There is an age old argument about whether salespeople are born or made. Regardless of your answer to this question, there are fundamentals required in order for both born and made salespeople to be effective and perform at an optimum level. Salespeople who attend formal Local Sales Training are more effective which generally results in higher sales and increased revenue. Local Sales Training will typically address the four key areas of the sales cycle: prospecting, qualifying, selling, and closing. In order to sell anything, you must first have someone to sell it to. Prospecting, sometimes referred to as lead generation, is the process of identifying potential customers and then creating an interest in your product with those potential customers. Good Local Sales Training will definitely cover prospecting is detail. Once you have identified a potential customer and they are interested in your product, it is imperative you qualify that prospect. Local Sales Training will provide the fundamentals on how to best qualify a prospect. A common mistake salespeople make is not properly qualifying a prospect resulting in spending days, weeks or months selling only to find there is no budget, the person has no authority to buy, and a myriad of other potential pitfalls. Make sure any Local Sales Training you are interested in provides training on qualifying prospects.