PRIOR TO WORKSHOP

• Attendees should read “DARE TO DREAM - CAREER SALES” and “DARE TO DREAM - CREATING SUCCESS”

• Attendees should view both video series.

• Each attendee should frame three or more sales scenarios based on the opposition categories. (For groups - recommend sales manager assign and spread each customer attitude, reaction or opposition among the group).

• Each attendee should develop a repertoire of personal questions to guide the process and deal with customer attitudes.

• Sales manager should provide a scribe to outline group thoughts during discussion.

MODERATOR: Ron Dobbs

• Will provide initial introduction and perspective to workshop format

• Will guide attendees through process of skill development

• will enable questions and solutions