Sample Video:

Begins with an introduction on the importance of sales and the lack of coverage in formal education.  Proceeds to a brief discussion on negotiation strategy to introduce the concepts of value creation and value capture.  Next is a discussion of issues of integrity with an emphasis on ways people rationalize aggressive tactics.  The presentation then includes practical sales advice such as adapting strategies to the customer and understanding how customers make decisions.  Specific examples of relevant sales tactics are then covered.  Concludes with a section on sales force management.  Optionally can include sales basics for less experienced audiences (isolating objections, identifying decision makers, sales cycle, hunters vs farmers, price discrimination, etc). 

Relevant Audience: Sales professionals and their managers.