Dr. Alessandra, as trusted Mentor, guides your employees through his six-step sales model called Collaborative Selling. This enlightened and effective philosophy and practice will help your people dominate their markets by:

• Finding qualified, profitable prospects

• Turning them into first-time customers

• Exceeding their expectations consistently and...

• Developing loyal, profitable, long-term, relationships.

Keynote Speech / Principal Points

• Collaborative salespeople focus more on studying customer needs and assuring customer satisfaction

• Prescription before diagnosis ... is malpractice

• People don't buy because they're made to under-stand, they buy because they feel understood

• Professionals are defined not by the business they're in, but by the way they're in business

• When two people want to do business together, they won't let the details stand in the way

• The sale begins when the customer says...Yes

The Workshop

Adds depth in all areas, plus:

• Targeting Your Best Niche Markets

• Contacting Prospects via Direct Mail and/or Phone

• Information Gathering Skills

• Collaborating Solutions with Customers

• Confirming the Sale

• Assuring Customer Satisfaction

• Individual and small group exercises

• Workbook materials

Participants Learn

Depending on length of program:

• The Six Steps of Collaborative Selling

• Avoiding Sales Slumps

• Outgoing Prospecting and Incoming Prospecting

• The Competitive Advantage Statement

• Summarizing and Prioritizing Needs

• Knowing Your Competitive Advantages

• Addressing Prospect Concerns

• Utilizing the Stairs of Customer Retention

• Building Customer Intimacy

Formats

• Keynote/General Session -- 45-90 minutes

• Workshop -- 2-6 hours

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