Although most sales professionals believe they have some sort of system or selling strategy to follow during their meetings with prospective clients, most are unknowingly following the system used by the prospect and finding themselves in react or response mode instead of in sell mode.

This course teaches you how to shift the emotion of the buying process onto the prospect . It details several vital factors to consider when communicating with prospects, allowing you to be more effective and make the most of every opportunity you get. Understanding yourself, your strengths and weaknesses gives you an advantage. But understanding your prospects, their strengths and weaknesses, how they act and react allows you to control the sales process.