| FREE INTRODUCTION: How to Model the Best Salespeople |
Watch the introduction to this section, for FREE
|
| |
| Lesson
1: Commitments for Success |
-
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
 
 |
| Lesson
2: State Management |
-
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
|
| Lesson
3: Power of Goals |
|
|
| Lesson
4: Believe to Succeed |
-
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
|
| Lesson
5: So Much Time, So Little to Do |
-
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
|
|
| FREE INTRODUCTION: How to Generate Leads |
Watch the introduction to this section, for FREE
|
| Lesson
1: A Database of Ideal Clients |
-
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
|
| Lesson
2: A Top of Mind Identity |
-
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
 |
| Lesson
3: Multiple Ways of Reaching Clients |
-
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
|
| Lesson
4: Systems and Flow Charts |
-
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
|
| Lesson
5: Measure, Manage, and Celebrate |
-
How to measure and
track effectiveness
-
How to determine lead
acquisition costs
-
How to determine the
lifetime value of a client
|
Section
3
How
to Set Appointments
|
 |
|
| FREE INTRODUCTION: How to Set Appointments |
Watch the introduction to this section, for FREE
|
| Lesson
1: Instant Rapport |
-
How to build rapport
quickly
-
How to interrupt
patterns or "break the ice"
-
Three steps for
delivering effective compliments
-
Matching, or
mirroring, skills
|
| Lesson
2: Create Interest |
|
| Lesson
3: Light Up the Telephone |
-
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
|
| Lesson
4: Territory & 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
|
| Lesson
5: 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
|
Section
4
How
to Access Leverage
|
|
|
| FREE INTRODUCTION: How to Access Leverage |
Watch the introduction to this section, for FREE
|
| Lesson
1: 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 clients communication
style
|
Lesson
2: Why People Buy and
The Power
of Questions |
-
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
|
| Lesson
3: Needs Analysis |
-
How to find the
decision maker
-
How to assess a
clients financial capabilities
-
How to create and use
a standard list of sales questions
-
How to get the
opportunity to ask great sales questions
|
| Lesson
4: The Search for Values |
-
How to elicit a
clients values and beliefs
-
The definition and
importance of values
-
The definition and
importance of rules
-
The definition and
importance of global beliefs
-
How to sell based on
values, rules and global beliefs
|
| Lesson
5: Buying Strategies |
-
The definition and
importance of metaprograms, or buying strategies
-
How to elicit evidence
procedures
-
How to predict client
response
|
Section
5
Lay
Out Your Offer
|
|
|
| FREE INTRODUCTION: How to Generate Leads |
Watch the introduction to this section, for FREE
|
| Lesson
1: Set the Stage |
-
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
|
| Lesson
2: What Are the Benefits? |
-
The importance of
selling benefits
-
How to identify the
benefits to a client of a product or service
-
The difference
between facts, or features, and
benefit
|
| Lesson
3: Test Closing |
-
The definition and
importance of test closing, or trial 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
|
| Lesson
4: Amazing Presentations |
-
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
|
| Lesson
5: Public Speaking |
-
How to present to
groups
-
About public speaking
skills
-
How to make the most
out of speaking opportunities
-
12 keys to effective
public speaking
Section
6
How
to Seal the Deal
|
|
|
| FREE INTRODUCTION: How to Generate Leads |
Watch the introduction to this section, for FREE
|
| Lesson
1: How to Handle Objections |
|
|
| Lesson
2: Negotiating Skills |
-
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
|
| Lesson
3: 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
|
| Lesson
4: Make It Easy to Buy |
-
How to eliminate
buyer's remorse
-
How to eliminate the
"hoops" clients must jump
through
-
How to put clients at
ease when they purchase
-
How to future pace
clients
-
How to get referrals
-
how to get testimonial
letters and endorsements
|
Lesson
5: Client Follow-up |
-
How to ensure great
client follow-up
-
Ways to stay in touch
with clients
-
How and when to ask
for the next sale
|
|
