爱达荷州立大学中国学生学者联谊会

Chinese Association of Idaho State University (CAISU)

Negotiating For Sales Results Training is very similar to sales coaching and customer service training. It has all the same elements, like developing rapport, initiating communication and responding appropriately, but it is distinct from sales coaching in some ways. It is designed to provide additional, relevant training and support for salespeople.

A few weeks ago, I had the opportunity to go to a Negotiating For Sales Results Training session in Boston. At this course, I was able to go through several different scenarios where sales people had called in with questions. There were three basic types of calls that were covered in the course. Each one was used for purposes of applying what is taught at the end of the training.

The first type of call covered what was taught in Negotiating For Sales Results Training. The second type covered the three situations that I spoke about in my review of the course.

The third type covered situations in which a new salesperson would be called in on a job and they had no idea of what was going on in the room's mood or in the conversation. The person they are working with did not tell them anything and the person does not know anything about what is going on. This last scenario is the most common type of situation where the other salesperson does not know what to say.

The three types of calls made by the Negotiating For Sales Results Training class were followed by a roundtable discussion with the other attendees. After this, I learned about a great way to create a barrier between two people. In order to understand this, you need to know what sales people fear the most.

One of the people in the class shared his or her fears with the other people in the group. They then asked each other how it might affect them if they were trying to make a sale with the other person. The answer was not very surprising, but the people who shared their fears were surprised at how many times they needed to be reminded of their fears. They then worked on coming up with a solution structure so that the fear would no longer be a barrier.

The last example dealt with creating a solution where a good salesperson could not go past his or her fears. How do you create a solution when your prospect can't get past your fears? This is one of the main topics in Negotiating For Sales Results Training. They must work hard at preventing the prospect from leaving the discussion.

In the final scenario, the prospect left, the salesperson realized the solution and worked on following up with the prospect. Once again, the people who shared their fears were surprised at how many times they needed to be reminded of their fears. These are the same two people who had found the answer in the first scenario.

In the first scenario, there was a clear solution. In the second scenario, the salesperson had to work harder at preventing the prospect from leaving the discussion.

There are situations in which no solution exists. As long as you provide the prospect with the solutions to what they fear, you will have the answers.

Negotiating For Sales Results Training teaches the group how to talk to people who are afraid to talk. The sessions teach the salesperson to not go over the prospect's head and he or she should look to see if they will provide a solution.

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