Every sales professional faces price concerns.  This program reviews skills that position the sales professional to increase the perceived value of their product rather than lower their price.

Senior salespeople understand how to use questions. This program focuses what questions to ask and when to ask them.

Communicating benefits over features is a fundamental selling skill. This program takes the next step by examining different levels of benefits.

When a prospect says ‘no,’ an enlightened sales professional uses these techniques to turn that ‘no’ into a selling opportunity.

Objections are part of most selling situations. This program presents a strategic approach to avoiding and handling as a strategic tool rather than a response to undesirable customer reactions.

Sales professionals who understand fundamental negotiating techniques are equipped for selling situations that result in success.

Selling to customer needs is true consultative selling. This program covers skills that create the foundation for needs-based selling.

Explore specific techniques that enhance a sales professional’s ability to solicit referred leads.

Successful sales professionals understand the importance of selling to customer needs. This program focuses the process of developing problems into needs that can be satisfied by closing the sale.

Effectively managing time is a cornerstone to success. Working hard means working smart.

Developing sales leads by actively networking is a skill. Specific techniques that will pay big dividends are reviewed.

Sometimes, regardless of what you do, you simply cannot get beyond the recommender. This program carefully reviews skills and strategies to help you sell at this critical level.

There is only one opportunity to make a good first impression. Focus is on strategies that will communicate competence, and confidence, and help you build rapport in these first critical minutes.

Review how to strategically discover what your prospect really thinks and feels. This program offers techniques and skills to not only handle objections but to address various forms of sales resistance.

Why is it that some salespeople can effectively communicate on the phone while others struggle? Review several techniques to improve phone skills and deliver positive results.

All sales professionals know the importance of good listening. This program provides specific techniques that lead to effective listening.

The ability to properly qualify prospects is one of the keys to sales success. This program introduces techniques that even experienced sales professionals will find helpful.

Gaining commitment from prospects and customers is what selling is all about. Gaining commitment is a process, not an end result. This contract becomes the basis of a profitable relationship for prospects and sales professionals alike.

Every sales professional experiences call reluctance from time to time. This reviews the different reasons for call reluctance and prescribes specific action steps that close the door to call reluctance.