businesssuccesstraining.com |  Free Workshop




I. Goal Setting

1. Mental vs. Written
2. Specific, Achievable, Time-Driven

II. Attitude

1. Keys to Establishing “Like & Trust”
2. Avoiding Negative Thinking

III. Seven Steps of the Selling Process

1. Prospecting
a. Cold Calling – Gatekeeper Script
b. Tips & Techniques
c. Referral Prospecting
d. Social Media Strategies (Hot Topic)

2. Initial Contact
a. Relationship Building – Rapport / Common Ground
b. First Impressions: Name & Subject
c. Non-Verbal Communication
d. NLP: Mirroring / Matching

3. Needs Analysis / Discovery-Probing
a. Preventing Objections
b. Effective Steps for Qualifying Prospects: N.E.A.D.S.

4. The Presentation
a. Features (Data Dump) vs. Benefits (WIIFM)
b. Tie Downs – Building “Yes” Momentum
c. The Relationship Between Emotion & Logic
d. Building Value vs. Cutting Price

5. Overcoming Objections
a. Top 5 Objections in Your Industry
b. The 6-Step Process to Confirmation
c. Scripting Essentials
d. Regaining Control

6. The Close
a. Paradigm Shift
b. Necessity for Multiple Closing Attempts

c. Necessity for Multiple Closing Techniques

7. Follow-Up
a. Creating a Reason to Call
b. “Thank You” Letters
c. Referrals – Sphere of Influence

“I am writing this note to let you know how valuable the business success training ….. You provided us with great resources, no nonsense advice and step by step guidance all wrapped up in some good humour!

I came away with a direction rather than a notebook full of overwhelming jargon. I felt energized and ready to get down to “business” with a set of goals that fit my particular business….I appreciate your interest in getting people connected to their dreams and your willingness to assist others in achieving success in their business efforts. Accolades to you and your team!

Sandee Johnson
Studio Manager

“I had a great time at the Business Seminar on Monday. I look forward to attending more of your events in the future.”
Monique Poche
www.OnlineCopyGuru.com

“I want to thank you very much for organizing the SUCCESS SUMMIT 2011 here in Denver Colorado. I really appreciated the detailed information …… After attending your seminar, and really have it impress me enough to put ideas and plans into action…. This is what I believe good Insurance Agents are made of. I truly benefitted from attending your seminar”
Brad Garrett
Garrett Insurance Agency

“I really enjoyed the summit, got more out of it than one usually does at these events. And thank you for sending the follow-up reminders of what to do next. That really helps to keep the Summit information in focus..”
Cheryl Garlock
CRS
Colorado Front Range Properties

“I really enjoyed the Success Summit. It helped me identify several problem areas, and figure out how to map a course to improve. I was always on the sales assistant side of life: The Back Up! Now I want to be on the frontlines and make the money for me. The Success Summit is designed to help you see the past, present and future. If you know where you’ve been, and not sure what or where you are going now or in the future, this conference is for you.”
Janae Blanscet
Farmers Insurance

“The seminar content was great! I recommend this seminar to anyone wanting to increase their income.”
Steven Greenwald
Denver, Colorado