PART 1: ATTITUDE
Results Chain
Skills/Activity/Attitude
Confidence
The Power of Magnetism
Belief
Actions
Planning Exercise
PART 2.1: TRACKING STEPS TO SUCCESS!
Objectives
Objectives Folders
Chart of Accounts
Business Accounts
Self-Management
High-Payout Activities
The Self-Management System
Actions
PART 2.2: TRACKING STEPS TO SUCCESS!
Focus on the Important
Daily Sales Activities
Success Target
Correct, Consistent, Daily Activity Scorekeeping
Success Checklist
MRO Chart
Numbers Game
Actions
PART 3.1: THE NINE-STEP SALES PROCESS
The Nine-Step Sales Process
Prospect Agreement
Step One: The Contact Setting the Meeting
Actions
PART 3.2: THE NINE-STEP SALES PROCESS
Step Two: The Meeting Removing the Garbage Can Lid
Step Three: The Interview - Finding the Gap
Actions
PART 3.3: THE NINE-STEP SALES PROCESS
Step Four: The Presentation Closing the Gap
Step Five: The Negotiation
Step Six: The Reassurance Handling Objections
Actions
PART 3.4: THE NINE-STEP SALES PROCESS
Step Seven: The Delivery
Step Eight: The New Prospect - Getting Referrals
Actions
PART 3.5: THE NINE-STEP SALES PROCESS
Step Nine: Follow-up Relationship Management
Sales Number 1-9
Salesperson vs. Sales Consultant
Role Play
Actions
PART 4.1: CONDITIONING CHANGE FOR RESULTS
Conditioning
Comfort Zone
Habit
Insanity
Developing the Larger Comfort Zone
Ninety Days Same as Change
Tenth Multiple
Actions
PART 4.2: CONDITIONING CHANGE FOR RESULTS
Next
Success Degrees
Passion
Risking
Commitment
The Slight Edge
18 Things to Remember during the Critical Sales Confrontation
Actions
Sales Jeopardy
Sell When You See the Whites of Their Eyes! is also presented in ten written and recorded modules. Each session includes:
Supportive quotes
Action exercises to apply new skills or current knowledge
Sales Tips
Inspirational Insights
