Selling is just a conversation - mini training course taster

We gave a mini taster sales training course to WSI on Friday in woking. We went through the sales process:
P - preparation
I - generate interest
S - Survey their requirements using SPIID
T - test your understanding
D - demonstrate
C - close the deal

Particular attention was spent on:

Preparation phase and POC - Premise, Objective and Content
Test phase and MANDACT which is about qualification and very important:

M - money
A - ability
N - need
D - decision
A - authority
C - competition
T - timescale

The full course runs over 1 or 2 days and also includes 6 * 30 minute tele-coaching sessions.