Selling Smarter Course Outline

Selling Smarter

How to Use This Guide

Session One: Course Overview

Session Two: Selling Skills

Essential Skills

Consultative Selling

Customer Focused Selling

Session Three: The Sales Cycle

The Sales Cycle

Initiate

Build

Manage

Optimize

Session Four: Framing Success

The Power of Your Mind

Professionalism

Session Five: Setting Goals with SPIRIT!

Session Six: The Path to Efficiency

Session Seven: Customer Service

Session Eight: Selling More

Enhancing Your Sales

Our Values

Making Connections

Session Nine: Ten Major Mistakes

Session Ten: Finding New Clients

Finding New Clients

Networking

Session Eleven: Selling Price

Recommended Reading List

Post-Course Assessment

Pre- and Post-Assessment Answer Keys

Personal Action Plan