Something to Think About

So let it be written, so let it be done………….

On June 20, 2011 at Monmouth University, 23 sales professionals attended the Sales Pro Solution Selling training session. In the electronic information era, we, as sales professionals, need to work on improving the business of our customers. That requires problem solving skills. For those that love to hit the little white ball around the links, you know that to sink that important putt, you have to get two things right: speed and break. Get either one wrong and I don’t care how well you hit that putt, it’s not going in.

Being the sports nut that I am, I can relate to this big time. Well, as a sales pro, I also understand that if I want to assist my customers in solution selling, I have to get two things right: who am I dealing with and getting the problem right.

An important asset of any company, especially one involved in the distribution of products and services, is its sales force and its ability to solve problems in today’s increasingly diverse and global workplace. The current business environment is changing the makeup of both the workplace and, most certainly, your customer base. This one-day advanced sales training workshop focuses on assessing the individual strengths and weaknesses we all have and the sales skills necessary to recognize and to solve those nagging problems that are impediments to successful sales closure.

Using a highly successful self-assessment instrument (DISC Model) online, the workshop provides the attendees an understanding of different behavioral styles essential for managing and selling more effectively in a diverse environment. In addition, the objective of the workshop is to develop the necessary sales skills to successfully upsell into a rapidly changing electrical industry with emphasis on the new energy efficient technologies and process selling. To convince today's customers to upgrade to the more technologically advanced products because of bottom line improvement and productivity gains that will be realized. The workshop engages and challenges participants through self-assessments, brief lecturettes, questionnaires, customized case studies and interactive group exercises.

We intend to hold another Sales Pro Solution Selling training session in the Fall. Look out for it…