- Starting with the receptionist
- Care for your corporate image
- Everyone is a sales spotter
- The importance of courtesy
- Honesty really is the best policy
- Develop your ability to listen
- Ask incisive questions
- Preparing to meet the people
- Anticipating and pre-handling problems
- Preparing your team
- Rehearsing a presentation
- Making the presentation
- After the presentation
- Relationship development
- Getting to tender
- After the tender
- Getting past the gatekeepers
- Why am I not hearing back?
- Getting more from your sales leads
- Damage limitation