The ISP 3 course provides participants with a practical perspective on how to recognize and handle common customer objections and concerns.

Ideal Participant Profile

New and experienced Sales Representatives, Sales Managers, Marketing Managers, Sales Trainers and other personnel responsible for selling directly to the customer.


To practice realistic selling and negotiation skills required to effectively close economic buyers in “keep” and “win” contract/tender accounts.


Participants will have demonstrated their capabilities with the following in simulation:

Contract/Tender Management
  • Positioning to gain contract/tender business
  • Tracking schedules of contract offerings
  • Influencing Decision Makers to require contract/tender specifications that favor the company
  • Creating broad advocacy in order to influence the contract award
Selling Non-Clinical Buyers
  • Getting over the fear of and gaining understanding of economic buyers
  • Engaging “friends” to learn administration’s challenges and needs
  • Speaking the language of executive decision makers
  • Learning the account’s budgeting procedures
  • Avoiding “transactional” selling approaches with administration
  • Flexing selling cycles to the buyer’s buying cycles
  • Resolving financial, productivity, throughput, and end-user challenges
  • Making “total value-based” business case proposals
  • Negotiation tactics
  • Utilizing tools to manage account information and the account sales process
Blended Learning Support
  • Facilitated Workshop
  • “Memory Jogger” Reminder Cards
  • Follow-up Conference Calls
  • Individual Coaching
  • On-demand Distance Learning


We have proven that the best way to determine improvement of new skills and knowledge is to measure progress toward objectives at routine intervals. We recommend measurement tools that serve to reinforce and track progress to mastery during training and post-training as well. The goal of routinely measuring progress is to recognize continuous improvement with positive feedback to the learner as well as provide opportunities for immediate corrective feedback as necessary.