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A seminar titled "Cutting Edge Selling-Advanced Selling Strategies, was held recently at the BMICH. It was organised by the Double Blue Forum of the Wesley College Old Boys Union to upgrade the computer lab facilities at the school. The Course Director was Upali Samararatne, a well-known Sales Training specialist and motivator.

The seminar covered Psychology, Development of Personal Power and Personal Strategic Planning being used as a base for the course, Relationship Building, Buying Motives, Prospecting, Presentation, Objections and Closing the Sale. Samararatne said that personal relationships mattered in sales transactions in particular. He outlined how one could build mega credibility.

According to Samararatne, product features were of little consequence as most of the basic features were generic in nature but what mattered was the "Hot Button" selling, via benefits to customers.

The string of benefits of a product was of little use, but what mattered was product augmentation, expected and potential benefits.

Samararatne told the participants to keep price in the correct perspective, discounts to be used sparingly.

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