Seminar Information

Consultive Selling — Selling Against Staples

This presentation walks you through the steps of how to successfully sell against Staples using a Consultive Selling process. Jeff will show you what has made the Staples field sales reps so successful using the Staples Way. He will then train you to find out:

• The best ways to contact your prospect and then what specifically to do
• How to ensure that you have plenty of time to make your presentation
• Should your organization have a BDM and a SAM
• How to set it up so that NO becomes a good word
• What the 22 minute rule is
• The importance of role playing
• If you should leave your appointment or stay if you feel you are getting nowhere
• How to find out the customers craziness or pain
• How to ask the right questions by going from broad to specific
• How to play the question game
• When you should push and when you should walk away
• Should you leave your pricing behind
• How to find out if you are being used as an unpaid consultant

Your sales job will be just a tough as it was before but now you are armed with the proper and specific tools you need to make sure that you don’t waste your time and walk away with the proper information or P.O. each and every time.

This program is designed to give you a very general overview on how to compete against Staples and what specific next steps you need to take to give your sales organization the tools they need to be highly successful.

Jeff Morrow

Jeff is an experienced and well trained speaker. He has over 30 years experience in the Sales, Sales Management and Sales Training field, has delivered keynotes to thousands of people and put on countless conferences and training seminars. Jeff has worked with Fortune 5oo companies like Staples, Avery Dennison, Boise, Office Depot and hundreds of smaller companies. Jeff is an expert in “The Consultive Sales” process and in Feature/Benefit training. He is also the creator of “The Retail Way”, a unique way to increase retail sales using your existing sales people. Additionally, Jeff has immersed himself in all aspects of what it takes to go green. The “Challenges of Going Green” is Jeff’s most requested seminar. One of Jeff’s proudest moments came when he was speaking on behalf of the Make-A-Wish Foundation.