The Partnership Selling Challenge: ARPCO Edition – Part 3

One class. 
Study guides. Printed AND Online assessments.Videos. And…
ARPCO ChallengeOnly 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 continue to follow the journey of two brave ARPCO employees while they attempt to complete the TIA’s grueling “Partership Selling in the Supply Chain” course.

TIA Course Challenge Refresher:

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.

Can you believe it? It’s week 11 in the TIA Partnership Selling in the Supply Chain course.

We have some disappointing news. *Cue the dramatic music* In an unforeseen turn of events, I am sad to report that Rachel has admitted defeat. Mr. Mischief has prevailed! The proverbial towel has been tossed into the hamper. So, you know what this means! David is our automatic reigning champ! …Well, that is IF he finishes the challenge himself! (Go, David Go!)

So, David and I spoke about his progress through the course with his now lacking a team-mate.

“Here we are again, David! What new and exciting things do you have to  share with us?”

“Well, hullo there. As Mark Twain said, ‘It usually takes more than three weeks to prepare an impromptu speech’ and the same is true in sales.”

“Great quote! But, how so?”

“In sales there are three types of presentations:  memorized, outlined, and customized. You have to prepare extensively for each one, yet not sound rehearsed or mechanical when you present it, otherwise your customer will lose interest and feel like they are just being read to off a piece of paper.”

“Good point. I know I never listen the the obviously rehearsed sales pitch from phone solicitors. What else have you taken away from these last few weeks?”

“A lot! With prospecting customers, locating the best prospective customers, you can mine in many caverns! You can replace old or lost customers with new ones. Also, remembering that sometimes just getting to your sales target is half the battle! You need all the ‘rights’ on your side: the right person, the right time, and the right place. It helps to get to know the gatekeepers such as the secretaries or associates that ultimately can decide if you talk to your target or not.”

David continued, “One more thing, have a primary, optimum, and minimum objective in mind. So even if you don’t close the sale immediately you have still accomplished something. Set the minimum goal of getting an email address to send more information or setting up a follow-up call.”

“Nice! That last point is especially a gold nugget. Thank you so much, David! Sounds to me like you are still going strong on this challenge!”

David is on the homestretch now with the last few weeks of the course unfolding. Will he be able to remain a victor? Will he join Evan in the ranks of champion of the TIA’s Partnership Challenge?

Only time will tell. Check back for Part 4, the final and exciting conclusion to the TIA Partnership Selling Challenge!


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