Feature - presented live to an Interflora conference (Add-on Selling)

1. Introduction
2. The Easter Egg Girl
3. The purpose if business
4. Why should we sell more?
5. Elmer Wheeler
6. New mind Set - open wallet opportunity
7. Little decisions are easy
8. The might enjoy their purchase more
9. The added service might add life?
10. They might buy the same elsewhere
11. They will spend their money elsewhere anyway
12. The might buy a similar product
13. You might save them the hassle
14. Why do we find it so hard? You forget
15. You think the customer will be offended
16. Our trouble is we are Aussies
17. Half way summary
18. Alertness
19. An audience member tells a story
20. The TAH position
21. Bunching and coupling
22. The book guarantee
23. Creative plays - Bob Jane's Wheel sales
24. Muffin Break's story
25. A.S.K.!!
26. One item per team member
27. Alice Springs Truckie

Bonus - Selling isn't Telling –presented live in Singapore

1. Introduction
2. Colin's overview
3. Ideal Salesperson's attributes
4. Talking not an essential characteristic
5. The pot plant babbler
6. The department store backsider contrasted with the sunglass salesman
7. The buck passer salesperson
8. Recapitulation of the four styles
9. Asking questions saves time
10. Asking questions saves face
11. Asking questions saves patience
12. The preacher
13. Asking questions keeps contol
14. Asking questions makes you listen
15. The question game introduced
16. The question game explained
17. The visit to Grandma's
18. The right balance of asking and telling
19. The diagram of a sales presentation

20. Ending