Entry Board
| Name | As a customer, my worst experience with sales people was:- | In a phrase or word, what is "Selling"? |
Trailer
| If the price is right and you have the right back-up, selling is easy |
| Agree < - - - - - - - - - - - - - - - - - - - - > Disagree |
Closed Card Call
| What are the negative images people have of sales? |
Really get the Group to think about all the nasty stuff - pushy, smarmy, won't take "no" for an answer, etc.
Open Card Call
| When you are the customer, what is it about
some sales people that encourages you to buy? |
You will now get all of the positive things that are required in any sales person - they listen, they give me time, they have adequate product knowledge, they are nice to deal with, friendly and look genuine.
When you have clustered all of these, put the results into a list and prioritise.
Now you have got the Group to write their own agenda.
The order might not be quite what you want; often with, say, Engineers, product knowledge comes out No.1 but, for sure, all the soft attitude and "making people feel good" will come out loud and clear.
For roleplay, you can work on critique using both lists. Looking at the good aspects and being clear about when positive attitude and hard closing become offensive and counterproductive.
You can now deliver your training in your preferred way - using Pinboards and accelerated techniques, or through manuals and OHPs.
When you are done, you have 2 options and you can do one, either or both:-
Open card call
| Now we have learned and studied the sales process,
what might prevent me from actually doing it? |
You will probably get things like:-
- full in-tray
- boss will not understand
- boss will want to do it his/her way
- customers might be intransigent
- remembering it all, etc.
Use header cards and prioritise.
Groups problem-solve. Use Dumb Waiter:-
| Causes | Solutions |
| Counter arguments | Actions |
When applying Accelerated Learning techniques, use Key Memory Trigger(s). Spend at least two hours getting the group to make a picture of the whole course. Remember that, to do this, they will be using all the learning/working intelligences. They will need at least three boards to work across.
