Improving the way you sell is the focus of two upcoming workshops offered in Wausau in March through Continuing Education at the University of Wisconsin-Stevens Point.

"Fundamentals of Results-Driven Selling," a one-day workshop, and "Streetfighter Selling . . . Taking the Next Step Up," a two-day program, will be held at the new Center for Leadership Excellence and Economic Development located at 200 Washington Street, Suite 100, Wausau. Both are sponsored by the Small Business Development Center at UWSP.

"Fundamentals of Results-Driven Selling" is offered March 4 from 8 a.m. – 4:30 p.m. and is recommended for business owners, managers, salespeople, sales support personnel and people with less than one year of selling experience. Topics will include Building a Goal-Driven Action Plan, Mastering Non-Verbals and Body Language, Getting Through to Decision-Makers, Dealing with Voice Mail, Asking More of the Right Questions, Creating Customer-Focused Proposals, Gaining Powerful Presentation Skills, Overcoming Objections and Closing More Sales.

"Streetfighter Selling…Taking the Next Step Up!" is offered March 11 and 18 from 8 a.m. to 4:30 p.m., and recommended for business owners, salespeople, experienced sales support personnel, and people with one year or more selling experience. Topics will include Selling Value vs. Price, Understanding Personal Branding and Positioning, Becoming a Consultative Sales Pro, Recognizing the Four Primary Buying Styles, Winning Those Super-Reclusive Prospects, Having Outstanding Customer Relationships, and Turning Problems into Rave Reviews.

The instructor for both workshops is Joe Guertin, a nationally recognized sales coach, speaker and trainer featured in numerous business magazines and SellingPower Live©. One-on-one e-mail coaching will be provided to address specific questions and challenges in the weeks after the program.

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