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"Using Sales Strategies to Gain Commitment to Training"

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A Soft Sale: Using Proven Sales Strategies to Build Training Commitment Susan Lowman-Thomas Human Resource Officer Idaho Division of Veterans Services August 2007
The Sales Steps ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Perfect Training Scenario ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
A Sale vs. A ______________ ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Some Basics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Listen, Listen, Listen ,[object Object],[object Object],[object Object],[object Object],[object Object]
Qualify ,[object Object],[object Object],[object Object]
Types of Prospects Red: Yellow: Green:
Questions to Qualify ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Envision ,[object Object],[object Object],[object Object],[object Object],What you see, you can achieve.
The vision should be ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Everything happens to us twice: first on the inside then the outside.
Let’s Envision Person A : Pretend you are a terrific Green Light Manager. Person B : Ask the manager to describe a perfect workplace in his/her unit. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Help create an emotional response to the scene ,[object Object],[object Object],[object Object],[object Object],[object Object],Person B : Ask these questions of the Green Light Manager Person A : Thinking about that perfect workplace, provide specific answers
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Propose ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Exercise: The Property Tax Commission’s Call Center ,[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Your task: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Persuade ,[object Object],[object Object],[object Object]
Your task: ,[object Object]
Respond ,[object Object],[object Object],[object Object],[object Object]
Questions for Responding ,[object Object],[object Object],[object Object],[object Object],[object Object]
Some Responses ,[object Object],[object Object],[object Object]
Your task: ,[object Object],[object Object]
Close ,[object Object],[object Object]
Closing Questions ,[object Object],[object Object],[object Object],[object Object]
The Sales Steps ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Your task: ,[object Object]
Thank you. Thank you very much.

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Lowman Thomas Final

  • 1. A Soft Sale: Using Proven Sales Strategies to Build Training Commitment Susan Lowman-Thomas Human Resource Officer Idaho Division of Veterans Services August 2007
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  • 8. Types of Prospects Red: Yellow: Green:
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  • 29. Thank you. Thank you very much.