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SALES MASTERY
- #01: Product IQ = Claims + Features + Benefits + Nail-downs: Designing Your Position Statement!
- #02: Why Do I Care? Defining Your Passion and Personal Buy-In Factor!
- #03: Identifying the Five Steps To Selling!
- #04: Building Your Sales Presentation Around The Five Steps To Selling!
- #05: Attitudes Impact Upon Sales Performance!
- #06: Building & Sustaining Your Selling IQ As Your Market Differentiator!
- #07: Gaining a Favorable Start to Your Professional Selling Presentation!
- #08: The Interest Step: Capturing Interest Through Consultative "Stacking-N-Linking"
- #09: Presentation Step: What's It All About?
- #10: Desire Step: Building the Emotional Want and Telling Your Story!
- #11: The Closing Step: Getting the Commitment and Order!
- #12: Fine Tuning Your Sales Presentation Around The Five Enhanced Selling Steps
- #13: Over-Coming the Sales Blahs & Negative Stereotypes
- #14: Using the "Sales-Funnel/Sales Pipeline" to Remain Selling/Recruiting Healthy!
- #15: Qualifying Your "Profile" Customer - The New 80/20 Rule!
- #16: Designing a "Qualified Suspect Profile" to Get to "Qualified Prospect Profile" Faster for Increased Sales Efficiency with Everything You Do!
- #17: Overcoming "NO" in the Sales Process!
- #18: Performance Driven Selling® Dealing with Objections!
- #19: Identifying The 4-Core Mental Decision Makers To Every Transaction!
- #20: Designing Core "Disqualifying" Questions to Save Presentation Time and Increase Your Closing Ratios!
- #21: Selling to the Five Different Age Segmentations In Society Today with Tailored Approaches: Motivating the Centurion, Baby-Boomer, Generation X-Y, Millennial, and Now Generation Z!
- #22: Selling to Gender Specific Needs!
- #23: Selling to Individuals One-on-One!
- #24: Selling to Groups, Using Rule 80-10-10™!
- #25: Selling to Cultural Diversity Needs!
- #26: Differentiating Your Offer/Approach Via USF (Unique Selling Feature) Number One!
- #27: Differentiating Your Offer/Approach Via USF (Unique Service Feature) Number Two!
- #28: Showing the Prospect/Customer Your Offer Is Either: Better, Faster, More Cost Effective or Different ... Than Anything Else in The Market Place for Them!
- #29: Seven Steps to Improved Connection with the Other Person, Through Improved Listening Skills!
- #30: Improving Your Communication Effectiveness: The Art of Sending the Correct Signal for Impact!
- #31: Using Rule 1/52/X™ Allows You to Remain Connected to Your Market & Keeps Your Sales Funnel Full with Leads!
- #32: Leveraging Existing Business Relationships for Greater Business Opportunities ... aka 100% of 100% Strategy!
- #33: Getting Referrals from Every New Client, Customer, Recruitment!
- #34: Cultivating New Business Opportunities from Dead/Lost Account Contacts Via the BLENDSTM Formula!
- #35: Cross Selling for Increased Business Opportunities!
- #36: Up Selling for Business Development Relationships!
- #37: Down Selling to Better Serve Your Client Relationships!
- #38: Business Integration Grid® - 100% of 100% Account Development & More Business Opportunities!
- #39: Cultivating "Advocates & COIs" From Existing Clients?
- #40: Farming Versus Hunting ... Networking Versus Cold Calling: The Art & Science to Better Selling & Lead Flow Management!
- #41: Orphan-Selling® Can Make Your Future a Success!
- #42: Selling, Advocating & Recruiting from Your Resume for Accelerated ROI!
- #43: Selling to Mission Statement & Personal Position Statements!
- #44: Leveraging Social Media & Viral Marketing in Selling & Lead Generation as a Sales Professional, Association Membership or Military Recruiter - it's all the same rule book!
- #45: Staying Connected to Your Leads, Prospects & Customer-To-Be with Follow-Up Rule 1-2-3-4-5-X® or System 1-2-3-4-5-X®!
- #46: Three Keys to Follow Up Success!
- #47: Let the NIGHT SHIFT Be Your GPS to More Business Opportunities!
- #48: Using Other Forms of Technology to Compliment Your Sales Effectiveness
- #49: Time Management Effectiveness with The "Quadrant Manager" System: Increase Your Productivity by A Factor of Four!
- #50: Using A Contact Database Management System To Assist in Your Sales Efforts
- #51: Strategic Selling via Tracking Your Account Activity and Status Using The "Sales Contact Performance Profile" Form!
- #52: Exhibit, Trade Show, Display Booth or Informational Table Venue Engagement Selling... Ideas for Increased Business Opportunities!
- #53: Brand Management - Percentage of Market Share in Prospects & Customers Mind That You Own Impacts Percentage of Sells You Make in Your Market!
- #54: Becoming the Expert! Self-Proclaimed Professional or Hack?
- #55: View Your Customers Via a Frequent Customer Program Matrix!
- #56: Building Lasting Sales Relationships by Providing "Reliable C.A.R.E.™" To Every Customer: Five Ways to Build Immediate and Lasting Credibility with a Client!
- #57: The 4-Core Reasons Customer's Leave and Prospect's Don't Buy!
- #58: Identifying Why Customers Love You or Leave You, Via Your "Customer Service Rating (CSI)" ... It Drives Your Selling Focus and All Efforts!
- #59: Applying the BLENDS™ Model in Re-Building Credibility When Your Product, Service or Organization Has Bottomed Out in The Markets Mind!
- #60: Why Most Sales Professionals SUC: Selling is a Profession and not a Part Time Vocation!
- #61: Competitive Analysis of You Versus? What Do You Know About Your Competition and What Do You Know About Your Deliverable Versus Theirs?
- #62: Using SURVEY's to Sell More, Sell Better, Attract New Business Opportunities!
- #63: Telephone Power & Using PIE™ to Master the Telephone!
- #64: Using Your Business Card as Your #1 Selling Instrument!
- #65: Advancing the Involved Sale Forward in Your Sales Pipeline/Funnel with "Call to Action" (CTA) Next Steps!
- #66: Your MORGUE & Cleaning Up Lost POCs & Inactive Clients for ROI!
- #67: Sales Business Plans (SBP): Designing & Implementing Your Annual SBP for Daily ROI!!
- #68: Work Product & Frequency Accelerates Selling, Lesson's Learned from Model 5-1-2-1-1-X™ Formula!
- #69: Sales Business Plans (SBP): Designing & Implementing Your Annual SBP for Daily ROI!!
- #70: What Does RIGHT Look Like?
- #71: Rule 5@5™ is the Ultimate Self Accountability Assessment for Closing More Sales!
LEADERSHIP MASTERY
- #01: Maintaining Individual Relevance for Organizational Success in the Global Marketplace = OWNERSHIP
- #03: Understanding Solo Entrepreneurs
- #05: Making & Implementing Decisions
- #04: Your Trajectory Code = Success
- #06: Change Matters: The ABCs of Managing Change for Performance Impact
- #07: Mentoring Future Nonprofit Leaders: Setting the Framework for Success
- #08: Self-Proclaimed Expert or Wannabe: Is Your Culture at Stake
- #09: Performance Reviews that Perform Real & Lasting ROI
- #10: 5 Factors to Organizational & Personal Success!
- #11: Is Your Culture a Leader, Creator or Killer?
- #12: Leadership – The BETA Factor
- #13: Intergrating YOU, Inc.
- #14: Your Code of Ethics
- #15: Sustainability & Relevance in Your Organization
- #16: Building A Stellar Board or Advisory Board for You or Your Business
- #17: Three Performance Factors
- #18: Standards-of-Conduct & Beyond the Golden Rule
- #19: TALENTification™
- #20: Happy Workers are Profitable Organizations' #1 Secret
- #21: Career Nomads are Parasites to Organizations & Individuals
- #22: Turning to the SME to Accelerate Your Goal Attainments
- #23: Ultra-Achievers & Peak-Performing Organizations
- #24: Changeformational™: Why CHANGE Management is a Disaster to Business
- #25: Annual Strategic Planning must be Monthly Execution Planning
- #26: The Success Side of Mergers and Acquisitions
