231 Sales  Programs

Program Overview

231® Sales System Introduction

Course Description:

This course is designed to engage novice and seasoned professionals in the fundamentals of selling. Using time tested principles, as well as new knowledge and innovative practices, the participant can create long lasting behavioral change that results in professional development and increased sales.

Learning Outcomes:

By the end of this course, learner shall be able to:

  • Demonstrate the 231® Sales System in their own personal style.
  • Identify and respond successfully to customer buying behaviors.
  • Maximize customer discussions through strategic and quality assessments.

231® Sales System Handling Resistance & Objections

Course 2 Description:

This course presents responsive strategies to address key resistance and objections that often occur during sales meetings. Each learner will walk away with a personalized strategy to be proactive in these unique and sometimes challenging situations.

Learning Outcomes:

By the end of this course, learner shall be able to:

  • Classify and resolve specific customer resistance and objections.
  • Create new and customized responses for handling resistance and objections.
  • Demonstrate effective solutions when addressing customer resistance and objections.

231® Sales System: Leveraging Relationships and Products

Course 3 Description:

This course provides insights and knowledge on how and why leveraging relationships and products are a key strategy for growing your business with new customers while increasing sales with existing customers. This course is about building a sustainable business regardless of increasing quotas year over year.

Learning Outcomes:

By the end of this course, learner shall be able to:

  • Identify processes to leverage relationships and products with your existing customers.
  • Demonstrate how to track new and existing customer relationships.
  • Create a personalized strategy for developing new and maintaining existing customer relationships.

231® Marketing Strategy: The High Touch Process

Course 4 Description:

This course presents keys to maintaining a sustainable business is through a high-touch follow-up process. Follow-up is the foundation of selling. This process is consistent and constant over the life of your trusted relationship with your customer. Course topics include best practices on follow-up pre-sale, point-of-sale, and post-sale moments of the sales cycle.

Learning Outcomes:

By the end of this course, learner shall be able to:

  • Explain how to align marketing strategies to each phase of the customer sales cycle using the 231® Marketing Strategy.
  • Develop your own personalized plan to improve your current marketing strategies based upon recommendations in the 231® Marketing Strategy.

231® Understanding Your Client Through Listening Skills & Non-Verbals

Course 5 Description:

This course presents how to read customer body language and behaviors to build insight into the needs and wants of your customer. It is vital to “understand” what your customer is really saying when they are not using any words at all. By applying insights on active listening skills and non-verbal behaviors, you can transform your solutions to exceed the needs and wants of your customer base, resulting in increased sales and new business. Expertise in this area sets a salesperson apart, often placing you in the top 1% of all salespeople.

Learning Outcomes:

By the end of this course, learner shall be able to:

  • Identify communication conveyed through body-language.
  • Model active listening skills.
  • Demonstrate appropriate listening skill strategies and responses to non-verbal communication.

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