The role of salespeople continues to evolve, and a different set of skills are required to succeed. Long gone are the days when salespeople serve as purveyors of information. Buyers can easily collect information with a simple Internet search. Research suggests that buyers have generally decided their best course of action before meeting with a salesperson. Salespeople must be able to quickly understand the prospect’s needs and offer a solution that provides value beyond the products or services sold.
The new “EASA Sales Skills Development Workshop” focuses on strengthening communication skills. Participants will learn questioning techniques, listening skills and ways to differentiate critical needs and present solutions that appeal to the decision maker. The workshop will not simply teach these skills – participants will practice them through numerous role-playing exercises.
Students will receive an 80-page workbook to accompany the course.
Jerry Peerbolte is a familiar face to EASAns. He has been a regular presenter at EASA Conventions and regional meetings on a range of sales and marketing topics.
For the past 15 years he has served as an Assistant Professor of Marketing at the University of Arkansas – Fort Smith. He regularly teaches various sales courses in their curriculum that includes a Certificate in Professional Sales (one of about 100 colleges in the USA offering this type of program). He is a 2013 graduate of Sales Educator’s Academy. Prior to his academic and consulting career, Jerry spent 20 years at Baldor Electric Company, the last 12 as Vice President – Marketing.