This document outlines the course for a relationship selling program presented by Rick Chisholm. The course covers 5 phases: 1) Preparing for the sale by mastering sales abilities and knowing competitors and work area. 2) Making the sale through prospecting, initial contact, and needs assessment. 3) Handling objections like stalls or specifics through various techniques. 4) Closing the sale using assumptive, alternative, benefit review, and other closes. 5) Following up after the sale to create customers for life.

1. THE ART OF SELLING: A Relationship Selling Program
Presented by: Rick Chisholm
Course Outline
1. WHY IS CHANGE NECESSARY?
1. Types Of Prospective Customers
2. Bad selling habits
2. PHASE 1: PREPARING FOR THE SALE:
1. Four areas of ability that professional Salespeople must master
2. Know your competitors
3. Know and organise your WORK AREA
3. PHASE 2: MAKING THE SALE:
1. Prospecting
2. THE INITIAL CONTACT
3. Needs Assessment
4. DEMONSTRATION
5. ADD-ONS
4. PHASE 3: HANDLING OBJECTIONS
1. The stall objection
2. The specific objection
3. Techniques for Handling Objections
4. Other ways to save the sale
5. PHASE 4: CLOSING THE SALE
1. The Assumptive add-on technique
2. The Assumptive close
3. The Double Reverse
4. The Reflexive Close
5. The Alternative (Either/Or) Close
6. The Asking For It Close
7. The Order Form Close
8. The Physical action close
9. The Benefit Review Close
10. Reduce to the Ridiculous Close
11. The narrative technique
12. The Incentive technique
13. The Penalty Close/Impending event close
6. PHASE 5: AFTER THE SALE
1. Follow up
2. Customers for Life