Digital Course

0. Introduction

1. Professional or Amateur

2. The Great Shortage

3. Commitment

4. Greener Pastures

5. The Power of Prediction

6. The Only Reason You Won't Like Selling

0. Introduction

1. Selling Yourself

2. Conviction is the Make or Break Point

3. The Ninety-Day Phenomenon

4. Put Your Money Where Your Mouth Is!

0. Introduction

1. How Much Time Do You Have

2. Use Every Moment to Sell

3. The Lunch Opportunity

4. Sales Up

0. Introduction

1. The Massive Action

2. The Four Degrees of Action

4. Production Yields Happiness

5. The 10x Rule

6. Work Your Power Base

7. How to Build Your Power Base

8. Impose on Them or Help Them

9. Capitalize on the Easy Sale

New Problems

0. Introduction

1. The First Rule of Selling

2. The Agreement Challenge

3. The Agreement Drill

4. Trust is Critical to the Sale

5. Customers Don't Make Sales, Salespeople Do

6. Increased Sales

7. People Believe What They See, Not What They Hear

8. Use third-Party Data to Validate

9. Tips on using Information to Build Trust

Understanding The Buyer

0. Introduction

1. A Great Attitude is Worth More Than a Great Product

2. Treat Them Like Millionaires

3. Daily Attitude

4. A Product of Your Enviornment

5. Tips to Have a Great Attitude

0. Introduction

1. The Magic of Give, Give , Give

2. Love The One You're With

3. Level of Service

4. Make Service Senior To Selling

5. The Hard Sell

6. Closing is Like a Recipe

0. Introduction

1. It's Almost Never Price

2. Love, Solve Problems, and Confidence

3. More on Price

4. Handling Other Concerns Handles Price

5. Justifying Price with Other Inventory

6. Salespeople Stop Sales, Customers Don't

0. Introduction

1. No Shortage of Money

2. The People Business, Not the X Business

3. The Most Intresting Person in the World

1. What is the Road to The Sale

2. Steps in the Road to the Sale 1-13

3. Mistakes to Avoid

4. Commit to the Steps

1. Your Mental Disposition

2. Service is Senior

3. Verbally Deliver a Great Attitude

4. How to Stay Positive

5. Triks to Staying Positive

6. 20 Traits of a Great Attitude

7. Rules to Being Positive

8. Positive Communication

9. Summary

1. Purpose of the Greeting

2. Your Introduction

3. Putting the Buyer at Ease

4. Handling the RDR

5. Common Ground

6. Using Information

7. Using information Part 2

8. Information Gets You Information

9. Dress and Posture

10. Tips on the Greeting

11. Biggest Mistakes in The Greeting

12. Great Greetings

13. Terrible Greetings

1. Handling Objections in The Greeting

2. Difference Between Want and Ask

3. Initiate Objections in the Greeting

4. Handling Price in the Greeting

5. Mistaks Made in Handling Price

6. Just Looking

7. Want to Speak To Your Manager

8. Time Objections

9. Concerning Financing

10. Credit Concerns

11. What Will the Payments be On

1. The Importance of Fact Finding

2. 21st Century Fact Finding Best Practices

3. What - Why - How

4. Wrong Product

5. Clues from the last Purchase

6. Questions Not to Ask

7. The New Situation

1. The Basics

2. Selection

3. Verify Selection With Alternatives

4. More On Alternatives

5. Demonstration Basics

6. Feature Advantage Benefit

7. Product Knowledge - Mistakes

8. The Why

9. Why's and APES

10. Controlled Presentations

11. Present First

12. The Rules

13. Assumptive

14. Demonstration - Mistakes

15. Demonstration - Objections

16. Sell Yourself

17. Super Freak The Presentation

1. What's a Trial Close

2. Trial closes you can use

3. Gaining Mental Ownership

4. Objections to trial closes

5. Not just the product

6. Make Them Feel Like Family

1. Introduction

2. Excuses

3. Increase Write Ups

4. Mistakes

5. Assumptions

6. Objections

0. Introduction

1. Purpose of the Program

2. The Cost of Not Closing

3. The End Game is the Close

4. The Importance of the Close

5. The Winner's Exchange

6. The Goal of the Closer

7. Know or No

11. The 20-80 Rule

8. Two Ways to Learn

9. Closing is a Service

10. Relationship and the Close

Theory of Closing

0. Introduction

1. Never Attempted to Close

2. Prressure is Perceived as a Bad Thing

3. Unwillingness to Deal With Emotions

4. A Lack of Belief in the product

5. An Incorrect Estimation of Effort

6. Being Reasonable

7. No Financial Plan in Place

8. Handling Objections That Are Only Complaints

9. Shortage of Closing Material

10. Incorrect Barrier

11. Recap - The 10 barriers to Getting a Deal Closed

0. Introduction

1. The Rules

2. Always Present Your Proposal in Writing

3. Always Clearly Communicate Your Proposal

4. Always Make Eye Contact

5. Always Have a Pen Available

6. Know How to Use Humor

7. Always Ask One More Time!

8. Always Have Available an Arsenal of Closes

9. Stay With the Buyer

0. Introduction

1. Treat the Prospect Like a Buyer

2. Always Know You Can Come to an Agreement

3. Always Maintain a Positive Demeanor

4. Always Smile No Matter The Outcome

5. Always Treat a Buyer Like They Can!

6. Always Acknowledge The Buyer

7. Always Agree With The Buyer

8. Always Look for a Solution

9. Care So Much That You Refuse Not To Close

10. Use the Full Arsenal of Closes

11. Always Know You Do Not Provide A Service Until You Close

1. Payment Close

2. Payments To Figures Close

3. Rate Close

4. Agreement Close I

5. Agreement Close II

6. Agreement Close III

7. Won't Be The last Time Close

8. Be Grateful Close

9. Congratulations Close

10. Do It Anyway Close

11. Watch All Of These Closes Back-To-Back

1. Disease Close

2. Inventory Close - Move down a model

3. Inventory Close - Move up a model

4. Selection Alternative Close

5. Package Alternative

6. Payment Breakdown Close

7. Budget Close I

8. Budget Close II

9. Budget Close III

10. Budget Close IV

11. Watch All Of These Closes Back-To-Back

1. Budjet Close V

2. Assume Zero Balance Close

3. Down To The Penny Close

4. Reduce To Ridiculous Close

5. Better to Live Rich Close

6. Can't Talk It With You Close

7. No Shortage of Money Close

8. Justify Close

9. Money Equals Close

10. Treat Yourself Close

11. Watch All Of These Closes Back-To-Back

1. Work Hard to Earn This Close

2. You Deserve It Close

3. Discount Close

4. No Equity Close

5. Same Product Close (Yours)

6. Same Product Close (Theirs)

7. Now and Later Close I

8. You Knew That Before Close

9. Gratitude Close

10. Who Taught You That Close

11. Able Close

12. Commision Close

13. Leave It Up To The Bank Close

14. Quality Close

15. Price Gurantee Close

16. Watch All Of These Closes Back-To-Back

1. Important Person Close

2. Flush The Objection Close

3. Want To Be First or Last Close

4. Sooner or Later Close

5. Get It Done And Over Close

6. Never The Best Time Close

7. Future Date Close

8. Now or Never Close

9. Get More Done Close

1. Spouse Stall Close I

2. Spouse Stall Close II

3. Spouse Stall Close III

4. Spouse Stall Close IV

5. Unavailable Party Close

6. Unavailable Party Close II

8. Think About It Close II

7. Think About It Close I

9. Think About It Close III

10. Think About It (1-10) Close IV

11. Think About It Close V

12. Leave Me Some Paperwork Close

13. Going to Wait Close

14. Rash Decision Close

15. Rash Decision Close II

16. Nothing to do With Decision Close

17. Either Way Close

1. Delivery Close

2. Check Close

3. Scale From One-To-Ten Close

4. Equipment Close

5. Title or Registration Close

6. Paperwork Close

7. Insurance Close

8. No Other Reason Close

9. Momentum Close

10. Re-Print or Re-Demo Close

11. Everything The Same Close

12. Summary Close

13. Comparison Investment Close

1. Second Party Assist Close

2. Second Baseman Close I

3. Second Baseman Close II

4. Do It For Me Close

5. Payoff Close

6. Delay Payment Close

7. No Cosigner Close

8. Feel-Felt-Found Close

9. Handshake Close

1. Three Yes's And Then Close

2. Referral Close

3. If I Could, Would You Close

4. Eleventh Inning Close

5. Ben Franklin Close

6. Scarcity Close

7. Puppy Dog Close

8. Feel-Felt-Found Close

9. Handshake Close

1. Introduction

2. Telephone's Importance

3. Types of Calls

4. My Rules of the Phone

5. What Makes a Good Phone Person

6. Myths About the Phone

Incoming Calls

1. Introduction

2. Buyer's Goals

3. Sales Person's Goals

4. Your Responsibilities

5. Types of Calls

6. Things to Avoid

7. Quick review on Incoming Calls

1. Parts of the Call

2. The Greeting

3. Fact Finding

4. Number and Name

5. Hold Button

6. Appointments

7. Appointments Stalls

8. Stall Killer

9. Ending Calls - Vital

Phone Power Price Call

1. The Importance of Follow-Up

2. Follow Up Defination

3. B2B Leads Not Sales Ready

4. Why Leads Do Not Convert

5. The Importance of Nurturing Leads

6. Lift Your Lead Generation

7. Get a 500_ Increase in Lead Conversion

8. Be The First to Follow-Up

9. The ALWAYS Rule

10. Dont't Be THAT Guy

11. How to Get Your Share of this Trillion Dollar Industry

12. Be in the Top 1_ of Earners in the World

13. Convert 40_ More Leads Than Anyone Else

14. The Most Powerful-Up Tool

Follow-Up

1. Commitment

2. CRM - Customer Relationship Management

4. Scripts

3. Organization

5. Accountablity

6. Unreasonable Attitude

1. Never Made the Call

2. Not Enough Calls

3. Calls not on a Regular Basis

4. Wait too long to Follow Up

5. Lack Variety in Reasons to Call

6. No Clear Purpose in the Call

7. Not Leaving a Message

8. Not Collecting CRITICAL Data for Future Sales

9. Not Asking for Referrals

10. Not Organized to Store Data

1. Using the Facts on Unsold Customers

2. Follow the Opportunity

3. Why Don’t People Buy

4. The Five Types of Buyers

5. Revelations of Follow-Up

1. Phone Call

2. Text

3. Email

4. Handwritten Letter

5. Personal Visit

6. Using Gimmicks

7. Apology Contact

8. Selfie Video Messages

9. Social Media Reach

10. Use Photo Images

11. Newsletter and Blogs

12. Testimonial

13. Survey

1. Texting

2. Email

3. Calling

4. Visiting

5. Mail

6. Gifts

7. Friends

8. Retargeting

1. Same Day Call

2. 3 Day Contact or Call

3. 7 Day Contact

4. 14 Day Contact – Send Video Message

5. 1 Month Contact – Mail or Personal Visit

6. 3 Month Call – Data Personal to The Buyer

7. 6 Month – Value Your Opinion Call

8. 12 Month

9. 15 Month – Personal Visit Call

10. 18 Months – Personal Mail

11. 18 Month Same Day – Email or Phone Call

12. 24 Month Call – Feedback Call

1. Same Day Contact – Thank you

2. Day 1 Contact – Call

3. Day 2 Contact – Handwritten Letter

4. Day 3 Contact – Video

5. Day 4 Contact – Personal Visit

6. Day 5 Contact – Thought Of You

7. Day 10 Contact – Event Offer

8. Day 14 Contact – Informational Links

9. Day 21 Contact – Video Email

10. Day 30 Contact – Event Offer

11. Day 40 Contact – Thinking About You

12. Day 50 Contact – Special Offers

13. Day 60 Contact – Personal Visits

14. Day 75 Contact – Send Photo Mock-Up

15. Day 90 Contact – Management Call

16. Day 100 Contact – Special Gift

17. Day 120 Contact – Personal Visit

18. Day 150 Contact – Drop Off Special Offer

19. Day 180 Contact – Compelling Information

20. Day 210 Contact – Just Got This In

21. Day 240 Contact – Apology Contact

22. Day 270 Contact – Chocolate Boot Candy

23. Day 300 Contact – Person of Influence

24. Day 330 Contact – Testimonial Request

25. Day 365 Contact – You Don’t Know By Now

1. Texting During Engagement

2. Immediate Texting

3. Management Call

4. Invites

5. Regular Newsletter

6. Social Media as Follow-Up

8. Giant Cookie

7. I Saw This and Thought of You

9. Telegram

10. Personalized Singing Email

11. Customized Candies

12. Lottery Tickets

13. Personal Visit with Giftbag

14. Purchase Prepaid Cell Phone

15. If I Don't Hear Back, I will Ship the Product

16. Choclate Feet

17. Call the Wrong Extension

18. Add This Phrase

20. The Five No Strategy

21. Five No Call and Flip

22. Word of Caution on Follow-Up

19. Show them on a Magazine

1. Lack of Time

2. Personal Issue (Kids, Marriage, Legal)

3. Concern About Cost

4. Cash Flow

5. Budjet Constraints

6. More Pressing Problems

7. Able to Carry On Without

8. Change of the Guard

9. Instablity Within

10. Poor Previous Decisions

11. Lack of Branding

12. Reputation

13. Uncertainty

14. Buy Sell Agreement

15. Not Decision Maker

16. Lost a Deal to Competition

17. They Don't Like You

1. The Cold Call

2. Facts about the Telephone

3. Why You HATE Cold Calls

4. What Industry's and People Should Make Cold Calls

5. Why the Cold Call Is so Important

Master The Cold Call

1. Outbound Cold Call

2. Outbound Lead Response

3. Outbound Referral Call

4. Outbound Follow-Up Call

1. Define a Contact

2. Do the Math

3. Build a List

4. Call Prepration That Will Gurantee Your Sucess

5. Your Script

6. Role Play Every Day

7. Prepare for Objections

8. Take Notes

9. 8 Ways to Gurantee Your Sucess on the Call

1. What is the Gate Keeper

2. Act the Part

3. Kill the Small Talk until you need it

4. The Power Greeting for the Gate Keeper

1. Purpose of the Cold Call

2. The Greeting

3. The BIG Claim

4. Qualify or Fact Find

5. Close

6. How to Get Started Building Your Own Script

Structure of Outbound Cold Call

1. Get Up Early

2. Workout

3. Get Focused - Eye On The Prize

4. KNOW Your Call Calculations

5. Start Your Day With Training and Role Play

6. Clean Your Space

7. Make Your List of 5

8. Find Your Music

1. Not Intrested

2. I am Busy or Don't Have Time

3. Send Me Some Information or Email Me

4. Not the Decision Maker

5. No Budget

6. Let Me Try It or Free Trial

7. Need to Talk to Director or Executive or Board or Spouse

8. Price Objection or Too Much Money (In Greeting)

9. Did't Use the Last One We Bought

10. Already Working with Another Company

11. What Do You Do

12. Call Me Next Quarter

1. The Most Important Cold Call Stat

2. Best Time to Call

3. Magic Questions that Advance the Process

4. The Power of the Text

5. The ALWAYS, ALWAYS, ALWAYS of Cold Calls

6. Tips of Leaving Messages

7. The Key to Cold Calling Sucess

8. Identify The Influencers

9. Bring in Back Up for the Discovery

10. Rapid Responce is KEY

11. Understanding the Follow-up Facts

1. Follow-Up Tool

Follow-Up Tool

1. Purpose of Prospecting

2. What is it

3. Why is Prospecting Important

4. How to Fill Up Your Pipe;line So That You are Affluent with Propects

5. How Prospecting is Different than Selling

1. Introduction

2. Power Base

3. Sold Customers

4. Service Type Calls

5. The Unsold

6. Why Do You Spend Money With

7. Business Using Your Products

9. Orphan Owners

8. Competetions Customers

10. Lost or Unsold Customers of the Company

1. Your Power Base

2. The Power Base Call

3. Service Customers

4. Calling the Service Customer

5. Reactivating Sold Customers

6. The Call to Sold Customers

7. Converting the Unsold

8. The Call to the Unsold

9. People You Do Business With

1. The Digital Customer

2. Who is Shopping Online

3. Why are Consumers Shopping Online

4. How Online Customers Differ

5. There are more Mobile Devices than Desktops

6. Consumers Can Shop 27-7

7. More Purchases Take Place on Tablets

8. Average Customers Spend 11 Hours Researcing Purposes Online

9. The Consumer is Connected and You Need To Be As Well

Internet Lead Response

01. Slow Responce Time

02. No Defined Follow-Up Process

03. Gives Your Team Predictablity

04. Gives You Consistency

05. Process Allows You to Scale

06. Assuming Your Lead Has Not Done Their Homework

07. Not Giving the Info Requested

08. Forget They Still Need to be Sold

09. Assuming the Lead is the Decision Maker

10. Rely on Only 1 Form of Communication

11. Quit Too Soon

12. Lead may be on the Wrong Product

13. Inablity to get through Filters Gatekeeper

14. No Research on Lead

1. Introduction

2. Work to your Potential Not Your Quota

3. Shoot for Extraordinary

4. Go the Extra Mile Even After You Have Satisfied BAsic Requirements

5. Do What Others Refuse to Do

6. Be Willing to Fail Knowing Failure is Impossible

7. Be The Most Dependable Person You Know

8. Let people Know You are Unique by Your Actions

9. Do Those Things That Challenge You the Most

10. Give More than is Expected of You

100 Ways to Stay Motivated

Curriculum

1. Get in a Mastermind Group of Winners

2. Read a Book a Week

3. Cut Out Negative People

4. Stay Uncomfortable and Meet New People

5. Do Those Things You Are Fearful of

6. Surround Yourself with Positive Reminders

7. Reach Up for New Friends

8. Ask Those More Sucessful than You for Guidance

9. Make Continued and Regular Investments in Yourself

10. Go to Workshops to Learn and Connect

11. Avoid Those that Don't Assume Responsiblity for Every Outcome

12. Seek to be Exceptional in Every Area of Your Life

1. Look to Control Time Rather than Manage It

2. Schedule Your Dy in 15-Minute Blocks

3. Make Quality Time for Your Family Everyday

4. Keep Statistics on Everything Important

5. Keep a Full Calender

6. Go to Bed Early

7. Be the First One Up in your Neighborhood

8. Schedule Short Breaks

9. Schedule Short Breaks

10. Get Things Done Long Before Required of You

11. Break Your Life into Priorities and Win at All of Them

12. Write a Daily Battle Plan

1. Be Honest With Everyone Especially Yourself

2. Stay Involved with Your Community - Be Social

3. Be the Most Professionally Dressed Person in Your Space

4. Take Enough Time Off to Fulfill Your Desire for Time Off

5. Get Out of The House and Try New Things

6. Avoid Ads that Promote Depression as A Disease

7. Avoid Drama TV and Radio

8. Have Rewards for Accomplishments that Complement Your Potential

9. Cut Out All Behaviour That Lowers Your Self Esteem

10. Everyday Look for Opportunities to Help Others

11. Stay in the BEST hotels

12. Fly First Class

13. Overcommit to Your Family and Friends

1. Exercise a Little Everday

2. Eat the Healthiest Fods You Can Afford

3. Avoid Foods with Sugars

4. Increase your Water Intake

5. Be Energetic Even When You Don't Feel It

6. Take Power Naps if They Help You

7. Write Down the Sucesses You are Having

8. Listen to Music that Pumps You Up

9. Say YES to Life

10. Move with Speed and Urgency

11. Stay Hungry and Act Hungry with Everyone You Meet

1. Approach Sucess as Your Duty

2. Approach Sucess as an Ethical Issue Not a Financial One

3. Be the Most Ethical Person You Know

4. Have a Higher Purpose than Just Money

5. Never Settle for Good When You Can be Great

6. Get Great Partners

7. Be Deaf When Someone Says You Can't

8. Create Daily Rituals that Put You in Charge

9. Never, Never, Never Compare Yourself to Money

1. Never Lower Your Target Mentality

2. MAke Sure the Whole World Knows You

3. Dominate Your Space, Don't Compete in It

4. Get So Much Attention You are Criticized for It

5. Make The News Don't Watch It

6. Become a Celebrity in Your Space

7. Get Some Big New Juicy Problems Rather than Old Boring Ones

8. Be So Big in Your Space Everyone is Talking About You

1. Write Down Your Goals First Thing Each Day

2. Write Your Goals Down Again Before You Go to Sleep

3. Have a 30-Minute Finance Meeting with Your Family

4. Have a Monthly Goals Meeting with Your Family

5. Identify What You are Passionate About

6. Picture What you Want at the End of the Deal

7. Focus on the Future Not the Past

8. Keep Images of What it is you Want in Your Environment

1. Be a Maniac at Your Career and Life

2. Do a Little More Than the Day Before

3. Do So Much that You are Criticzed for it

5. Stay around hitters and winners

6. Never Compromise Your Potential for Being Satisfied

4. Take Every Thing You Do To Another Level

7. Look at How Things are Possible Rather than Impossible

8. Look to Acomplish Those Things Others Say Can't be Done

1. Stay Focusses on the Daily Target

2. Do The Most Difficult Things First

3. Push Yourself to Do More thank You Think Possible

4. Visit Your Customers in Person

5. Call Every Problem Customer Personally and Quickly

6. Bring More to a Presentation Than You Could Ever Use

7. Complete Every Task Once Started

8. Respond to all Social Media Likes and Comments

9. Show Up Early for Everything

10. Make a List of Contacts That Would Change Your Life

1. Introduction

2. Trait 1- Great Sales People quit hinking about a sale, and start thinking about a business

3. Trait 2 - Great Salespeople treat each customer with a high level of customer service (1 customer at a time)

4. Trait 3 - Great Salespeople take the time to understand a customer’s needs

5. Trait 4 - Great Salespeople OVER promise and OVER deliver

6. Trait 5 - Great Salespeople invest in activities that will grow their business

7. Trait 6 - Great Salespeople are always looking for new ways to serve their customers

8. Trait 7 - Great Salespeople invest in networking, community, and building relationships

9. Trait 8 - Great Salespeople get obsessed with selling as an art

10. Trait 9 - Great Salespeople are not dependent on the economy

11. Trait 10 - Great Salespeople surround themselves with over achievers

12. Trait 11 - Great Salespeople are never, ever satisfied

13. Trait 12 - Great Salespeople do not view failed sales as lost sales

13. Top Traits of Great Salespeople

14. Trait 13 - Great Salespeople never give up on unsold client

15. Trait 14 - Great Salespeople are like magicians

16. Trait 15 - Great Salespeople see problems as opportunities

17. Trait 16 - Great Salespeople invest in their education and personal development

18. Trait 17 - Great Salespeople invest in making themselves known

19. Trait 18 - Great Salespeople hold themselves to performance standards higher than normal

20. Trait 19 - Great Salespeople constantly looking for new ways to build their pipeline

21. Trait 20 - Great Salespeople protect and guard their clients like they are gold

22. Trait 21 - Great Salespeople are convinced that their products are more valuable than money they

23. Trait 22 - Great Salespeople have a deep belief that they won't be challenged by economies, competition, or low prices

24. Trait 23 - Great Salespeople know how to listen more than they talk

25. Trait 24 - Great Salespeople do not see themselves as selling, but serving and assisting

26. Trait 25 - Great Salespeople are not satisfied with awards and paychecks

27. Trait 26 - Great Salespeople always get answers to a question

28. Trait 27 - Great Salespeople want to disrupt the status quo for their industry

29. Trait 28 - Great Salespeople focus on results not effort

30. Trait 29 - Great Salespeople stretch way beyond their comfort zones

31. Trait 30 - Great Salespeople want to create clients for a lifetime

32. Trait 31- Great Salespeople never blame others. they always accept responsibility

33. Trait 32 - Great Salespeople are obsessed with building clientele

34. Trait 33 - Great Salespeople are inspired by failure

35. Trait 34 - Great Salespeople stay hungry, act hungry and tell people they are hungry

36. Trait 35 - Great Salespeople show up early and they stay late

37. Trait 36 - Great Salespeople view problem customers as opportunities to create fans

38. Trait 37 - Great Salespeople see a job with a salary as more of risk than a commission job

39. Trait 38 - Great Salespeople value the connections in their community as their main aim 1 of commerce

40. Trait 39 - Great Salespeople are devoted to being in great physical, emotional and spiritual condition

41. Trait 40 - Great Salespeople have the work ethic of an obsessed maniac

42. Trait 41- Great Salespeople trust instinct, creativity and passion to fuel them

43. Trait 42 - Great Salespeople are very smart with their money

44. Trait 43 - Great Salespeople are good at starting things and they are unbelievable at finishing them

45. Trait 44 - Great Salespeople are willing to make the uncomfortable or difficult calls

46. Trait 45 - Great Salespeople are magicians, geniuses at communication, keeping negotiations alive when others would let them die

47. Trait 46 - Great Salespeople hold themselves accountable

48. Trait 47 - Great Salespeople are convinced that what they do is making a difference for their clients and the world

49. Trait 48 - Great Salespeople want to be _1 in their industry, not _1 in their company

50. Trait 49 - Great Salespeople seek to dominate not compete

51. Trait 50 - Great Salespeople go way beyond just selling. Don't stop at just selling

52. Trait 51 - Great Salespeople are immune to negativity

53. Trait 52 - Great Salespeople are great listeners but they can also be deaf

54. Trait 53 - Great Salespeople do not get emotional in the negotiations

55. Trait 54 - Great Salespeople know that until the close takes place, value is not exchanged

56. Trait 55 - Great Salespeople never stop learning

57. Trait 56 - Great Salespeople know the difference between an objection and a complaint

58. Trait 57 - Great Salespeople never lower their targets

59. Trait 58 - Great Salespeople know the difference between selling, negotiating and closing

60. Trait 59 - Great Salespeople are willing to persist and insist in the close

61. Trait 60 - Great Salespeople know that the most important sale they will ever make is to themselves

62. Trait 61 - Great Salespeople build value. they don't discount price

63. Trait 62 - Great Salespeople take the time to practice, drill, rehearse and role play

64. Trait 63 - Great Salespeople follow up relentlessly

65. Trait 64 - Great Salespeople believe their personal value exceeds the value of their product or service

Top Traits Checksheet

1. Best Price or Time III- Appreciate You Shopping Us for Price

2. Best Price or Time IV- Save You Time

3. Best Price VII- Final Decision on Price Only

4. Invoice III- Work with Your from Invoice

5. Invoice V- Only Thing More Important than Price

6. Looking for Someone Else II-Bring Her Back at Later Date

7. Looking for Someone Else IV- Bring Information Back to Them

8. Just Looking I - My Job

9. Just Looking II - Right Product at Figures You Can Agree With

10. Just Looking III - Great, Bigger or Smaller

11. Just Looking IV - Excellent Selection to Look At

12. Just Looking V - Don't Waste Any Time

13. Just Looking VI - Put Information Together for You

14. Just Looking VII - That's Why We Display Our Products

15. Just Looking VIII - Take as Much Time as You Need

16. Just Looking IX - My Best Customers Do the Same Thing

17. Just Looking X - When You are More Serious, In the Future

1. Demo Objection IV - Promise Not To Waste Your Time

1. BOTTOM LINE I (LET'S GO)

2. BOTTOM LINE II (EXACTLY)

3. BOTTOM LINE III (NOTHING TO GO THROUGH)

4. BAD CREDIT I (LET ME WORRY ABOUT THAT)

5. BAD CREDIT II (I'M THE PROFESSIONAL)

7. NOT BUYING TODAY I (MY FAULT NOT YOURS)

8. BAD CREDIT III (THAT'S NOT A BIG DEAL)

8. NOT BUYING TODAY II (CHANGE YOUR MIND)

9. NOT BUYING TODAY III (IF YOU WERE GOING TO BUY)

10. NOT BUYING TODAY IV (ANYWAY)

11. NOT BUYING TODAY V (STILL NEED IDEA OF COST)

12. NOT BUYING TODAY VI (RIGHT CIRCUMSTANCES)

13. OWE TOO MUCH I (LET ME WORRY ABOUT THAT)

14. OWE TOO MUCH II (WILL NOT KEEP US FROM DOING BUSINESS)

15. SLOW DOWN I (INTELLIGENT DECISION)

17. SLOW DOWN III (DIDN'T ASK YOU TO MAKE A DECISION)

18. THIRD PARTY I (WANT THE SAME THING)

18. SLOW DOWN II (FORGIVE ME)

19. THIRD PARTY II (INTELLIGENT CONVERSATION)

20. NOT BUYING TODAY VII (KNOW YOUR OPTIONS)

21. TIME- I UNDERSTAND YOU'RE IN A HURRY)

22. NOT BUYING TODAY VIII - SPENDING VALUABLE TIME

23. SLOW DOWN IV - (GET HER DONE)

1. Don't Know What I Want- If you Did Know

2. Don't Know What I Want - What are You Sure You Don't Want

3. Don't Know What I Want - What Brought You Out

4. Give Me Your Card - Mind if I Tag Along To Answer Questions

5. How Much Down I- Show You With No Money Down

1. Spouse Stall Close

2. Spouse Stall Close II

3. Spouse Stall Close III

4. Spouse Stall Close IV

5. Unavailable Party Close

6. Unavailable Party Close II

7. Think About It Close I

8. Think About It Close II

9. Think About It Close III

10. Think About It Close IV

11. Think About It Close V

12. Leave Me Some Paperwork Close

13. Going to Wait Close

14. Rash Decision Close

15. RASH DECISION CLOSE II

16. RASH DECISION CLOSE III

17. Either Way Close

Handling Objections

1. Delivery Close

2. Check Close

3. Scale From One-To-Ten Close

4. Equipment Close

5. TitleRegistration Close

6. Paperwork Close

7. Insurance Close

8. No Other Reason Close

9. Momentum Close

10. Re-present Close (Re-demo Close)

11. Everything The Same Close

12. Summary Close

13. Comparison Investment Close

1. Important Person Close

2. Flush The Objection Close

3. Want To Be First or Last Close

4. Sooner or Later Close

5. Get It Done And Over Close

6. Never The Best Time Close

7. Future Date Close

8. Now or Never Close

9. Get More Done Close

1. Referral Close

2. Eleventh Inning Close

3. Scarcity Close

4. Agreement Close I

5. Agreement Close ll

6. Better to Live Rich Close as its

7. Budget Close I

8. Budget Close II

9. Can't Take it With You Close

10. Commission Close

11. Congratulations Close

12. Do It Anyway Close

14. Gratitude Close

16. Inventory Close - (Package)

17. Leave It Up lb The Bank Close

18. Money Equal close

19. No Equity Close

20. No Shortage of Money Close

21. Payment Close

22. Payment to Figures Close

23. Price Guarantee Close

24. Rate Close

25. Reduce TO Ridiculous Close

26. Same Product Close (Theirs)

27. Same Product Close (Yours)

28. Treat Yourself Close

29. Work Hard to Earn This Close

30. You Deserve It Close

32. Rash Decision Close II

33. Think About It Close I

34. Think About It Close II

35. Unavailable Party Close I

36. Check Close

37. Comparison Investment Close

38. Delivery Close

39. Equipment Close

40. Everything The Same Close

41. Paperwork Close

42. Re-present dose (Re-demo Close)

43. Summary Close

44. TitleMegistration Close

46. Get More Done Close

45. Flush The Objection Close

47. Never The Best Time Close

48. Ben Franklin Close

49. Feel-Felt-Found dose

50. Handshake Close

51. If I Could, Would You Close

52. Puppy Dog Close

53. Three Yes's And Then Close

54. Delay Payment Close

55. No Cosigner Close

31. Rash Decision Close

56. Second Baseman Close I

57. Second Baseman Close II

1. Second Party Assist Close

2. Second Baseman Close I

3. Second Baseman Close II

4. Do It For Me Close

5. Payoff Close

6. Delay Payment Close

7. No Cosigner Close

8. Able Close

9. Agreement Close III

10. Assume Zero Balance Close

11. Be Grateful Close

12. Budget Close III

13. Budget Close IV

14. Budget Close V

15. Discount Close

16. Disease Close

17. Justify Close

18. Now and Later Close I

19. Payment Breakdown Close

20. Quality dose

21. Selection Alternative Close

22. Who Taught You That Close

24. You Knew That Before Close

25. Either way Close

26. Going to Wait Close

27. Leave Me Some Paperwork Close

28. Rash Decision Close III

29. Spouse Stall Close Ill

30. Spouse Stall Close IV

31. Think About It Close III

32. Think About It Close IV

33. Think About It Close V

34. Unavailable Party Close II

35. Insurance Close

36. Momentum Close

37. No Other Reason Close

38. Scale From One-TO-One Close

39. Future Date Close

45. Referral Close

40. Get It Done And Over Close

41. Important Person Close

42. Now or Never Close

43. Sooner or Later Close

44. Want TO Be First or Last Close

1. AFFORDABILITY CLOSE - BETTER THAN YOUR PRESENT SITUATION

2. AFFORDABILITY CLOSE - WON'T GET ANY EASIER

3. AFFORDABILITY CLOSE - WHAT EXACTLY ARE YOU NOT SURE OF

4. AFFORDABILITY CLOSE - I WILL BE THE FIRST TO SAY

5. AFFORDABILITY CLOSE - ASSURE YOU

6. AFFORDABILITY CLOSE - LIMITED PRODUCTION MAKES IF MORE AFFORDABLE

7. AFFORDABILITY CLOSE - BETTER TO ENJOY NOW

8. AFFORDABILITY CLOSE - LEAVE IF UP TO ME

9. AFFORDABILITY CLOSE - SURPRISED TO HEAR THAT

10. AFFORDABILITY CLOSE - BUYING LESS THAN PM WOULD BE A MISTAKE

11. AFFORDABILITY CLOSE - THIS PRODUCTS SAYS YOU ARE A SUCCESS

12. AFFORDABILITY CLOSE - WE WILL WORK IT OUT TO WHERE IT IS AFFORDABLE

13. AFFORDABIUTY CLOSE - PLEASURE OF OWNING FAR OUTWEIGHS THE COST

14. AFFORDABIUTY CLOSE - SWITCH FOR A 'NO' THEN CLOSE

15. AFFORDABIUTY CLOSE - PRESENT SPENDING GETTING IN YOUR WAY

16. AFFORDABILITY CLOSE - CHEAPER TO OWN

17. AFFORDABILITY CLOSE - EXACTLY WHY YOU SHOULD DO IT NOW

18. AFFORDABILITY CLOSE - VERY FEW PEOPLE THINK THEY CAN

19. AFFORDABILITY CLOSE - IF YOU CAN'T NO ONE CAN

21. AFFORDABILITY CLOSE - WHAT YOU'RE DOING NOW ISN'T AFFORDABLE

22. AFFORDABILITY CLOSE - MAKE MY UVING MAKING IT AFFORDABLE

23. AFFORDABILITY CLOSE - FULL BUDGET SUMMARY

24. AFFORDABIUTY CLOSE - RATHER HAVE SOMEONE ELSE ENJOY YOUR MONEY

25. AFFORDABIUTY CLOSE - SOME KIND OF FEAR OF BUYING

26. AFFORDABILITY CLOSE - LAST TIME YOU DID SOMETHING NICE

1. DIFFERENCE CLOSE - COMPARED TO WHAT

2. DIFFERENCE CLOSE - ONLY IF PAID IN FULL

3. DIFFERENCE CLOSE - PRICE, TRADE OR PAYMENTS

4. DIFFERENCE CLOSE - MORE THAN FAIR

5. DIFFERENCE CLOSE - ONE WAY TO REDUCE THE DIFFERENCE

6. DIFFERENCE CLOSE - BASED ON WHAT YOU ARE GETTING

7. DIFFERENCE CLOSE - DIFFERENCE BETWEEN NET AND GROSS

8. DIFFERENCE CLOSE - RIGHT INVESTMENT

9. DIFFERENCE CLOSE - FAR OUT WEIGHT THE DIFFERENCE

10. DIFFERENCE CLOSE - WORKED WITH MY BOSS TO GET IT HERE

11. DIFFERENCE CLOSE - TAILOR A PAYMENT PLAN

12. DIFFERENCE CLOSE - PROPERLY REFLECTS YOUR CHOICE

13. DIFFERENCE CLOSE - MORE THE REASON TO DO IT TODAY

14. DIFFERENCE CLOSE - WORK WITH ME

15. DIFFERENCE CLOSE - ADDITIONAL VALUE INCENTIVE

1. PAYMENT CLOSE - REDUCE THE BALANCE

2. PAYMENT CLOSE - HOW DO YOU MAKE SENSE OF WHAT YOU HAVE NOW

3. PAYMENT CLOSE - BETTER TO LIVE RICH THAN DIE RICH

4. PAYMENT CLOSE -THAT'S WHY YOU WORK SO HARD

5. PAYMENT CLOSE - COMPARED TO THE ENJOYMENT

7. PAYMENT CLOSE - CAN'T AFFORD TO CONSIDER ANY OTHER

8. PAYMENT CLOSE - BUDGET SUMMARY CLOSE

9. PAYMENT CLOSE -TAX CLOSE

8. PAYMENT CLOSE - I AM SURPRISED YOU SAY THAT

10. PAYMENT CLOSE - WHAT REASONS CAN YOU FIND

11. PAYMENT CLOSE - SMILE, DISCOUNT AND CLOSE

12. PAYMENT CLOSE - WAITING IS COSTING YOU

1. Solving Problems with Herman Cain

2. Call of Duty MW3 Tips

3. Rick Perry Embarrassing Moment

4. Sandusky Child Molestation Scandal

5. Astro X Factor Elimination

6. Black Friday Sales

7. Occupy LA Protesters

8. Demi Ashton Divorce

9. Black Friday

10. Jobless Rate California

11. White House Gunman

12. Barney Frank

13. Newt Gingrich Never Quit

14. Governor Brownback Twitter Apology

15. Rosie O'Donnell Engaged!

18. ADHD & ADD Big Pharma Drugging Our Children

19. Tim Tebow Time Again

20. Middle Class Message

21. Stop Occupying, Start Working

22. It's a Christmas Tree!

23. Pumped for Mission Impossible - Ghost Protocol!

24. Barry Bonds

27. Get Rid of Government

28. CNN Contributes to Economic Problems

29. Why Marriages Fail

30. Is Drew Brees the Best Quarterback Ever

31. Sears Epic Fail at Customer Service

32. Top 10 2011 Most Destructive Attention Vacuums

33. What's Wrong with America

34. The Mayan Prophecy 2012

36. Super Bowl Predictions

37. Bully Advice

38. Kanye West Tweeting

39. Obama Foreclosure Rental Plan

40. Motivation and Fast Foods

41. Mitt Romney

42. How To Be A Millionaire!

43. Work Like a Millionaire!

44. Secrets of Millionaires!

45. The John King Slapdown by Newt

46. Mitt Romney Took My Advice

47. Attract Success

48. Success Formula for Families

49. Warren Buffett Tax Position

50. Whiners Aren't Attractive

51. Being Poor Is A Choice

52. Seeking the Perfect Balance

53. Quitters

54. Make Your Own Economy

55. Drugs Kill

57. Oh, the Linsanity!

58. Wealth Creation for Average People

59. How to Get the Dream Job

60. Top Sales Guru on Twitter

61. Gas Prices Are Not Your Problem

62. You Are A Genius

63. Adam Carolla & The Middle Class

64. Why the Middle Class is Failing

65. Act of Valor

66. Act of Valor

67. Boredom and Burnout

68. Boredom and Burnout

69. Buy Your House Now!

70. How To Be Happy

71. Stages of Recovery

72. Gas Prices in USA

73. Negativity is Poison

74.5 Customer Experience Mistakes

75. Parents Are Important

76. Gen Y Advice

77. Millionaire Mindset

78. Invest in Real Estate NOW

79. Saints Can't Be Stopped!

80. Drive By Salesman

81. Bullies Are Cowards

82. You're Being Deceived

83. Best Buy Problems are American Issues

84. Advice on Money - Get Rich!

85. Thank You Delta!

86. HOW TO GET FIRED!

87. SALES MOTIVATION!

88. Commit to Success

89. Urgency is the NEW Virtue

56. Govt. Assistance Makes Slaves

90. Create Time, Don't Manage It

93. Bullied By The IRS

91. Work Smart Not Hard

92. Why Your Kids are Dumb

94. New York City Bloomberg Sugar Police

95. Was Obama Born in Kenya

96. Tips On Public Speaking

97. Be Laser Focused When Life Challenges You

98. Why Grant Cardone is Fighting for the Middle Class

99. How to Overcome Fear and Insecurity

100. The World IS Changing

101. Barack Obama Misleading Public About Success

102. Be Nimble To Be Successful

1. How to Finish Your Month - Live Sales Training Support

2. Holiday Support Webinar

3. How to Master Follow Up

4. How Good Of A Sales Person Are You

5. How to Improve Your Closing Strategies

6. Derek Simmons and desking deals

7. New Hire Onboarding

9. December support webinar with Grant

8. New Hire Onboarding Part 2

10. How to set goals for 2016

11. How to Keep Your Sales Team Accountable

Support Webinars

1. Derek Simmons and desking deals

2. New Hire Onboarding

3. New Hire Onboarding Part 2

4. December support webinar with Grant

5. How to set goals for 2016

6. How to Keep Your Sales Team Accountable