In this workshop participants learn the fundamentals of the psychology of a successful salesperson plus the principles and practice of preparing and executing a call. They also learn how to self-diagnose for improvements. We teach how to identify and sell to different buyer styles, utilizing the DISC^® Profile System. Participants master a seven-week follow-up process that enables them to practice the skills on the job, and receive appropriate feedback from their peers and management.

Managers are also taught how to model the process. They learn how to diagnose a sales rep’s skills and then how to coach them for improved results. The seven weekly follow-up sessions are most commonly facilitated by the manager in live meetings, group conference calls, email/fax, or some combination of the three.

Participants learn through trainer instruction, group interaction, self-assessment, listening to others’ experiences, and making personal commitments for growth. Personal Selling^® is an ongoing process intended to be the model that a salesperson adopts as a way of life. The corresponding tools, follow-up sessions and manager’s coaching process integrate to form a comprehensive system for positive behavior change.

Objectives

1. Establish a customer needs-focused culture

2. Provide a common communication model for managers and salespeople

3. Improve managers’ coaching skills

4. Develop an understanding of how to sell different types of people

5. Improve customer satisfaction and retention