Selling is a process that leads to building sales relationships. This course focuses on all the components of the selling process. It begins with prospecting and moves participants into developing long-term associations with buyers. Critical components of the Improving Sales Course are the structured approach to speaking with prospects, phone and meeting professionalism, body language, and the importance of word choice.



This course is designed to keep the spotlight on what is truly important - people. Using the same method repeatedly, will continue to produce only the same results. For increased and more efficient sales, try the Improving Selling course.




The content and length of this course are customizable to address the following areas for your organization:

The Selling Process Defining Selling Relationship-Approach Selling Prospecting Pre-Approach Research Making Appointments with Decision Makers Introduction and Opening Statement Building Rapport Questioning Techniques Effective Listening Determining Customer Needs

Statement of Capability Solution Presentation Presenting Features and Benefits Handling Objections Negotiating Trial Closes and Gaining Commitment Asking for Referrals / Testimonials Following Up with Existing Customers Professionalism Communication (including body language)