• Goal Setting
  1. Mental vs Written
  2. Specific, Achievable, Time-Driven
• Attitude
  1. Keys to Establishing ?Like & Trust?
  2. Avoiding Negative Thinking
• Seven Steps of the Selling Process
  1. Prospecting
  • Cold Calling ? Gatekeeper Script
  • Tips & Techniques
  • Referral Prospecting
  2. Initial Contact
  • Relationship Building ? Rapport / Common Ground
  • First Impressions: Name and Subject
  • Non-Verbal Communication
  • NLP: Mirroring / Matching
  3. Needs Analysis / Discovery-Probing
  • Preventing Objections
  • Effective Steps for Qualifying Prospects: N.E.A.D.S.
  4. The Presentation
  • Features (Data Dump) vs. Benefits (WIIFM)
  • Tie Downs - Building "Yes" Momentum
  • The Relationship Between Emotion & Logic
  • Building Value vs. Cutting Price
  5. Overcoming Objections
  • Top 5 Objections in Your Industry
  • The 6 Step Process to Confirmation
  • Scripting Essentials
  • Regaining Control
  6. The Close
  • Paradigm Shift
  • Necessity for Multiple Closing Attempts
  • Necessity for Multiple Closing Techniques
  7. Follow-Up
  • Creating a Reason to Call
  • "Thank You" Letters
  • Referrals - Sphere of Influence

This high-energy workshop is held at your facility at a time convenient for you and your group. After scheduling the workshop we will call you to customize the content ? please review the outline above to determine which training subjects you would like emphasized for your team.