COURSE LIBRARY MONTH 1. Your Foundation. Beliefs, Certainty, and Congruency The Pyramid of Selling The Approach and First Initial Seconds MONTH 2

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1 COURSE LIBRARY MONTH 1 Your Foundation Introduction Beliefs, Certainty, and Congruency The Pyramid of Selling The Approach and First Initial Seconds MONTH 2 Neuro-linguistic Programming Chapter 8 N.L.P. Visuals Auditories Kinesthetics How to Sell a Visual How to Sell an Auditory How to Sell a Kinesthetic The Eyes, and the Ever Changing Modes MONTH 3 Rapport and the Power of Questions Rapport The Power of Questions Listening Global Rapport Rapport Smorgasbord Matching and Mirroring Pacing and Leading MONTH 4 Collecting Ammunition and Eliminating Objections Body Language (55%) Voice Qualities (38%) The Words (7%) Collecting Ammunition and Eliminating Objections Finding the Need Anchors Positives and Negatives Chapter 8 Establishing Outcomes Chapter 9 Instant Replay Technique

2 0 1 Eliminating Objections Breaking the Pact MONTH 5 The Liquid Presentation Chapter 8 Chapter Feature/Benefit/Emotional Anchor Assuming Reduce It to the Ridiculous Emotion Picture Augmentation Creating Urgency The Takeaway Pain Tie-Downs State and Floating Personality Types Scratching the Program Total Control with an Open Mind MONTH 6 Closing and Handling Objections Chapter 8 Knowing When to Close Closing Hearing Objections Handling Objections The Objection-Handling Formula The Objection-Handling Smorgasbord Get em Real, Get the Deal! Wrap Up Bits and Pieces Professionalism Do You Prejudge? Time Management Your Health MONTH 7 Finding More Qualified Leads Finding More Qualified Leads

3 MONTH 8 Competing with a Lower-Priced Competitor Competing with a Lower-Priced Competitor MONTH 9 How to Talk to and Close Business Owners How to Talk to and Close Business Owners MONTH 10 How to Close Your Company's "Dead" Deals How to Close Your Company's "Dead" Deals MONTH 11 Getting Internet Leads to Pick up Their Phone Getting Internet Leads to Pick up Their Phone MONTH 12 Getting through the Gatekeeper Getting through the Gatekeeper

4 MONTH 13 Your Selling Style Your Selling Style MONTH 14 How to Upsell in a Relationship Sale How to Upsell in a Relationship Sale Burnout How to Close Someone Based on Their Profession Part 1 MONTH 15 Selling Intangibles Selling Intangibles Excuses Salespeople Need to Stop Using How to Close Someone Based on Their Profession Part 2 MONTH 16 How to Close Salespeople and Others That Know Sales Techniques How to Close Salespeople and Others That Know Sales Techniques This Month s Advanced Call Strategies How to Really Get Referrals How to Close Someone Based on Their Profession Part 3 MONTH 17

5 Selling a Commodity Part 1 Selling a Commodity Part 1 This Month s Advanced Call Strategies The Epidemic That Is Killing Sales Pipelines Improve Your Post-Decision Debriefs MONTH 18 Selling a Commodity Part 2 Selling a Commodity Part 2 This Month s Advanced Call Strategies Everything You Need to Know about Writing Proposals Part 1 Dress for Success MONTH 19 Justify Your Drop Close Part 1 Justify Your Drop Close Part 1 This Month s Advanced Call Strategies Everything You Need to Know about Writing Proposals Part 2 Build Your Presentation around Your Toughest Clients Part 1 MONTH 20 Justify Your Drop Close Part 2 Justify Your Drop Close Part 2 This Month s Advanced Call Strategies Selling with R.O.I. Build Your Presentation around Your Toughest Clients Part 2 MONTH 21 Justify Your Drop Close Part 3 Justify Your Drop Close Part 3 This Month s Advanced Call Strategies Certainty Bombs Mastering Transitions

6 MONTH 22 How to Effectively Manage Your Leads Part 1 How to Effectively Manage Your Leads Part 1 This Month s Advanced Call Strategies Public Speaking the Path to Ultimate Confidence and Certainty You Should Always Present This Way MONTH 23 How to Effectively Manage Your Leads Part 2 How to Effectively Manage Your Leads Part 2 Protecting Your Customer Base Part 1 Let Them Know You're a Salesperson Being Present Part 1 MONTH 24 How to Effectively Manage Your Leads Part 3 How to Effectively Manage Your Leads Part 3 Protecting Your Customer Base Part 2 How to Identify and Deal with Very Specific People Being Present Part 2 MONTH 25 Visualize the Sale Like CAD (Computer-aided design) Visualize the Sale like CAD (Computer-aided design) Protecting Your Customer Base Part 3 The Psychological Makeup of the Master Closer Part 1 Managing Customer Expectations Part 1 MONTH 26 The 10 Commandments of Networking The 10 Commandments of Networking Customer Profiling

7 The Psychological Makeup of the Master Closer Part 2 Managing Customer Expectations Part 2 MONTH 27 The 80/20 Rule Applies to Everything The 80/20 Rule Applies to Everything Stepping outside of Yourself Networking on the Golf Course 21 Tips to Use at a Networking Event