Most of the work in the ideal sales process occurs prior to the proposal, or presentation, of your plan. Our close should be a natural outgrowth of the sales process that sounds like this: "Makes sense to me - what do you think?" We want the prospect to decide to buy; we don''t want to have to sell to the prospect. We can predict future income based on current activity. The objective of each step is to get to the next step. The definition of selling is helping people do what they do better. No one "needs" us or what we have to offer; if anyone did "need" us, they would have already called us.

We teach that the customer is not an interruption, but the reason we all show up for work. Our Customer Service program emphasizes the importance of becoming a ''virtual employee'' by being honest, anticipatory, accountable and available to the customer. It also evaluates the steps of the Buy-In Process and their progression, from learning what made the customer call that day to presenting a Next Step to the customer, and so on. Participants learn how to transition from one step of the sales process to another, and are given the tools to develop and practice their own customer service scripts.

We were founded in 1979 and have long been recognized as one of the nation''s premier companies in delivering sales training programs and revenue solutions for organizations ranging from Fortune 500 companies to startups. We use face-to-face training and distance learning programs to help organizations do what they do better by posting measurable improvements in team skill sets in Appointment Making,Prospect Management, High Efficiency Selling Skills,TeleSales,Integrated Sales Coaching,Negotiating, Multi-Channel Selling. To date we have trained over half a million salespeople in North America, Europe, South America and the Pacific. The key to effective sales is ratios, not numbers. All responses we hear are in kind; all can be anticipated; all are likely to be told in stories.