Guy K. Petrik from SalesPro Online completed the following SalesPro
Workshop on Jan 1, 2001 EDT at 3:02PM to improve sales productivity!

Please print it out for use during selling and share it with others
selling the same products or services.

Workshop: SalesPro Personality Types Workshop (answers are in blue)

Choose the personality type that would make these statements:

     Do you have any documentation? "Intellectual".

     What if something goes wrong? "Passive".

     Deal exclusively with me on this. "Controller".

     I'll bring it up in the next staff meeting. "Passive".

     Get to the point! "Controller".

     Will this put us out front? "Expressive".

     I want to do a complete search for alternatives. "Intellectual".

     Can you publicize that I was first? "Expressive".

Indicate your primary personality type: "Controller".
Indicate your secondary or backup personality type: "Intellectual".

Intellectual Sales Approach: "Present details, show studies, make comparisons, be precise."
Intellectual Motivation: "Make the right decision, have definable reasons.".
Intellectual Personal Need: "To be an expert, to be right.".

QUESTION: Write an example of how you might present your product or
service to an Intellectual:
ANSWER:  Jeff, as an expert in productivity, I'm sure you agree that the best
way to insure well trained salespeople is to have them prepare written
sales strategies on how to sell your products. 

SalesPro is also the only company to provide documentation on training
progress allowing you to have detailed information demonstrating each
salesperson's skills.

Controller Sales Approach: "Get to the point, ask for action, show what's in it for him, give options.".
Controller Motivation: "Get the job done, save time, higher productivity, gain."
Controller Emotional Need: "To have control, obtain a result."

QUESTION: Write an example of how you might present your product or
service to a Controller:
ANSWER: Dick, SalesPro allows you to get better productivity NOW!  No wasted time or money planning and having meetings.  No lost selling time cutting into your profits.

Plus, you control the schedule and get automatic emails of results to
check on progress.

Passive Sales Approach: "Develop trust, get references, sell staff, give guarantees."
Passive Motivation: "Have agreement, stability, help fellow workers."
Passive Personal Need: "To have agreement, acceptance."

QUESTION: Write an example of how you might present your product or service to an Passive:
ANSWER:  Harry, this is a great opportunity for your sales staff to improve their sales skills and income.  They will love the self-paced program.

Also, you will be able to share all of the sales strategies among all of your salespeople.  It's virtually guaranteed to improve the sales skills of all of your salespeople.

Expressive Sales Approach: "Refer to new, state of the art, reward for quick decision."
Expressive Motivation: "Receive recognition, notoriety, be first, have the best."
Expressive Personal Need: "To be noticed, recognized. ".

QUESTION: Write an example of how you might present your product or
service to an Expressive:
ANSWER: Frank, you are a leader and you know that Internet-based training is the cutting edge technology for productivity improvement.

Besides leading your division because your salespeople winning more sales and awards, management is going to notice your initiative and progressive management.

Thank you for choosing SalesPro for your sales productivity improvement
needs!