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It is important that you understand that this course will take you far beyond the normal narrow definition of selling. As your instructor, one of my favorite saying is: If you are not a good salesperson someone else is running your life! What I mean by that is, if you do not understand how to formulate and present your ideas in a way that  motivates people to become interested in listening to (buying) what you have to say, you will find your ideas constantly being overshadowed by someone else's ideas. Instead of selling the idea of what you want, you always end up buying the idea of what someone else wants. Good sales people know how to present information in an interesting, intriguing, and convincing way...the result being the creation of empowering partnerships. That is the basis of this course...Selling: Building Partnerships.

First of all let's come to a common understanding of what we mean by partnering. In this course partnering is being viewed in the same light as salesmanship. Partnering or salesmanship is the act of creating a partnership. This viewpoint of salesmanship may very well strike you as being different from the present way you thought of salesmanship. Normally when we think of a salesperson, we think of someone who is trying to sell us something in exchange for money. That is the narrow definition of salesmanship. This course will offer you the opportunity to broaden your present view point salesmanship.

The dictionary defines partnering as the act of uniting or associating with another or others in an activity of common interest, such as: creating a business partnership; uniting with a person in a romantic or platonic relationship; having a dance partner, and so on. So, as you can see the skills of partnering go well beyond the arena of selling a product or service in exchange for money.

As your instructor it is important for you to know that I view salesmanship as the art of formulating strategies for creating highly successful, empowering, win-win relationships. This is basically the same idea that the textbook is expressing, with an emphasis on helping you to understand  how important partnering or salesmanship is to the success every relationship in your life.

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