Applying The Selling & Buying Cycle to Enhance the Sales Process: 1/2 day workshop
Suggested pre-requisite: The Anatomy of a Sale
Designed & Presented by:
Martin Brossman &
Tim Dumas
Our half day training further engages your group and tailors useful sales tools by:
- Examining and understanding in depth the phases the buyer moves through during a sales transaction
- Gaining knowledge and experience of the phases that can occur AFTER a sale is closed to further secure and enhance future business
- Defining “phase 6” and what it means to the close of a sale and your bottom line
- Using break out sessions that focus on your personal selling situations and issues that are inhibiting your profits
- Discovering the continuing education skills required for a sales professional (USPA Knowledge Areas)
Drawing on information from United Professional Sales Association (UPSA) every sales cycle is composed of a buyer and a seller.
The process is broken down into “9” phases and how to apply it in your businesses "real world" situations. These phases include actions taken prior to, during, and after the sale to insure great customer service and repeat business. You will walk away with a model the entire team can use to enhance the sales process, communication and any prior sales training.
About the developers and presenters:
Martin W. Brossman is the Director of
Martin Brossman and Associates, an organization committed to supporting people in
living lives they love. He is a trainer and personal coach, specializing in
communications, career direction, conflict resolution, coaching, and team
effectiveness. A graduate of St. Andrews College, he has 20 years of
professional experience including organizing and operating small firms and a
personal consulting business. At IBM he received the "IBM Means Service"
award, the top award given for customer service. In 2000 he was honored with
the NC Governor's Volunteer of the Year Award. Martin has been a speaker and
trainer for corporations, government agencies, and medical centers
including; IBM, The Environmental Protection Agency, Duke Medical Center,
and the Granville County Health Department. He has been a featured presenter
at the National Leadership Training Forum of the American Society for
Training and Development. As a volunteer and trainer, he offers his services to the Laugh Mobile
Program at Duke University Hospital in Durham, NC.
Tim Dumas brings over 25
years of experience in the business and entertainment world to his work. He
is a clinical laboratory scientist, manager and consultant in the medical
field. Parallel to his day job, Tim practiced and studied his true love,
making people laugh. Professional Magician, Comedian and a graduate of
Artistic New Directions in New York City, he is trained in the art of
communication, acting, improvisation, and comedy writing. He is an
accredited speaker for the National Speakers Association (NSA) working with
groups on topics such as customer service, conflict resolution, effective
change, leadership, team & morale building, and humor in the workplace.
Tim works with businesses in a unique way to help increase sales, market
products and services, and enhance client and employee relations. He
combines his managerial and entertaining skills to help people “Imagine the
impossible and then find a way to do it!” For more information visit
www.timdumas.com or call us at
#919-325-2888
Martin Brossman at Phone: (919) 847-4757 or e-mail: Martin@CoachingSupport.com
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