1. Joy of Sales Sales rep as the true business advisor

4. Moving towards... 3 Changing from... The 21 st Century Sales Call Traditional Selling Transaction based Short term sale focus Product centered Depends on “smoothness” of rep Focuses on closing Interaction between buyer and seller is competitive Salesperson is self-interest oriented Customer decision criteria are price and convenience Customer can resent time spent with sales rep Consultative Selling Relationship based Long term focus Solution centered Depends on integrity, trust Focuses on adding value Interaction between buyer and seller is collaborative. Salesperson is customer-oriented Customer demand expertise, advice and customisation during the sales process Customer insist on multiple meetings with sales rep

7. The Sales Representative is like a Chameleon

9. Questions & Answers