Course Description
In this program, participants learn how to build relationships with clients, help clients envision
their needs, negotiate to meet the identified needs, study the market, and analyze competitors.
Course activities also cover researching clients and implementing a consulting strategy to develop
solutions for clients. Also covers closing a sale and following up after the sale.

Course Outline
Part 1: Gaining Customer Commitment
Building relationships
Demonstrating the need
Satisfying the need
Part 2: Studying the market
Sales strategies
Analyzing markets and competitors
Researching clients
Part 3: Developing a winning strategy
A: Consulting with clients
B: Developing solutions
Part 4: Effectively closing a sale
A: Demonstrating the benefits
B: Confirming commitment
C: Closing the sale and following up
Action Planning

Total Workshop Hours
6

Delivery Mode Options
∞ One 6-hour day: E.g., 9 AM – 12 Noon; 1- 4 PM; or,
∞ Two separate days of three-hour blocks each day: E.g., Mon. 9 AM -12; Wed. 9 AM – 12.

Cost
$700 for workshop (not per participant)
$20 per participant for text.
E.g., total costs with 10 participants:

Workshop
$700

Materials
$200

Total Costs
$900 ($90 per participant)