How to Build a Complete Sales Person

Understanding a Professional Sales Person - Why did you choose sales? Why is the sales profession your best friend? Four areas of sales. Excepting the fact that success in sales is a constant journey, not a destination. How to develop the characteristics of a professional sales person.

Leadership in Sales - Bryan will help you recognize and apply the three main laws of personal leadership. In this session, you will learn the five characteristics of personal belief and the roll it plays in leadership. What are the eight tools to master in our profession?

Goals Are Not Wishes - Exploring the value of written goals. Why don't people write goals down? Goal-setting rules. How to identify your goals. Are your goals in harmony with your values in life? Bryan shows you how to clarify important goals.

Eight Tools of Our Profession - These are the basics that everyone in sales needs to keep honing their skills on. These eight tools are prospecting, making original contact, qualifying, presenting your product or service, handling objections, closing, asking for and getting referrals and remembering key information.

Achieving Your Goals - What good are written goals without a plan to make them happen? Bryan discusses a 10-step system to reach your goals. How to overcome goal-setting obstacles. Don't forget to reward yourself for your success.

Phone Sales - This session features Frank Massine as he explains the ten elements that can be mastered to enhance your phone productivity. Your call reluctance will vanish and your sales volume will greatly increase as you apply these ten elements.

Reviewing the EAT Philosophy - Questions all top producers answer the same. The key components for greatness in life. The "What Am I" riddle. Examining the trust factor. Gaining the salesperson's most valuable tools. The five elements of integrity in sales.

How to Lead Sales Associates - Why employees don't do what they are supposed to do. Using time control and time management to maximize your return on energy. How are you dealing with the tyranny of the urgent and finishing tasks at hand? What is your time worth?

Relationship Selling - Rate your self on the trust evaluation scale. Master the skillful use of the eight keys to building relationships. Learn the different social styles of relationships. Understanding the four different social styles for relationship building.

Closing Techniques for the Elite - Concluding time management with a numbers demonstration. Keeping your priorities clear. When do you close? What is closing? Strategies for building trust. Nine reasons why your energy will give out before the job is done.

First Impressions - In this session, Bryan candidly lays out some very practical do's and don'ts of establishing a good first impression. How has relationship selling changed over the years? What is the halo theory in selling. Success in this business is spelled STP.

Twenty Elite Closes - Seven characteristics of a strong closer. Stalls versus genuine objections. A master closer himself, Bryan concludes this album with twenty proven "word by word" closes that can be adopted to improve any salesperson's closing ratio.