The trifecta of hunters, gatherers and tribal leaders is the answer to the changing sales environment in the face-to-face industry, according to Gail Behun, who was the speaker at the Midwest EDPA’s chapter meeting on May 7 at the Itasca Country Club.
Approximately 60 people were on hand to explore ways to train and motivate sales people based on their unique personalities and skill sets. The consultative approach to the complex sale has never been in question, but breaking down that process to make it produce results is critical.
When Behun recommended the book “The Challenger Sale,” approximately 60 pens came out to make a note. In an industry where opportunities are subtle, EDPA members are all looking for ways to increase effectiveness in the sales process as well as to increase revenue.
The next chapter get together will be on June 9, “Social in the City.” For more information, please contact Cathy Kolf at ckolf@dslgroup.com or at 630.285.9660.
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