Motivation Addiction Centers (MAC)

 

The Art of Creative Selling

 

1.    How To Use The Program

  1. Spaced Repetition
  2. Multisensory Impact
  3. Program Components

i.                    Lesson Manuel

ii.                  Audio Recordings

iii.                Action Planner

iv.                My-Tyme Success Planner

v.                  Manual Prospecting

 

2.    Lesson 1:  Enthusiasm Sells

  1. What Is Enthusiasm?
  2. Genuine Enthusiasm
  3. Enthusiasm Sells!
  4. Interest:  The First Step To Enthusiasm
  5. Knowledge:  The Second Step To Enthusiasm
  6. Belief:  The Third Step To Enthusiasm
  7. Enthusiastic Momentum
  8. The Power Of Enthusiasm
  9. Applying Enthusiasm

 

3.    Lesson 2:  How To Master Your Time

  1. The Principles Of Time Management

i.       Set Goals To Use Your Time Effectively.

ii.                  Becoming Time Conscious.

iii.                Understand How much Your Time Is Worth.

iv.                Categorize Your Prospects.

v.                  Prioritize Your Time.

  1. The Essentials of All Master Salespeople

 

4.    Lesson 3:  Prospecting:  The Lifeblood Of Selling

  1. The Purpose Of Prospecting
  2. Picturing Prospects
  3. Methods Of Successful Prospecting

i.          Cold Calling

ii.                  Observation or Networking

iii.                Endless Chain Referral system

iii.        Prior Customers

iv.                Nest Prospecting

v.                  Centers of Influence

vi.                The Internet

 

  1. Beginning To Use A Prospecting System

i.          Develop a list.

ii.         Transfer your list to 3x5 cards.

iii.                Rate each prospect.

iv.                Filling your prospect box.

v.                  Begin contacting prospects.

  1. Prospecting Attitudes And Activities

 

5.    Lesson 4:  Becoming A Master Prospector

  1. Using Referrals
  2. Qualifying Prospects

i.                    The need for the product

ii.                  Ability to buy

iii.                The authority to buy

  1. Observation Methods Of Prospecting
  2. Using Referral Influence

i.          Influence with friends

ii.         The influence of position

iii.                Influence through leadership

  1. Building Centers Of Influence

 

6.    Lesson 5:  Successful Sales Interviews

  1. Defining The Sales Interview
  2. Conditions For Favorable Sales Interviews

i.          A Class “A” Prospect

ii.         Time to make your presentation

iii.        Reasonable privacy

  1. The Importance Of Class “A” Prospects
  2. Other Interview Necessities

i.          Ask questions.

ii.         Arrange privacy with the prospect.

iii.        Inspect what you expect.

 

7.    Lesson Six:  How To Get More Sales Interviews

  1. The Telephone Approach

i.          Warm up before making calls.

ii.         Develop a good telephone technique.

iii.        Schedule a time for calls.

iv.        Make your calls effective.

  1. Social And Personal Approaches
  2. Pre-Approach Letters And E-Mails
  3. The Group Approach
  4. Limiting The Approach To Its Basic Purpose
  5. Completing The Approach

 

8.    Lesson Seven:  The Art Of Closing Sales

  1. Developing Closing Abilities
  2. Breaking Preoccupation

i.          Control of the interview.

ii.                  Learning from the answers

iii.                Identifying prime buying motives.

  1. Buying Signals
  2. The Essence Of Closing
  3. The Closing Question
  4. Choosing A Closing Strategy

 

9.    Lesson 8: Closing Strategies That Work

  1. Four Steps To Master Closing Techniques
  2. The Order-Blank Close
  3. The Alternate-Choice Close
  4. The Minor- Point close
  5. The Physical-Action Close
  6. The Avoid-A-Loss Close

i.          The Impending-Event Close:

ii.         The Inducement Close:

iii.        The Concession Close:

  1. Emotional-Appeal Close
  2. What Do you Do When Prospects Want To Wait?
  3. Getting All The Business
  4. Asking For Referrals
  5. Become A Closing Expert

 

10.  Lesson 9:  Preparation For Handling Objections

  1. The Be-Of-Service Attitude
  2. Understanding Objections
  3. Pre-Sale Preparation

i.          Gather Information

ii.                  And second, fit what you sell into your prospect’s needs.

  1. Product Knowledge And Creativity
  2. Avoiding Objections
  3. Objections As Indicators

i.          The early objection

ii.         Objections during the sales presentation

iii.        Stalls

  1. Objections As A Sounding Board

 

10.           Lesson 10:  Turning Objections Into Sales

  1. The Objection Procedure

i.          Step 1:  Listen Carefully To The Objection

ii.                  Step 2:  Using A Statement Of Understanding

iii.                Step 3:  Convert The Objection To A Question

iv.                Step 4:  Answer The Question

v.                  Step 5:  Ask A Closing Question

  1. The Professional Challenge

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