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Tuesday this week I attended a 1-day course given Trevor Wilkins of Holis Associates, a course that every new entrepreneur or inspiring entrepreneur should attend! The name of the course was "Introduction to Advanced Business Communication" but it could have easily be called "An Introduction to Fearless Selling for Dummies, opps, I mean Techies..."

I was attending the course primarily to evaluate it as an addition to Precarn's business mentoring services, but managed to pickup a few tricks to add to my near 25 years of experience in marketing and sales - proving even an old dog can learn something new.

I was amazed at how well the course breaks down the critical elements of the sales process and provides a methodology that can be easily applied in all sorts of sales activities that the new entrepreneur can handle and apply immediately. Whether the sales activity involves customers, investors, partners or employees this course provides the tools for success, and quite frankly the confidence needed by technology-based leaders of start-ups.

By pure chance, I attended the course with two executives (read techies) from a company that Precarn is currently funding. I was amazed, but more importunately these executives were amazed, how the methodology worked so well - their takeaway from the course was a set of sales tools and confidence!

The ABC Sales course gives the student a  step by step process which they  learn, exercise and then customise to their own situation. They find  that they can now quickly and fearlessly elicit what the customer wants to take away from working with them, its true, not assumed, value, and the information needed to make that person an advocate of buying what is offered. This training is not just for  sales staff - the skills taken away can be employed by presales,  support, management, customer service or marketing staff alike to  improve the profitability and effectiveness of the operation.

My TakeAway from the day is that this tool just has to be a part of the Precarn Centre for Commercialization.  A second TakwAway is that if there is that much value in th eone-day introductory course the full versions must be dynamite!

For more information, contact Holis Associates at www.holis.ca or email Trevor Wilkins.