• Getting Ready for Your customers
• Know Your Product
• Product Strengths and Weaknesses
• Knowing Your Competition
• Become the Expert

• Pre-Suppositional Sales Defined
• What is a Worldview
• Why Pre-Suppositions are Important
• Two Modes of Thinking
• Logical Thinking
• Emotional Thinking
• The Dumb Dog
• Rational or Emotional
• When the Presuppositions Are Not Clear
• Why People Buy
• How We Make Buying Decisions
• What Is A Buyer Persona?

• The SMART Process
• Controlling the Room
• The Core of SMART
• How Negative Emotion Controls Us
• How We Take Control
• The 5 Steps Of SMART
• SMART In Action
• The Power of Self Talk
• Short Term Emotional Management

• Prospecting the Three Rules
• Qualifying Prospects
• Identifying the Contacts Role
• Dealing with The Gatekeeper
• Dealing with Influencers
• Dealing with Champions
• Dealing with Decision Makers

• Finding Prospects by Phone
• Planning Your Phone Calls
• Split Testing Your Scripts
• Dealing with The Gatekeeper Script
• Dealing with The Influencer Script
• Dealing with The Champions Script
• Dealing with Decision Makers Script
• Other Call Support Material
• Voicemail Techniques

• Making strong relations with customers
• Ten Rules of Friendliness Part 1
• Ten Rules of Friendliness Part 2
• Building Rapport
• Personality Types
• Meet the Blues
• Meet the Reds
• Meet the Greens
• Meet the Yellows
• Advanced Profiling

• Closing The Sale
• Understanding Closes
• Understanding Buying Signals
• Closing Questions

• Setting your goal
• Knowing your money maker
• Applying Pareto Rule for Achieving Targets

• The Biggest Source of Revenue
• Understanding how to make lifetime customer
• After Sales Care

Three Main Factors of Objections

• Skepticism
• Misunderstanding
• Stalling

 

Seeing Objections as Opportunities

• Translating the Objection to a Question
• Translating the Objection to a Reason to Buy

 

Getting to the Bottom

• Asking Appropriate Questions
• Common Objections
• Basic Strategies

 

Finding a Point of Agreement

• Outlining Features and Benefits
• Identifying Your Unique Selling Position
• Agreeing with the Objection to Make the Sale

 

 

Have the Client Answer Their Own Objection

• Understand the Problem
• Render It Unobjectionable

 

Deflating Objections

• Bring up Common Objections First
• The Inner Workings of Objections

 

Unvoiced Objections

• How to Dig up the “Real Reason”
• Bringing Their Objections to Light

 

Sealing the Deal

• Understanding When It’s Time to Close
• Powerful Closing Techniques
• The Power of Reassurance
• Things to Remember

The Big Picture

• How Do We Communicate?
• Other Factors in Communication

 

Understanding Communication Barriers

• An Overview of Common Barriers
• How to overcome the barriers
• Language Barriers
• Cultural Barriers
• Differences in Time and Place

 

Para verbal Communication Skills

• The Power of Pitch
• The Truth about Tone
• The Strength of Speed

 

Non-Verbal Communication

• Understanding the Mehrabian Study
• All About Body Language
• Interpreting Gestures

 

Speaking Like a STAR

• S = Situation
• T = Task
• A = Action
• R = Result

           

Listening Skills

• Seven Ways to Listen Better Today
• Understanding Active Listening
• Sending Good Signals to Others

 

Asking Good Questions

• Open Questions
• Closed Questions
• Probing Questions

 

Advanced Communication Skill

• Building Rapport
• Understanding Precipitating Factors
• Establishing Common Ground
• Using “I” Messages
• Developing Assertiveness
• Knowing the 4 different personality types
• Communicating the right way with the 4 different types