INTERPERSONAL SELLING

What traits and skills are found in top-performing sales teams that enjoy a rewarding career, that are not found in others who struggle to make quarterly sales quotas? Like thoroughbred horses who either win a race or finish "out of the money" by mere fractions of a second, the differences are very slight… but very important.This truth is apparent in new sales recruits as well as in the seasoned pro who is experiencing a slump and needs to make small changes to get themselves back on the winning track.

Objectives

Participants will discover and refine a new set of skills as well as change work habits through classroom learning and roll-playing. The first step to is introduce the and change the perspective of the sales professional from that of being a "pitchman" to one of "guiding customers to the solution that best meets their needs."

Outcomes

• Improved sales results through improved prospecting skills
• Better needs identification through better probing
• Clear understanding of Features vs. Benefits
• Handling objections before they arise resulting in shorter sales cycle
• Identifying way to package and promote the right solution
• Techniques on how to gain commitments from prospects