Igniting Workplace Enthusiasm

Sales Professionalism

Course Information


Success Guaranteed


Sales Advantage Course

"Sales is nothing more than the transfer of enthusiasm".  "The salesperson’s belief in what they are selling is critical to sales success".  These statements are true, up to a point.  In reality, belief backed up by solid structure, a defined sales cycle and a planned, clear path forward determines success or failure.

The vast majority of salespeople out there are doing it tough, because they have had no training.  They don’t know, what they don’t know!  The fact that you are reading this says a lot of positive things about you.  You are either an experienced salesperson, looking to further grow in your profession or you are new to sales, wondering how to make a success of this career path.  In both cases, our Sales Advantage Course has all the answers you need. 

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How To Know What You Are Doing In Sales
Most salespeople in Japan are just winging it. They don't really have a plan for the sales call and they certainly don't have any structures they can rely on. The client winds up running the meeting rather than the other way around. Time to change that and get serious in sales.

How To Improve Your Sale's Results
There are two critical areas where salespeople in Japan struggle. There is a fix for that problem.

How to Ask Sales Questions In Japan
Asking well designed questions is the path to sales success. The answers to these questions points us toward whether we are the solution or not, to the client's problems. If we are, the questions hekp us to uncover the context along which we should introduce the solution for the client.


 We often hear from senior company executives that their salespeople:
                "can’t close" 
                "don’t understand what the clients’ want" 
                "are not asking for the order"
                "are afraid of the client and don’t push hard enough to make the sale"
                "can’t get referrals"
                "don’t cross sell"
                "are just passive order takers"

Why aren’t sales people succeeding? 

The answer is usually that sales people simply don’t know what they are doing!  That is why this course was developed over 70 years ago, to take the guess work out of sales and create a level of  professionalism that commands respect.

When clients meet salespeople, they are always thinking: "I don’t care how much you know.  I want to know how much you care about ME! 

Salespeople should never imagine that technical knowledge or product knowledge is a substitute for professionalism in sales.  Salespeople concentrating solely on "hard skills" will fail.  Of course technical knowledge is required but importantly, soft skills are the key to getting the client’s agreement to do business.  This is where we come in.

Buyers want to buy from people they like and trust.  OK – that’s great, but what makes you likeable or trustworthy?

This is the extra component that Dale Carnegie delivers through the Sales Advantage Course, that other sales courses don’t understand and can’t copy.  Our experience with the mastery of human relations skills really provides power to the human equation in sales.  Dale Carnegie is the originator of the science of improving human relations and brings this critical skill to bear for sales people. 


To be successful, salespeople need depth.  The Sales Advantage Course is a comprehensive programme totally and unapologetically based on real world experience.  It is available in both English and Japanese, both as a Public Course and as an In-House offering.

It was developed originally in New York by Dale Carnegie in the 1940s and has been undergoing constant kaizen and refinement ever since  
It is permanently being tested in more than 90 countries and 30 languages around the world  
Salespeople are notoriously hard to impress about sales training.  In the training world, this group is well known as the toughest audience by far.  In that context, our results are impressive.  In the last five years in Japan, this course has achieved an average "exceeded my expectations" rating of 53% - high praise from a demanding crowd!
This is the Gold Standard of Sales Training, based on proven methods that work, taught by professionals
The course curriculum is comprehensive.  At the end of the training the participants will :

Demonstrate self-confidence needed to overcome the challenges of selling
Communicate value and sell from a buyer’s point of view
Master a consultative selling process to accelerate the sales cycle
Strengthen relationships by building credibility and client loyalty
Develop a positive attitude to generate predictable sales results

Register NOW 
to ensure your place in the next programme 
by clicking on the REGISTER button below

The Sales Advantage Course covers the full Sales Cycle:

Build Rapport
Apply a proven seven step selling process to create partnerships with buyers
Employ three strategies to make buyers eager to talk
Establish immediate credibility to build alignment with buyers
Generate Interest
Practice methods to uncover and appeal to different buyer interests
Create power questions to get the information needed from buyers      
Widen the buyer expectation gap to create interest
Provide Solutions
Develop solutions that are unique to the buyer
Formulate solutions that appeal to buyer’s logic and emotions                
Present solutions that are persuasive and convincing

Resolve Objections

Identify points of agreement to lower buyer resistance
Apply a win-win process to identify hidden objections
Respond to the six most common objections with confidence                     

 Appeal To Motives And Gain Commitment

Evaluate buyer perspectives to move the sale forward
Engage the prospect’s emotions in the buying process
Practice six methods to ask for the sale with confidence                             
The Sales Advantage Course also provides a complete guide to the process of
Prospecting, covering how to:
Penetrate existing accounts and increase customer loyalty
Identify the best prospecting methods to fill the sales pipeline                     
Create a referral network of champions who bring business.
We know from our conversations with Sales Leaders that none of us "plan to fail" but salespeople are notorious for "failing to plan".  The true professional knows this is a key element in sales success and Sales Advantage teaches how to:
Develop a motivating personal vision
Establish meaningful goals to ensure higher levels of sales success
Ten ways to manage time to focus on profitable action
Five approaches to add value for clients with effective follow through            
Salespeople are naturally competitive and really enjoy the Sales Competition built into The Sales Advantage Course.  This competition is the icing on the cake and helps to:
Tie the seven step sales process together
Appraise and communicate strengths to create relationships                       
Build on the success experienced in the programme
The Sales Advantage Course is a must for salespeople who want to be successful.  If there was NO RISK to taking this training, because of a 100% satisfaction or your money back guarantee, wouldn’t this make the decision to start now a lot easier?

Register NOW 
to ensure your place in the next programme 
by clicking on the REGISTER button below

We Have Removed The  RISK 

If you complete the course and 
are not 100% satisfied with this programme, 
you will have your investment refunded immediately


The Sales Advantage Course is delivered in three parts: 

Part One: there is a 30 minute TeleCoaching session before the course, to explore the areas where you see the greatest benefit in developing further. 

Part Two: a Time-Spaced eight week programme of 3.5 hour sessions.  Time spaced has been shown to be a highly effective learning technology, because it allows the participants to immediately try what they have learnt between sessions and then return the next week and share their experiences with their peers and their instructors. 

Part Three: following the eight 3.5 hour sessions, there are two 2 hour follow-up sessions for those completing the Public Programme.  Separately, there is a half-day session 6 months later, for those completing the programme, when delivered as In-House sessions.

Who Should Attend

The irony is that the top salespeople all take training (and keep taking it!) and those at the bottom wander around in a fog,wondering why what they are doing is not working.  For the new salesperson, the failing/frustrated salesperson, the veteran and the top producer, this is the course you need.


Module 1
Building credibility and rapport with your customers

Module 2
Generate interest in your ideas and approach to problems

Module 3
Provide the kind of solutions your customers really want

Module 4
Resolve objections in a clear and confident way

Module 5
Demonstrate commitment to your customers and gain commitment from your customers

Module 6
Discover the technique for uncovering hidden opportunities

Module 7
Real success requires planning. Discover planning techniques that work

Module 8
Mastering the selling process


Akasaka 2-chome Annex #501, 2-19-8 Akasaka, Minato-ku, Tokyo, 107-0052, JP
P: +81 3 45205470

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