"Refining the Sales Interaction"
RSI is a live, interactive program for all members of a business unit who must
deal with customers. Advanced communications skills, effectively used by actors in their
work and directly applicable to sales activities, are explored and practiced. Participants
grow more facile in their interactions, more cognizant in determining their objectives for
a particular call, more aware of the many dynamics impacting upon the human interplay
between sales professional and customer. These skills go hand-in-hand with the ideas of
relationship building and relationship and consultative selling.
Actors and directors, experts in the conscious use of behavioral skills, provide
sophisticated instruction in the development of interpersonal and improvisational
strategies. These strategies are directly applicable to the sales situation and in
particular to the goals of pharmaceutical specialists and other members of the selling
team.
"Refining the Sales Interaction" is a live, interactive program. It
accelerates the slope of the productivity curve and compresses the learning curve, thereby
significantly reducing the time during which participants master their trade.
RSI is not just for novices. It is just as enthusiastically received by seasoned
professionals as by those with far less time in grade. Veterans tell us that, if RSI had
come along earlier in their careers, they would have achieved their status far more
quickly and with far less pain. It helps participants to realize the full potential of
their interactions - the essence of effective training.
We developed RSI in 1991 for a major pharmaceutical client. Their Sales Representatives
and Sales Managers agreed unanimously that it was the most valuable sales training program
they had ever experienced.
Comments from participants indicated that the program had changed their entire
orientation to their work, and the improvement in sales technique in any given participant
was evident to everyone who witnessed the program and their subsequent performance.
While there are probably some "born Salespeople", there are selling skills
that can be learned - skills that go beyond the recitation of a script or the pat answers
to common objections. In RSI we have developed a method for teaching those skills quickly
and effectively - a method to develop that elusive something that produces the natural
salesperson.
Employing proven professional theater techniques, we have produced innovative
educational events for our pharmaceutical clients for
twenty five years. In developing RSI, we
have called upon our unique experience and have identified a group of techniques that are
extremely useful and which can readily be learned. RSI facilitates "Relationship
Selling" at its best.
After completing RSI, Sales Representatives are better able to:
•
be self-aware.
•
feel new or renewed confidence in themselves as a resource.
•
gain increased access to, and time in front of, the customer.
•
understand the difference between assertiveness and aggressiveness.
•
work as, and feel part of a team with their fellow Reps.
•
gain and remain in control of their sales calls, regardless of unusual or unanticipated
circumstances.
•
respond appropriately to any scenario, by calling on their spontaneity
and creativity
– reliably and reflexively.
•
"ask for the business"– clearly and directly.
