Great salespeople know their clients cold, and know how to respond to each client in ways that are appropriate to him or her. How do the great ones do that? How do they size up everyone so quickly and accurately? How do they know how to modify their approach to fit the needs of each individual client?

Some people seem to have those gifts innately, but not all of us. For most of us, learning to read people is like learning to play tennis. We need some pointers . . . and we need to practice.

That's what our Sales Recognition Seminars are all about.

Some customers want to be in charge of the whole transaction. They want straight, no-nonsense answers. They make up their minds quickly. They may close the transaction before you do.

Other customers want detailed facts, proof statements, charts and statistics. They resist your charm--they may be put off by it--and want plenty of time to consider all the options.

Still others will be eager to form a relationship with you. They will relate more to testimonials from satisfied customers than to facts and figures. They are likely to take a lot of your time, so need to be moved along to make their decisions.

Our Sales Recognition Seminars begin with the Personal Profile System, published by the Carlson Learning Company. Everyone in the group develops their own Profile, and learns what is unique about that Profile--mode of communication, motivators, desired environment. Then they learn what is unique about other people's Profiles--how to recognize other Profiles and how to respond to them.

Seminars are designed for a full working day. We will come to your site or arrange for somewhere off-campus. Your people will enjoy the approach--it is positive, enjoyable, and upbeat--and they will learn practical, useful skills to make them better at what they do...

Contact Bill Hutchinson to learn more about Hutchinson Consulting's Training seminars.