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Section
1
How
to Model the Best Salespeople |
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Lesson
1:
Commitments for Success |
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The
importance of personal standards
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How
to set and maintain standards of
excellence
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The
importance of honesty and integrity
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The
impact of having a standard for
minimum daily activity
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The
importance of measuring, tracking and reporting numbers
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The
keys to becoming wealthy
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Lesson
2:
State Management |
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The
importance of attitude and state
management
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How
to manage mental and emotional states
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How
to create psychological anchors
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How
to set up the office in the most productive
way
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How
to control mental focus
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How
to alter habitual language patterns
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Lesson
3:
Power of Goals |
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Lesson
4:
Believe to Succeed |
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About
the power of congruency
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How
to alter personal beliefs for the positive
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How
to eliminate excuses
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How to duplicate the beliefs
of the best sales people
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Lesson
5:
So Much Time, So Little to Do |
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Time management skills
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The four necessary tools for
effective time management
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How to schedule three
different types of events
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How to be proactive rather
than reactive
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Section
2
How
to Generate Leads |
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Lesson
1:
A Database of Ideal Clients |
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How to identify ideal
clients
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How to pre-qualify
leads
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How to set up a computerized
contact management system
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Where to find leads and
lists of contacts
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Canvassing and cold-calling
skills
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Lesson
2:
A Top of Mind Identity |
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How to build a
top-of-mind identity with clients
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How to choose or
develop a unique selling proposition
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How to set up and use
a web-site
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How to get press
releases and articles published
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How
to use direct mail to build image and
identity
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Lesson
3:
Multiple Ways of Reaching Clients |
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How to create multiple
sources of leads
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How to look for non-traditional sources of leads
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How to develop and use
strategic relationships
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How to get an
abundance of referrals
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How to set up a leads
group
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How and where to
network effectively
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Lesson
4:
Systems and Flow Charts |
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The importance of
creating a system for each lead
generation method
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How to create and use
flow charts
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How to plan, predict,
and forecast sales
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How to test new sales
approaches
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How to leverage time
by having others generate leads for you
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How to develop a
complete marketing plan
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Lesson
5:
Measure, Manage, and Celebrate |
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How to measure and
track effectiveness
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How to determine lead
acquisition costs
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How to determine the
lifetime value of a client
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Section
3
How
to Set Appointments |
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Lesson
1:
Instant Rapport |
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How to build rapport
quickly
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How to interrupt
patterns or "break the ice"
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Three steps for
delivering effective compliments
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Matching, or
mirroring, skills
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Lesson
2:
Create Interest |
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How to quickly create
interest for your product or service
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How to craft
attention-grabbing statements
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How to write great
print advertisements, direct mail
pieces, brochures,
and other marketing collateral
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Lesson
3:
Light Up the Telephone |
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How to create energy
while telemarketing
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An understanding
of the
purpose of the telephone
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How to work through
gate-keepers
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How to get through
voice mail
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How to use email
effectively
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Keys to creating
outstanding telephone scripts
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Lesson
4:
Territory & Schedule Management |
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How to minimize or
eliminate canceled appointments
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How to target the
biggest and best clients within a territory
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How to service
existing clients while still spending
time prospecting
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How to confirm
appointments
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What to send prior to
an appointment
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How to use time
effectively if appointments do cancel
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Lesson
5:
A Schedule Filled For You |
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How to replace each
appointment before leaving it
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How and when to set
follow-up appointments
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How to hire and train
good sales assistants
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How to create
joint-venture relationships that set
appointments for you
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Ways to make
appointments so valuable that clients will seek them out
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How to set multiple
appointments at once
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How to use speaking
engagements and seminars to fill your schedule
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Section
4
How
to Access Leverage |
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Lesson
1: Establish a Bond With Your
Clients |
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How to think long-term
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How to truly care for
clients
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How to find out more
about each client
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How to remember names
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About the law of reciprocation and how
to use it with clients
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How to communicate
using your clients communication
style
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Lesson
2: Why People Buy and
The Power
of Questions |
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The relationship
between logic and emotion
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About risk reversal
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The importance of pain
and pleasure
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How to ask effective
questions
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The difference between
information-gathering and
emotion-accessing questions
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Lesson
3:
Needs Analysis |
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How to find the
decision maker
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How to assess a
clients financial capabilities
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How to create and use
a standard list of sales questions
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How to get the
opportunity to ask great sales questions
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Lesson
4:
The Search for Values |
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How to elicit a
clients values and beliefs
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The definition and
importance of values
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The definition and
importance of rules
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The definition and
importance of global beliefs
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How to sell based on
values, rules and global beliefs
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Lesson
5:
Buying Strategies |
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The definition and
importance of metaprograms, or buying strategies
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How to elicit evidence
procedures
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How to predict client
response
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Section
5
Lay
Out Your Offer |
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Lesson
1:
Set the Stage |
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How to set the stage
for a great presentation
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About the law of
contrast and how to use it effectively
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The power of social
proof
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About commitment and
consistency and its effects on a client
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Lesson
2:
What Are the Benefits? |
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The importance of
selling benefits
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How to identify the
benefits to a client of a product or service
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The difference
between facts, or features, and
benefit
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Lesson
3:
Test Closing |
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The definition and
importance of test closing, or trial closing
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How to use opening
test closes
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How to use tie downs
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How to use trade off
test closes
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How to use progressive
test closes
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Lesson
4:
Amazing Presentations |
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How to put together a
dynamic sales presentation
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How to add in evidence
or support for each point in your
presentation
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How to ensure that
your presentation is a conversation
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How to put together
and use written proposals where necessary
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Lesson
5:
Public Speaking |
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How to present to
groups
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About public speaking
skills
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How to make the most
out of speaking opportunities
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12 keys to effective
public speaking
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Section
6
How
to Seal the Deal |
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Lesson
1:
How to Handle Objections |
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Lesson
2:
Negotiating Skills |
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All about negotiating
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The major negotiating
techniques and how to use them
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How to recognize and
defend against the major negotiating
techniques
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How to structure
negotiations to be effective
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Lesson
3: How and When to Close the
Sale |
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All about buying
signals
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How to transition to a
close
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The power of
assumptive closes
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How to use alternate
choice closes
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How to use order blank
closes
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How to use minor
closes
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Lesson
4:
Make It Easy to Buy |
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How to eliminate
buyer's remorse
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How to eliminate the
"hoops" clients must jump
through
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How to put clients at
ease when they purchase
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How to future pace
clients
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How to get referrals
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how to get testimonial
letters and endorsements
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Lesson
5:
Client Follow-up |
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How to ensure great
client follow-up
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Ways to stay in touch
with clients
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How and when to ask
for the next sale
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