Lowman Thomas Final

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]

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]

Thank you. Thank you very much.

Lowman Thomas Final

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