This highly interactive module is designed to change the behavior of participants from a Transactional/Demonstration-based Sale to a Solution–based Sale. The module includes role-play exercises critiqued by members of the Texas A&M University Facility and Staff. Pre and post-video taping of sales presentations is an option offered to participants. This three (3) day module is presented as one (1), three (3) day session.

• Attention Step
  • Pre-call Planning
  • Behavior Types
  • Establishing Credibility
  • Piquing Curiosity
  • Introductory Statement
• Discovery Step
  • Questioning Techniques
  • Listening Techniques
  • Customer Needs analysis
• Solution Step
  • Proposal Preparation
  • Proposal Delivery
  • Anticipating and Handling Objections
• Commitment Step
  • Trial closes
  • Helping a Customer to Make the Right Decision