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DESCRIPTION
The Power of Silence in Sales is a simpler, kinder and more effective style of business communication that builds long-term relationships with customers and increases company profitability. Years of research indicate that traditional sales methods are becoming less and less effective as customers grow more sophisticated. Consumers still love to shop and buy, but they do not like to be sold or persuaded. Consulting with silence is a new approach to sales that transcends the traditional sales process and speaks directly to the needs of the customer.

OBJECTIVES
The Power of Silence in Sales Workshop develops the effective use of silence for a refined consulting style that naturally leads to more sales. This training transforms the text, tone, timing, and intentions of your sales professionals. It encourages salespeople to build long-term relationships and discover customer solutions rather than just trying to sell products and services. This intensive workshop replaces the traditional methods of selling-such as closing, tie-downs, pressure and manipulation-with a simple technique of presenting benefits, resolving concerns and fulfilling the needs of your customers.

METHODS
Teaching methods will depend on the class size, length and objectives, and will include many of the following proven techniques: interactive presentations, role-playing, specific break-out exercise sessions, video tape and/or audio tape clips, Power Point illustrations, video and audio self-observation and analysis, and workbooks. Whenever possible, on-the-job practice, observation and coaching will be included.

WHO SHOULD ATTEND
All sales professionals and their managers.

CLASS SIZE AND LENGTH
For maximum personal attention and results, classes can accommodate 5 to 50 participants. Program length ranges from one-half day to three days. The recommended program will reflect your goals and the number of participants. Half days are four hours with one twenty-minute break; full days are eight hours with two twenty-minute breaks.

BENEFITS
The Power of Silence in Sales Workshop will increase company profitability through the following important benefits:

1. Increased revenues 2. Extended customer loyalty 3. Greater job satisfaction 4. Employee retention 5. Fewer returns

6. More referrals 7. Less bad debt 8. Fewer customer services calls 9. Less employee absenteeism 10. More harmonious workplace

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