Suggestions for the trainer 1 if you are working with

Suggestions for the trainer:
1. If you are working with a large group of participants, you may wish to nominate a recorder to
park items as you are facilitating.
2. It’s a good idea to note the name of the contributor along with the parked item.
3. Items noted on the parking lot can be useful to you later as you plan future training sessions.
Workshop Objectives
Research has consistently demonstrated that when clear goals are associated with
learning, it occurs more easily and rapidly. With that in mind, let’s review our goals
for today.
At the end of this workshop, participants should be able to:
 Learn how to develop effective traits
 Learn how to “know” your clients better
 Better represent the product/service
 Cultivate effective leads
 Sell with authority
 Learn how to build trusting, long term relationships with customers
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Module Two: Effective Traits
We usually end up avoiding the pushy salesperson. The one that follows you around the store, asking a
million questions. There are many traits in a sales
representative that we all avoid. Being that salesperson
that a customer wants to see and to talk to takes a little bit
of practice. But with these traits, you will become that
salesperson, and that will eventually lead to the customer
making a purchase, and beginning a positive, long lasting
relationship with you.
Assertiveness
There is a fine line between being assertive and being
aggressive. Being pushy and overly aggressive can not only
offend customers but also scare away perspective customers.
On the other hand, being assertive, and in tune with the
customer’s needs, you can draw in customers.
Before you begin the sale, know the objections/concerns the customer may have and be prepared to
respond. Give all of the supporting data when delivering the sales pitch. Always be calm, positive, and
honest about the product/service. This will convey the message that you are an authority in the field.
Assertive behavior:
 Calmness
 Positivity
 Enthusiasm
 Honesty
Estimated Time 7 minutes
Topic Objective Review the ways to be assertive
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Timid salesmen have skinny kids.
Zig Ziglar

Topic Summary
Assertiveness
Discuss ways you can be more assertive.
Materials Required Flipchart/Whiteboard & markers
Planning Checklist None