“We started using the principles from Selling with CLASS™ as soon as we got home,
and still are. In the tough market we’re facing, you’ve helped us be
competitive when everyone else is hurting.”
Retail Division President
“Since taking the course, many great things have happened. First, my co-worker
in Ft. Lauderdale and I were able to sign ten new health care contracts that
turned into $600,000 in new sales with an increase of 423% growth in this market
over the prior year. Other product sales increased as well.”
Pharmaceutical Hospital Sales Rep
“I appreciated the point that if there is resistance in selling, then the
salesperson is creating that resistance in the buyer’s mind. It’s one of those
quiet truths that once they get worked into my comfort zone, I find they work
and begin to yield results.”
Media Services Account Executive
“I thought the session was excellent. I was aware I went into clients to sell
them something because I’d determined, ahead of time, that they ‘needed it!’
I’ve always thought this was wrong and that I should ask more questions, but
frankly, I never felt very comfortable asking more than a couple. If I failed
to draw out a client with my few questions, I dropped back into the mode of
telling them what I felt they should know.
Now I feel I am working in the direction the conversation needs to go rather
than trying to control the person I am talking to.”
Public Relations Account Executive
What sales trainers tell us: “We’ve trained reps by telling them what they should do - in order to accomplish what somebody else (our company) wants them to do. Our training has been a “solution” to a problem they didn’t think they needed to solve.
Your program helps our reps choose to change how they sell in the same way they’ll help customers change how, and what, they buy.”
Recommended by Tom Behr
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