The practice of business involves the exchange of products for money. This means that the process of selling is central to all business activity.

Selling is probably the one part of business that scares most people away. Yet it is a basic function of human life, and something that we all do each day without realizing it.

Les D. Crause takes away the mystery and fear of selling by explaining the simple principles that will help you to sell easily without fear. In the process he also shows you how to address that weaknesses that are preventing you from being effective in this area.

Selling is as easy as climbing stairs. Take one at a time and you will get to your destination. Leave one out and you will stumble and fall.

You will also learn to use the knowledge of Temperaments that you gain in the Psychology in Business Series to sell effectively to any kind of person you meet.

He also addresses one of the most difficult aspects of selling - the use of sex appeal, and how to sell to the different genders. You will learn to see members of the opposite sex differently after doing this course.

Influencing and Persuading others is both an art and science. Understanding how to this works makes the whole process so much easier. You will know how to do this to get others to respond to you and this will help you to build a successful business.

If You Thought You Were Not Capable of Selling

Think Again! You Will Learn To Not Only Sell, But Do It Well

Content Details

Climbing the Stairs of Selling

1. How climbing stairs are a picture of the selling process
2. The five main stairs in the selling process
3. The essentials of getting attention
4. How to arouse interest for your product
5. Why you should zero in on desires
6. The importance of conviction and challenge
7. How to keep the fish on the line
8. Offering incentives or life jackets
9. How to close a deal
10. Winning a new friend by sealing the deal

Temperamental Selling

1. The importance of knowing and understanding human temperaments
2. The selling weaknesses of each temperament
3. Knowing and using your temperamental selling strengths
4. How to change your temperament to increase sales
5. Which buttons should be pushed in your prospect
6. The difference between male and female view and how they think
7. Ways of appealing to men and women in selling

Selling with Sex Appeal

1. New terms being used in the business world
2. The mistakes of majoring on one gender only
3. How to sell effectively to the same sex
4. Selling to the opposite sex
5. Why you should ignore gender in the selling process
6. Anima versus Animus, what's the difference
7. The mistakes of using sexuality instead of sex appeal
8. Using your differences wisely
9. Other-orientation is needed in selling
10. The importance of knowing who you are

Influence and Persuasion in Selling

1. The essentials of persuasion
2. Why fear is necessary in the selling process
3. How to identify existing fear
4. Using and creating fear to close a sale
5. How to offer your product as a solution
6. The difference between God's way and Satan's way
7. The importance of promoting a way to health and wealth
8. Meeting the need for companionship
9. Providing safety, strength and security
10. The power of comparison
11. Why you should create good feelings and new desires
12. How to influence the customers will
13. Using words to release spiritual power
14. The importance of creating aspirations

Making Sales Calls

1. Why sales personnel get paid higher than others
2. The importance of taking care of existing customers
3. Gaining confidence through experience and exposure
4. Why you have to have faith in your product
5. How to sell the call first and not your product yet
6. The essentials of selling an interview
7. Keeping records and calculating results
8. Aiming for consistency over results
9. The differences between temperamental motivations in selling
10. Seeing everyone as a prospect
11. Where to look for new prospects
12. The power of motivation and appreciation
13. Why a new customer is a perfect ad
14. Keeping old customers happy and promoting you