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Who is Thomas and Associates?
Thomas & Associates is a consulting firm offering over 30 years of business and sales experience. Our objective is simply this: to offer you the very best one on one sales training and consulting.
Most sales training programs concentrate almost exclusively on the content and not the process. The Thomas & Associates sales training program uses a motivating participant-center learning, resulting in practical, on-the-job results. Instead of CD’s or audiocassettes, we use role playing, directly involving the sales person in the learning process. Confucius perhaps best sums up our approach when he said: “Tell me and I will forget, show me and I will remember, involve me and I will understand.” We want your staff to understand that their actions make a direct contribution to the bottom line, and we give them the skills, workbooks, and tools to make their actions effective.
We teach the seven steps of professional selling.
Prospecting
Qualifying
Presenting the house
Overcoming objections
Consummating the sale
Getting referrals
Addressing the customer’s concerns with follow up.
We teach the staff that goal setting is the first step in goal getting.
We teach the staff to sell value versus price, increasing profits per sale.
We stress that prospects are willing to pay more money if there is a perceived return on investment.
We teach the staff how to prospect for the person, either senior citizen or yuppie, that has the ability to buy in today’s market. The customer of yesteryear may not buy be able to buy today.
Lastly, we work with the owners on the importance of developing and following a business plan.
Thomas and Associates
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