Sales Training Strategy LO1678

MR CHARLES B FLEETHAM (VNUU10B@prodigy.com)
Sat, 17 Jun 1995 16:05:58 EDT

Replying to LO1658 --

Dear Dale - here is an idea to throw into the hopper.

1. Create a starting objective of identifying the operating
principles for a consultative sales process in your
business.

2. Identify six customers who have purchased products
in the last year who respond to consulting sales.

3. Identify six sales people who practice consulting sales.

4. Invite them to a one day off-site, with this agenda:

a. Team building
b. Presentation of the challenge
c. Dialogue (a la Senge): What are principles of
a consultative relationship?
d. Construct a theme park: Create mixed teams to
make a physical representation of the consultative
relationship - use construction paper, magazine
pictures, etc.
e. Closing Dialogue: What did we learn about
relationships?

5. Take what you learned and document the principles.

6. Use your six salespeople to test them with other
customer/sales people focus groups.

7. Gather as many people as you can on week four and
agree on the principles.

Good luck!

--
Charlie Fleetham
vnuu10b@prodigy.com