Okay... I know... you don't like the paperwork. If this is true for you, you are not alone. Sales people are very often right brained and right brained people prefer to get out there and sell instead of being in the office typing at the keyboard. You might as well get used to it, it has to be done and in this section we will see if we can streamline the processes to do more in less time.

Your body language is talking for you all the time but is it saying the right things? You may fold your arms because you are cold but the customer may think you are being defensive or have something to hide. Today we will look at your body language and provide some tips that may help you create just the right impression.

Even when the customer isn't saying much his body language is telling you exactly what he is feeling. An understanding of simple body language will tell you when the customer is lying, whether he really likes your product or exactly when to close that sale.

There is a logical process to completing a Tender Document and today we are going to explore the pitfalls.

I don't much like tenders but they are here to stay so we had better start understanding them. Even though the decision seems to be taken by an anonymous group, we still have to apply our selling skills to have the best chance of securing the business.

Now we know how to put the tender document together we have to develop a strategy to win the tender. This strategy will often start some years before the tender is due to ensure a successful outcome.

Have you ever been introduced to someone and promptly forgotten their name? This is not really a problem at a party but with a customer this may be disastrous. The rules or name remembering are simple but can have a very positive effect on your strike rate.

Today we are going to spend some time looking back over the key issues we have talked about over the last 52 weeks. We will look at your successes and maybe some of your failures. We will explore how this program has helped you over the year and how we can continue to be of help in the future.