Web Extras: Stages of Change – Sales Scenarios
Sales conversation can run the gamut and often may follow no formula; however, sales trainer Tom Richard, has come up with a scenario that approximately fits each stage as described in our story, Path To Change. Richard points out that most of these scenarios would not happen so quickly since most of the so-called "engaging techniques take time and the customer will often tell his or her story while a salesperson builds rapport. But, for the sake of our Extras, Richard has shortened the scenarios into quick and common exchanges, although he said, "the short format does not do justice to the humanity needed for a real sale to consummate."
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Sales conversation can run the gamut and often may follow no formula; however, sales trainer Tom Richard, has come up with a scenario that approximately fits each stage as described in our story, Path To Change. Richard points out that most of these scenarios would not happen so quickly since most of the so-called “engaging techniques take time and the customer will often tell his or her story while a salesperson builds rapport. But, for the sake of our Extras, Richard has shortened the scenarios into quick and common exchanges. To read this Web Extra feature, click here.
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