Course Description

Do you want to make more sales?

People buy more from people who understand them and their culture. They also buy more from people who understand their company culture.

Yet many salespeople sell in terms of their own company's products or services, using their personal style. They wonder why they are successful with some clients and strike out with others.

  • Are you a small business selling to the public sector?
  • A large, private-sector business selling to small start-ups?
  • A mainstream American business selling to a family-owned Indian or Latino business?

These issues matter when you establish contact, build relationships and make actual sales.

This course guides you to recognized your own style and your customers' company cultures. It explains how to use this strategic knowledge to increase sales.

It's a bit more complicated that it looks, at first, but you'll get the idea quickly.

Bonus: The course includes a free 30 minute consultation with me, any time Mon-Friday, 9am - 12 noon. I want you to see changes and to be successful.

Senior Instructor

Glynis Ross-Munro

Glynis is a training, coaching and business consulting specialist with many years of experience in analyzing business issues and creating innovative learning interventions. She has three psychology degrees and loves seeing her students becoming more successful in their lives and careers.

Course curriculum

  • 1

    Chapter One: Know Your Customer's Business Culture

    • Movie on sales culture intro

    • Business Acumen

    • Case Study 1

  • 2

    Chapter Two: Types of Companies

    • Different Types of Organizations

    • Selling to an Eiffel Tower Company

    • Quiz: Sales and Purchasing from the viewpoint of the Eiffel Tower

    • Sales & Purchasing with Eiffel Towers

    • Action Reminders

  • 3

    Chapter Three: Selling to The Family

    • Selling to The Family

    • Quiz: The Family

    • Sales, Purchasing and Teamwork: The Family

    • Action Reminders

  • 4

    Chapter Four: A Model Emerges

    • A Model Emerges

    • Model Quiz

    • Dr Trompenaars: A 4 minute discussion of the model

    • Dr Fons Trompenaars on Corporate Culture

  • 5

    Chapter Five: Selling to the Guided Missile

    • Selling to The Guided Missile

    • Quiz: The Guided Missile

    • Sales from the Guided Missile

    • Action Reminders

  • 6

    Chapter Six: Selling the The Incubator

    • Selling to the Incubator

    • Quiz: Sales as being an investor

    • Sales & Purchasing with The Incubator

    • Action Reminders

  • 7

    Summary and Final Quiz

    • Final Quiz

    • Summary