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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
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8. Types of Prospects Red: Yellow: Green:
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29. Thank you. Thank you very much.