ESSPS Partner - Thomson Reuters, Andrew Strzesynski, Account Manager and ESSPS Alum, and Isaac Gilliam, On-boarding Coach

PSLS 3440 Sales - juniors

This topic should address how salespeople keep sales calls as a dialogue or conversation instead of presenting to customers. Our book, Conceptual Selling, emphasizes that the sales call should be 60% or more customer talking. Yet research shows that in reality, salespeople have a tendency to want to dominate. Often they come in with pre-planned slide shows or other materials. At some point, after exploring needs, they begin to present rather than continue the dialogue.  This speaker needs to help students understand how to co-develop solutions, engage the client in solution presentations, and adapt the presentation. It should be planned for about 45 minutes and could be as interactive as the speaker desires. Practice or examples would be wonderful.  The class is 1:20, but plan on around 50-65 minutes after a few announcements so there will be time for student interaction afterward. This speaking spot occurs when we are about half way through the sales process. Students have been exposed to opening, question asking, features and benefits, and handling objections. They have not yet done a recorded role play.