Total Time: 19 minutes

Summary: 
Step One of the "Track Selling System", Approach, is just what it sounds like: getting to know your prospect, introducing yourself and establishing rapport. During this program, you'll learn the importance of the introduction during a sales call and ways to build rapport with prospects. You'll also learn how to sell yourself to a prospect and how long the rapport-building portion of your sales presentation should last.

Topics: 
Introduction
The Initial Introduction
The Five Buying Decisions
Building Rapport
Selling Yourself
Sales Cycle of Rapport-Building
Summary

Technical Requirements: 
P500+ Processor, 128MB of RAM; Windows 2000, 2003, XP, Minimum screen resolution 800x600, Internet Explorer 5.5 or higher; Windows Media Player 9.0 or higher; Flash 8.0 or higher; 56K minimum connection; broadband (256 kpbs or higher) connection recommended; Javascript, DHTML and cookies enabled; Sound card with speakers or headphones strongly recommended.