NEW BUSINESS PROSPECTING

• Weapons of Influence Part 1-3
• Outbound Sales Calls Part 1-3
• Getting Past the Gatekeeper Part 1-2
• Getting the Most Out of Your Networking

RELATIONSHIP EXCELLENCE 

• Building Rapport and Credibility
• Reciprocity – Creating Value
• Communication Preferences Part 1-6
• Making People Like You Part 1-3

CLOSING – CREATING COMMITMENT & DECISIONS

• Gaining Commitment – Sales Professional or Quoting Machine?
• IDEA Model Part 1-7
• Understanding Purchasing Drivers
• Closing Techniques Part 1-3

REFERRALS & CUSTOMER RETENTION

• Referral Mindset
• Referral Techniques Part 1-3
• Growing Your Business with Referrals
• Motivating Referral Partners
• Retaining Clients Part 1-2
• Smashing Through Cross-Referral Barriers

SALES CONFIDENCE & PRODUCTIVITY

• Sales Confidence Part 1-5
• Return on Effort Part 1-2
• Productivity Strategies Part 1-2

OBJECTION HANDLING EXCELLENCE

• Handling Objections – Understanding Objections
• Handling Objections – Identifying Common Objections
• Handling Objections – Objection Response Strategies
• Understanding Discounting Behaviour
• Building Pricing Confidence
• Handling the Pricing Objection Part 1-2
• Handling Objections Over the Phone Part 1-3
• Avoiding Objections Part 1-3