Day 1 * Introduction * Course Objectives and Programme * Course Overview * Role Plays * Course Rationale Lunch * Questioning Techniques * Contact Levels * Need Creation * Role Play Review Evening Assignment * Material Review * Role Play Design Day 2 * Review * Role Plays * Feedback * The Sales Cycle * Key Ratios * Generating Business * Planning Activities Lunch * Planning a Call * Setting Objectives * Role Plays * Feedback * Telephoning for Appointment * Opening the Sale * First Impressions Evening Assignment * Material Review * Role Play Design Day 3 * Review * Feature, Advantage, Benefit * Role Plays * Feedback * Closing the Sale * Role Plays * Feedback Lunch * Role Plays * Feedback * Handling Customer Behaviours - Questions - Supporting - Objections * Review and Close Dates 2002 13, 14 and 15 February 15, 16 and 17 May 18, 19 and 20 September 13, 14 and 15 November Click for on-line registration form! Back to Open Selling Skills page...