This is the introduction to the course content. The history, current perceptions of sales, from the consumer and salesperson perspectives, is explored. A brief review of the entire sales system is introduced along with the definition of selling.

This session looks at the mental and emotional issues associated with the selling process. It starts the conversation about why the sales process is often perceived as stressful and fearful.

This session introduces the construct of Transactional Analysis as a basis for analyzing and understanding the psychology of a sales transaction.

This session continues the methodology of Transactional Analysis and introduces the findings of Dr. Henri Tajfel and Dr. Albert Meharabian in regards to social identity theory and human communication. These concepts are critical components to understanding human communication and learning effective strategies for improving it.

This session builds on the previous sessions and introduces the neurocognitive underpinnings of influencing others in a positive and constructive way.

This session establishes the fundamental skill in effective selling behavior – how and when to ask relevant and poignant questions in order to discover the prospect’s backstory and underlying motivations for decision making.

This session helps in the understanding of why and how the consumer can put the sales professional on their heels and control the conversation – often to their own detriment. Specific techniques will be taught to respond effectively to a consumer’s barrage of questions.

This session provides the full explanation of the Sales System.  What to say and do, and what not to say and do, in each step of the system is reviewed in detail.

This section contains a list of the thinking and behavioral rules to follow when implementing the sales system.

This section contains a series of scenarios that can be used to practice the various strategies and techniques presented in the system.

This section will be the holding place for each of the Lessons Learned completed during the coursework.

This session will introduce the critical components for managing the initial contact made with the prospect. It will define the various ways human’s structure time and what the formal and informal rules of behavior are for each.

This session will review what the first face-to-face meeting with a prospect should look like in principle and practice.