therefore, self-motivated.  Placing the right knowledge in the right mind at the right time is like planting a seed in very fertile ground and it will bear an abundance of fruit." – Marshall W. Northcott  Perspective # 2 "I often hear people say, “I don’t think training works.”  I have to ask myself about the source of this statement.  Possibly someone who is naturally gifted or who was raised in an environment where they learned their skills through association.  They may even have a slight genetic advantage.  Think about how foolish this statement is.  If this were true then major corporations would save themselves millions by eliminating such waste!  It is obvious to me that they haven’t experienced the significant difference that a formalized structured training program can make to the individuals on their sales team or even to themselves for that matter.  From my perspective this individual isn’t worth the energy required to turn their thinking around.  It’s like Dale Carnegie said, “A man convinced against his will is of the same opinion still.”  Training made all the difference in my career.  I wouldn’t have the professional success that I have today if it weren’t for training.  I honestly feel sorry for this individual and even more so for those in his or her employ." – Marshall W. Northcott  Perspective # 3 "Training is too expensive!  It's a, you can pay me now, or keep paying forever scenario.  The fact is that the alternative is much more costly.  Although I believe this, I also firmly believe that you must make people accountable to use what they have learned, it shouldn't be an option.  After all, can you imagine the military doing drill exercises, or the fire department running though rescue techniques or a professional sports team practicing essential skills and then any of them then throwing it all out the window, when the time to use those skills in real life applications arrived?"  – Marshall W. Northcott  Perspective # 4 You can teach people common sense!  It’s been said that, “Common sense is like a muscle, some people just choose not to exercise it.”  Success in any aspect of life requires an individual to master the basics.  People must be taught the basics in training and then be held accountable to apply this knowledge.  Through repetition the basics become common practice and lead to success.  – Marshall W. Northcott  Perspective # 5 "I am your spokesperson!  When you contract my services to speak or deliver training to your group, your agenda is my agenda.  For that reason I need to know where the nail head is and how hard you want me to hit it, in order to ensure that together we achieve your desired objective."  – Marshall W. Northcott  Perspective # 6 "Success principles are universal!  Sure the passion and drive that an individual has to succeed in their chosen field or profession is a key element to achieving success however the principles or the basics are the same!"  – Marshall W. Northcott  Perspective # 7 "Professional Selling is: Consultative. An adrenaline rush. Relationship oriented. Driven and goal oriented. Simple, but not always easy. Enthusiastic and passionate. Exciting, fun and challenging! Determination and persistence. Establishing credibility and trust. Communication and listening skills. Thinking, working and acting at a higher level. Attention to details and observation for opportunity. A test of your mental toughness and emotional fortitude. It's being able to justify your position though knowledge and understanding.

The ability to influence and persuade people in a positive and respectful manner."    – Marshall W. Northcott

For more quotations: www.smpstrategies.com/quotations.html

Since founding SMP Strategies in 2001, I have had the privilege of working with thousands of individuals who earn their living as Consultative Sales Professionals.  With each new encounter I have grown and gained new knowledge and experience that has increased my ability to help people just like you; people wanting more out of life and their career.  Professional men and women who understand the value of expanding their knowledge by learning new ideas and techniques, implementing systems and processes and leveraging themselves through the experiences of other successful people.

A career in sales is simple but it’s not always easy.  My goal in working with people just like you is to smooth out some of the speed bumps.  I started my career just like most of the people that come to our workshops and seminars.  I worked for companies that offered very little in the way of training, support and mentorship.  I was, as many people are, thrown to the wolves!  Regardless, I was wide eyed, full of enthusiasm and energy and had high hopes for a brighter future and a better than average income.  Once someone came into my life and offered me the assistance that I had been missing, I became a student and soaked up every piece of possible knowledge that I could get my hands on!

As a student of the sales profession, I have attended hundreds of hours of training, listened to thousands of hours of audio programs and read hundreds of books on related subjects.  Knowledge alone is not power!  As often as possible I applied what I learned, as I learned it in order to master the basics of selling.  Today the student has become the teacher and I take great pride in being able to work with others to help them develop the necessary finesse skills and remove the mysteries of professional selling.

If you’re wondering how we can be of assistance to you or which of our programs are most relevant, please call my office or send me an email.  I look forward to hearing from you!  And remember…

"I make it my business, to help you make it in your business!"

Marshall Northcott is Likeable! Marshall is first class, he is dynamic and very knowledgeable about the sales industry!  He has a sincere, sensitive approach to training.  Marshall Is exceptional at explaining the details of the materials, he articulates concepts and makes them easy to understand.  His approach is direct, he is a great communicator who is very friendly, imaginative, well spoken and easy to listen to.  He keeps everything respectful, humorous and educational.  Marshall strives to transfer his confidence to the audience so that participants are excited to implement what they have learned.    He encourages, creates belief in people and gives them a re-energizing boost.  He is a highly qualified professional trainer.  As a facilitator he is approachable and enlightening.  His involvement with attendees keeps them alert and draws answers out of them and he is always prepared with mature, responsible responses.  Marshall truly sells the art of selling.  He is upbeat, refreshing, often animated, always attentive, has a fantastic attitude, positive outlook and is full of life!  Marshall is a real expert, he keeps each session on track, is gifted and skillful in working with people from all walks of life and makes the experience pleasurable.

Marshall Northcott Challenges People

Marshall makes people think about themselves and for themselves.  He encourages you to continually work on personal growth and professional development.  Marshall forces you to take off the rose coloured glasses and break through your tunnel vision.  He changes your thinking about using sales “techniques", and emphasizes the need to open your mind and be willing to accept new ideas.  Marshall challenges laziness and shortcut habits and directs you to focus on preparation and having a strong mindset.  He encourages you to face your anxiety and nervousness head on, to engage in role-play exercises and practice and reinforce the information covered.  Marshall encourages you to employ consultative selling techniques and place the emphasis and focus on the customer and follow through with the sales process.  He asks you to adopt the habits of elite sales professionals and appreciate and respect the value of your time.  Marshall insists that you evaluate your performance and take responsibility for your own success.  He directs you to set your expectations high and have written goals that you are striving to achieve and build a strong foundation of skill sets.

How Does Marshall Northcott Stack Up Against Others?

He creates a great atmosphere in the classroom and delivers a more in-depth message.  His training programs are an excellent investment, well worth the time and money!  He will exceed your expectations because he is an experienced sales professional who has been there, done that and succeeded by using his techniques, skills and sales philosophies.  For customized on-site training, he deliveries tailored strategies that are specific to your business.  Marshall is adaptive to the group or organization that he is speaking to, nothing comes close.  He facilitates powerful role-playing sessions with positive constructive feedback that will catapult your sales career!  Marshall works with you in a consultative and collaborative manner to customize on-site training modules and structure the training program to the specific needs of your sales organization.

SMP Strategies, Highland Postal Outlet, 75 Dundas Street N., P.O. Box 27007Cambridge, ON  N1R 8H1

Phone: 519-624-9964  Fax: 519-624-7138  Toll Free: 866-896-6603 or visit:

www.marshallnorthcott.com