To equip New Business and Account Managers to sell more to new and existing accounts. Defining the selling role. The history and evolution of selling. The importance of emotion and logic in the buying process. Identifying all buying roles. Creating empathy DISC. Overcoming status quo with trigger events and insight. Prospecting for new business. Ideal customer profile. Value messaging. Questioning techniques. Choosing the correct competitive strategy. Qualification. Objection handling. Closing Negotiating.