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How to Model the Best

  • How to duplicate the character of the best influencers and salespeople in the world

  • The importance of personal standards

  • How to set and maintain standards of excellence

  • The importance of honesty and integrity

  • The impact of having a standard for minimum daily activity

  • The importance of measuring, tracking and reporting numbers

  • The keys to becoming wealthy

  • The importance of attitude and state management

  • How to manage mental and emotional states

  • How to create psychological anchors

  • How to set up the office in the most productive way

  • How to control mental focus

  • How to alter habitual language patterns

  • How to create drive and motivation

  • Why people buy

  • The power of goals

  • The four steps to setting effective goals

  • How to reinforce goals

  • About the power of congruency

  • How to alter personal beliefs for the positive

  • How to eliminate excuses

  • How to duplicate the beliefs of the best sales people

  • Time management skills

  • The four necessary tools for effective time management

  • How to schedule three different types of events

  • How to be proactive rather than reactive

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How to Generate Leads

  • About the three businesses you own

  • How to identify ideal clients

  • How to pre-qualify leads

  • How to set up a computerized contact management system

  • Where to find leads and lists of contacts

  • Canvassing and cold-calling skills

  • How to build a top-of-mind identity with clients

  • How to choose or develop a unique selling proposition

  • How to set up and use a web-site

  • How to get press releases and articles published

  • How to use direct mail to build image and identity

  • How to create multiple sources of leads

  • How to look for non-traditional sources of leads

  • How to develop and use strategic relationships

  • How to get an abundance of referrals

  • How to set up a leads group

  • How and where to network effectively

  • The importance of creating a system for each lead generation method

  • How to create and use flow charts

  • How to plan, predict, and forecast sales

  • How to test new sales approaches

  • How to leverage time by having others generate leads for you

  • How to develop a complete marketing plan

  • How to measure and track effectiveness

  • How to determine lead acquisition costs

  • How to determine the lifetime value of a client

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How to Set Appointments

  • An understanding of 3 to 4 call sales processes

  • How to build rapport quickly

  • How to quickly create interest

  • How to craft attention-grabbing statements

  • How to create energy while telemarketing

  • An understanding of the purpose of the telephone

  • How to work through gate-keepers

  • How to get through voice mail

  • How to use email effectively

  • Keys to creating outstanding telephone scripts

  • All about territory and schedule management

  • How to minimize or eliminate canceled appointments

  • How to target the biggest and best clients within a territory

  • How to service existing clients while still spending time prospecting

  • How to confirm appointments

  • What to send prior to an appointment

  • How to use time effectively if appointments do cancel

  • How to get a schedule filled for you

  • How to replace each appointment before leaving it

  • How and when to set follow-up appointments

  • How to hire and train good sales assistants

  • How to create joint-venture relationships that set appointments for you

  • Ways to make appointments so valuable that clients will seek them out

  • How to set multiple appointments at once

  • How to use speaking engagements and seminars to fill your schedule

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How to Access Leverage

  • What leverage is, how to find it and how to use it

  • How to establish a bond with your clients

  • How to think long-term

  • How to truly care for clients

  • How to find out more about each client

  • How to remember names

  • About the law of reciprocation and how to use it with clients

  • How to communicate using your client’s communication style

  • Why people buy

  • The relationship between logic and emotion

  • About risk reversal

  • The importance of pain and pleasure

  • How to ask effective questions

  • The difference between information-gathering and emotion-accessing questions

  • How to find the decision maker

  • How to assess a client’s financial capabilities

  • How to create and use a standard list of sales questions

  • How to get the opportunity to ask great sales questions

  • How to elicit a client’s values and beliefs

  • The importance of values

  • How to sell based on values

  • About metaprograms, or buying strategies

  • How to elicit evidence procedures

  • How to predict client response

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How to Layout your Offer

  • How to create compelling presentations

  • How to set the stage for a great presentation

  • About the law of contrast and how to use it effectively

  • The power of social proof

  • About commitment and consistency and its effects on a client

  • The importance of selling benefits

  • How to identify the benefits to a client of a product or service

  • The power of test closing

  • How to use opening test closes

  • How to use tie downs

  • How to use trade off test closes

  • How to use progressive test closes

  • How to put together a dynamic sales presentation

  • How to add in evidence or support for each point in your presentation

  • How to ensure that your presentation is a conversation

  • How to put together and use written proposals where necessary

  • How to present to groups

  • About public speaking skills

  • How to make the most out of speaking opportunities

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How to Seal the Deal

  • How to handle objections

  • How to eliminate objections before they ever come up

  • All about negotiating

  • The major negotiating techniques and how to use them

  • How to recognize and defend against the major negotiating techniques

  • How to structure negotiations to be effective

  • How and when to close the sale

  • All about buying signals

  • How to transition to a close

  • The power of assumptive closes

  • How to use alternate choice closes

  • How to use order blank closes

  • How to use minor closes

  • How to ensure great client follow-up

  • Ways to stay in touch with clients

  • Ways to eliminate buyers remorse

  • Ways to increase client satisfaction

  • How to get more referrals

  • How and when to ask for the next sale

  • How to truly master the art of influence

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