Shockley Group Inc.

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In Business Since 1995

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Sales Training

"I so believe in the philosophy behind the 'Funnel for Success.' By simply applying the fundamental rules to my everyday sales, I have seen my sales increase year after year, and even in the toughest of economic times. Know your customer, have goals and be committed to them. It's as simple as that."
Becky Raskie, Senior Account Executive, WAOW TV-9 ABC/CW
  "Thank you for taking your time to share your stories. I gained a lot out of the funnel for success and have referenced back to it a couple of times already. Also thank you for the certificate, I have put it up on my wall so it can remind me of the things I had learned from you. P.S. GUSTO is my new favorite word!"
Becky Boswell, Account Executive, Big Stone Radio


At SGI, we teach sales training in Ormond Beach, Florida, from personal experience. As a broadcasting sales manager, Terry Shockley learned what it takes to be successful in this challenging field and built that success to owning several radio stations and operating management consulting firm. Let's begin with Terry's answers to your questions:

  • You Ask: My territory is small and all the good accounts are taken. What is my opportunity?
    He Answers: The best account list is the one you develop! You must mine deep. Be persistent.
     
  • You Ask: I am struggling to get to the next level. What do I do?
    He Answers: Develop a specific plan. Start with why it is important.
     
  • You Ask: I have tough competition and now the economy is making it more difficult. What do you suggest I do?
    He Answers: As business legend Henry Ford said, "Obstacles are those frightful things you see when you take your eyes off your goal."
     
  • You Ask: My quotas seem unrealistic. What's to be done?
    He Answers: No one knows what you can do -- not you, your family, your boss -- until you have tried.
     
  • You Ask: My clients want more email contacts and less one-on-ones. How do I overcome this?
    He Answers: You need more compelling reasons to see your clients. Remember, your prospects and clients are buying you!

The Path to Sales Success

Our sales training product "Funnel For Success" has evolved from years of building strong sales teams. Participants in our training enjoy immediate benefits that include:

Man Running in Keyhole
  • Sharper Personal Focus
  • Better Time Management
  • Finding Ways to Win
  • Greater Customer Skills
  • Proven Methods for Measuring Success


The bedrock for "Funnel For Success" revolves around three topics—self, customer, and personal evaluation:

Self: An easy-to-administer method of better understanding of personal strengths, weaknesses, goals, and ambition.
Customer: In our training, the "Customer is King."
Evaluation: We believe the salesperson should keep score. We believe in the concept "One Life, One Boss." By using our training, the Funnel for Success is well received! 

Let's team up and build!