Part I: Attitude
Results
Skills/Activity/Attitude
Confidence
The Power of Magnetism
Belief

Part II: Tracking Steps to Success!
1) Objectives
2) Objective Folders
3) Chart of Accounts
4) Business Accounts
5) Self-Management
6) High-Payout Activities
7) The Self-Management System
8) Focus on the “Important”
9) Daily Sales Activities
10) Success Target
11) Correct, Consistent, Daily Activity - Scorekeeping
12) Success Checklist
13) MRO Chart

Part III: The Nine-Step Sales Process
Process
Prospect Agreement
“Set Expectations”
“Do What You Say You Will Do”
“Gain Agreement”
Process Step #1: The Contact - Setting the Meeting
Process Step #2: The Meeting – Removing the “Garbage Can Lid”
Process Step #3: The Interview - Finding the “Gap”
Qualifying the Prospect
The Gap
Owning Your Prospect’s Problems
Client Motivation
Process Step #4: The Presentation – Closing the “Gap”
Facilitation
Process Step #5: The Negotiation
Always Negotiate on Something
Process Step #6: The Reassurance – Handling Objections
Process Step #7: The Delivery
Process Step #8: The New Prospect - Getting Referrals
1) Referrals
2) Centers of Influence
3) Speaking Engagements
4) Direct Mail
5) Cold Calling
6) Eight Additional Successful Prospecting Methods
Process Step #9: The Follow-up – Relationship Management
Repetition through Persistence
The Follow-Up System
Sales #1-9
Salesperson vs. Sales Consultant