A major difference between a salesperson and a sales professional is their approach to the sales process. Salespeople have been perceived as pushy, self-centered and even dishonest. With that in mind, many good-intentioned people in sales often restrain their actions when communicating with prospects to avoid being overly aggressive. Consequently, many underdeveloped sales superstars entirely forgo opportunities that could and should be initiated by being satisfied with sales that come to them exclusively via inbound calls and long-term clients with whom they have an existing relationship. Successful sales professionals master the art of assertiveness without aggression, particularly in opening sales conversation and follow-up, which is precisely the message in this module presented from both a conceptual and proven-effective, technique-based perspective. With a focus on comfortable skills refinement tips that drive incremental revenue in addition to incoming revenue, this presentation with Diane Ciotta results in improved confidence levels that impact overall success.
Author, speaker and sales trainer
Diane Ciotta established Training Classics in 1989 as a sales refinement company committed to teaching integrity-based selling techniques. Since then, she has influenced thousands of sales professionals through her high-energy skills enhancement seminars, and has diversified her company as the Keynote Effect. Ciotta is the author of Shut-up & Sell!, and has contributed to numerous publications.
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