Study guides. Printed AND Online assessments.Videos. And…
Only 22 weeks to enhance their sales skills by learning the survival basics of marketing principles, sales concepts, and the cutthroat drama of exposing common mistakes made by brokerage salespeople.
Read at your own pulse-pounding risk as we follow the journey of two brave ARPCO employees while they attempt to complete the TIA’s grueling “Partership Selling in the Supply Chain” course.
In it they will learn how to:
- Build Partnering Relationships
- Prospect for New Sales
- Plan & Make Sales Calls
- Respond to Prospect Objections
- Build Long-Term Relationships
- Understand Buying Behavior and the Buying Process
- Recognize Ethical and Legal Issues in Selling
This TIA challenge stands out from others in its groundbreaking strategy of emphasizing the complete overhaul of the tired old mentality of just moving a load from here to there in a game of cat and mouse and instead focusing on a new mentality of building long-term relationships with customers.
Only one man at ARPCO has completed this course and is here to tell about it – Evan, the defending champion of the TIA Partnership Selling title. In his interview, he said, “I’ve slept soundly since then knowing that one of the things to remember is that it is very important to develop relationships with your customers in order to build up the partnership and trust in each other.”
The New Challengers Interview:
From the start of the challenge, Rachel and David were optimistic. So, I caught up with them one week into the class.
Me: It’s week one. Rachel. David. How are you feeling at this point?
Rachel: “So far this course has been informative in just the first unit alone! I fully understand the meaning of marketing now which is basically making your company stand apart from others in the industry. ARPCO has the marketing capability with our niche.”
David piggybacked right along with the conversation by saying, “Yes, ARPCO’s niche is our offerings, talents, and access as a small business brokerage. ”
Me: David, what are some key points that you have learned that will keep you sharp and advancing through this rigorous course?
David: Well, there are five distinct areas of selling to keep in mind. 1) Prospecting, 2) Planning, 3) Calling, 4) Responding, and 5) Committing.
Rachel: Along with that there are also four pertinent P’s that are vital if you want to survive in marketing. 1) Product, 2) Pricing, 3) Place, and 4) Promotion. Keep in mind that over-benefiting your company can be just as detrimental as under-benefiting!
Me: How so?
Rachel: You don’t want to do less than your customer expects, but likewise don’t promise more than you can commit to because either way you will not be able to completely satisfy your customer.
David: Exactly. Honest communication is truly the KEY for success in ALL relationships.
Me: Wise words from both of you. Thank you so much for taking the time to speak with me. I look forward to catching up with you again as the course continues. Keep your chin up and remember you can do it!
We will continue to follow along as David and Rachel advance on their journey in Partnership Selling. We can only hope that they will stay strong and continue to race against the 22 week clock of the TIA challenge!