Following is a synopsis of the valuable Information you will find within the chapters of …
"The Art of the $ale"
IntroductionSelling....it's more of an art form than a science. Here we set the stage, giving you the psychological mind set necessary to fully incorporate all of the tools you will be given in the subsequent chapters.
The Nature of the Beast
Here we discuss the realities of selling, giving YOU a clear understanding of the essence of those elements that are key to the making of the sale… any sale… in any industry. We put everything in it's proper perspective and, in the process, motivate YOU to action! Would that be helpful to you?
Creating the Prospect Profile
While all elements are important to the creation of a sale, this is perhaps the most important. Why? The name of the game in selling is to get your message in front of as many of the RIGHT people as you possibly can. Many sales people do all of the right things… with all of the wrong people! The biggest enemy of any salesperson is TIME. Creating the proper prospect profile helps you to ensure that you only spend your time where it will be of the highest possible benefit to YOU while, at the same time (and equally important) ensuring you spend ZERO time where the chances of making money for YOU is virtually nil. We give YOU a very specific detailed prospect profile and show YOU how to create one for your own personal use. It's better than looking for a needle in a haystack, wouldn't you agree?
The First of Two Calls
"The Art of the Sale" introduces you to a clearly defined, systematic, two call approach to the opening of new accounts. In this chapter, we concentrate on the first call, showing you how to create a custom first call presentation, tailored to both your personality and style of business. We show you how to tailor that presentation to the prospect profile, which you created in the previous chapter. By the time you have reached the end of this chapter, you will know precisely who you are going to look for, and how to quickly identify that prospect. In addition, YOU will learn the procedures that YOU will employ once having identified qualified prospects that will set the stage for the second $$$CLOSING$$$ call. Would this kind of guidance be helpful to you?
The Method to the Madness and the 2nd Call
What we mean by the "Method to the Madness" is this:
??? / Alt Close / STOP!Now just what is that? That is a very simple code that we will teach YOU to help YOU to master the creation of YOUR OWN highly effective and focused sales presentations instantly! Many of my trainees on Wall Street have used this very simple concept to become a walking, talking, living, breathing account opening MACHINE!!!$$$ Would you like to become one too?
Objections - Where the Selling Truly Begins
If the first time you ask for the order your prospect complies, you might wonder if something is wrong! Virtually every sale involves the countering of objections. If your prospect doesn't object, you might wonder if your prospect is taking you seriously. After all, most people offer up some objection or concern when asked to part with their money! We discuss the nature of objections, how to identify "real objections" versus "smoke screens", how to convert the smoke screen objection to a real objection and how to then convert that and other objections into $ALE$! We show you how to employ a method that helps you to lead your prospect to reach the conclusion that you wish him or her to reach. We do this in a manner that often has the prospect believing that it was the prospect that reached that conclusion by his or her own devices. Would you agree that by the time your prospect has reached his or her own conclusion to do business with you, that sale is a virtual "LOCK"?
Face to Face versus Telephone Selling
The selling techniques taught in "The Art of the Sale" are 100% applicable to all kinds of selling in virtually all industries. Many companies have already decided what style of selling they want their sales people to use. Some of these companies, through the indoctrination process, belittle the techniques employed by their competitors. The FACT is that both Face to Face and Telephone selling are viable. However, personal value judgements come into play when deciding which method is best for YOU to employ. We compare these styles and help YOU to decide for YOURSELF, which style would be best suited to you! Do you think this would be helpful to YOU?
Exuding Enthusiasm
Our objective in "The Art of the Sale" is to instill in you the tools necessary to create the most powerful sales presentations and a method by which you will deliver those presentations in the most effective manner possible. Therefore, it is also necessary for us to focus on delivering those presentations in the most enthusiastic manner possible! It does absolutely no good to have the greatest presentation in the world if you deliver it flat as a pancake! In this chapter we literally MOTIVATE YOU to EXUDE ENTHUSIASM! Would you care to get motivated?
Sell the Relationship… NOT your product!
It is often all too easy for we as sales people to lose sight of what the client or prospect really wants. Sometimes we think that all our clients or prospects want is to make a lot of money. However, that is most often not the paramount reason why our clients do business with us. What most people want is to build a relationship with someone that they can relate to who also happens to have the professional expertise necessary to give them their desired end result. We discuss the importance of this aspect of "The Art of the Sale" and how you can best use it to your advantage. Would you agree that is it very important to focus on what the client wants?
The Importance of ALWAYS telling THE TRUTH
The title of this chapter may lead you to believe that we are about to enter some "moral high ground". But, the FACT is there are some very good and pragmatic business reasons to engage in "Honesty is the Best Policy". We give you a number of practical examples to illustrate this point. Therefore, if your moral and ethical make-up haven't already lead you to this conclusion, we will show you how ALWAYS telling THE TRUTH adds up to BIG DOLLARS in YOUR POCKET. Do you see the value in such a discussion?
GOOD LUCK!
We conclude by sending you on your way in a highly MOTIVATED state!
We believe that by the time you have finished listening to "The Art of the Sale" you will be capable of becoming a new account opening MACHINE! Furthermore, if you are in the interview process with a brokerage firm or any other sales oriented organization who is going to make their determination as to whether or not to hire you based the results of a "sales aptitude" test, The Art of the Sale will prepare you to do what you must to GET THE JOB! You will come away with a far greater understanding of the things you must do to be among the most successful of sales people than you did before you pushed the play button roughly 2 hours earlier!!!Do YOU want to be the BEST that YOU can be? If you answered "Yes" click NEXT