Business To Business Prospecting: Verify The Decision Maker & Ask For the Business

Watch Online! Preview the Full Video Preview Leader's Guide

Release Date: June 2002

Salespeople will learn to overcome the "resistance mode" often encountered in an initial sales call. The video shows how to determine the needs of a potential client while developing trust and rapport.

It covers the following:

• What to say once you’ve made contact. Setting appointments–Quality vs. Quantity.
• Don’t kiss on the first date–the importance of relationship building.
• How to ask for the business. Overcoming the "resistance mode."

Includes: Leader’s Guide & 10 Employee Handbooks. (Additional Handbooks $1.95 each).

Nationally known business consultant, author and trainer Winnie Ary brings with her years of successful selling experience to this exciting venture. Her energetic, motivational and direct communication style will quickly draw your staff into her crucial message. Some of Winnie’s clients include: Ashland Chemical, Bank One, Boise Cascade, Haworth, Ikon Office Solutions, Knoll, Lexis Publishing and United Way.