Web Extras: Stages of Change – Sales Scenarios - SNEWS

Web Extras: Stages of Change – Sales Scenarios

Sales conversation can run the gamut and often may follow no formula; however, sales trainer Tom Richard, has come up with a scenario that approximately fits each stage as described in our story, Path To Change. Richard points out that most of these scenarios would not happen so quickly since most of the so-called "engaging techniques take time and the customer will often tell his or her story while a salesperson builds rapport. But, for the sake of our Extras, Richard has shortened the scenarios into quick and common exchanges, although he said, "the short format does not do justice to the humanity needed for a real sale to consummate."
Author:
Updated:
Original:

Sales conversation can run the gamut and often may follow no formula; however, sales trainer Tom Richard, has come up with a scenario that approximately fits each stage as described in our story, Path To Change. Richard points out that most of these scenarios would not happen so quickly since most of the so-called "engaging techniques take time and the customer will often tell his or her story while a salesperson builds rapport. But, for the sake of our Extras, Richard has shortened the scenarios into quick and common exchanges. To read this Web Extra feature, click here.

To read this Web Extra, you must be a SNEWS® subscriber. Go to www.snewsnet.com/subscribe to find out how.

Related

Web Extras: Stages of Change – Sales Scenarios

Sales conversation can run the gamut and often may follow no formula; however, sales trainer Tom Richard, has come up with a scenario that approximately fits each stage as described in our story, Path To Change. Richard points out that most of these scenarios would not happen so ...read more

Web Extras: Stretching -- Myth busting

Bustin' stretching myths. There are many of them, such as "stretching hurts," and as promised, we take each common myth head on with feedback from our experts. To read this Web Extra feature, click here. To read this Web Extra, you must be a SNEWS® subscriber. Go to ...read more

Web Extras: Stretching -- Myth busting

Bustin' stretching myths. There are many of them, such as "stretching hurts," and as promised, we take each common myth head on with feedback from our experts. To read this Web Extra feature, click here. To read this Web Extra, you must be a SNEWS® subscriber. Go to ...read more

Web Extras: Stretching -- Some Dangerous Stretches

Though still performed by many gyms and in school programs around the country (those that still have school P.E. programs that is, and don't get us started on that lack) the following exercises can actually cause injury in many general exercisers and should be avoided. Remember, ...read more

Web Extras: Climbing apparel -- manufacturers' soap box

By Clyde Soles For the complete story, see GearTrends® Summer Outdoor 2005, p. 30, "Rags to Riches" More was said and noted during the course of our interviews with key players in the climbing apparel industry than we could possibly print in the 2005 GearTrends Summer Outdoor ...read more

Web Extras: Stretching -- Some Downright Dangerous Stretches

By Michael Hodgson For the complete story, see GearTrends® Fitness 2006, p. 20, "Stretching the Imagination" Though still performed by many gyms and in school programs around the country (those that still have school P.E. programs that is, and don't get us started on that lack) ...read more

Web Extras: Vibration Training -- Science speaks

GearTrends® perused the literature to find a selection of studies on whole body vibration (WBV) and training with it. The results of some seem remarkable at first until you realize the holes that exist in the methods and the lack of comparison to other training modes or ...read more

GearTrends® Fitness '07 magazine "web extra" stories now live!

A bevy of "web extra" stories that accompany several articles in the GearTrends® 2007 Fitness magazine are now live and ready for SNEWS® subscribers to download. They include: 1. A feature about how women in the outdoor industry decided to start their own association for ...read more

Web Extras: Disaster planning -- Are you prepared?

Are You Prepared? In a business' quest for full disaster preparedness, answering a few key questions can help you get started. To help you along, take this quiz, excerpted from the Open For Business Toolkit: 10 questions you should answer. To read this Web Extra feature, click ...read more