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CD 1 – How to Understand Yourself
and Others
1. Introduction to Series
 2.
Overview of the Concept of Temperament
3. The Villagers
4. Strengths and weaknesses of each temperamemt
5. Indicators from body shapes
6. Indicators from clothing styles
7. Indicators from offices
8. Indicators from desks
9. Indicators from books
10. Indicators from photos
11.
Adapting to temperament styles
12. Summary
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CD 2 - Six not-so-observable Characteristics
of Motivated People
1. Introduction
2. Overview
3.
Characteristic 1: Start at the end and work back
4. Characteristic 2: Hitch hike
5.
Characteristic 3: Be a Duke of York
6. Characteristic 4: Understand the power of words
7. Characteristic 5: Use the power of stories
8. Characteristic 6: Plant hope
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CD 3 - Salesmanship: Queen of Sciences
and King of Professions
1. Introduction
2.
Salesmanship explained
3. Summmary of the five principles
4. Portrayal of an idea
5. Painting of pictures - Dr Jenner
6. Perseverence against odds
7.
Professionalism at all costs
8. Planting of hope
9. Conclusion Jonas Salk
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CD 4 - Selling isn't Telling
1. The context of the recording
2. Overview of selling and telling
3.
Find out what people want and help them to get it - Fred Herman
4. Asking questions saves time - The Time X Interest graph
5. The Country Preacher
6. Asking questions saves you from a long list of troubles
7.
Talking too much raises issues about which they might object
8. Talking too much confuses people
9. Asking questions saves face
10. Asking questions saves patience
11. Questions keep control
12. Childhood anti-sales conditioning e.g. Grandma's House
13. Questions make you listen - Game: No replies etc...
14. Conclusion and the send up
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CD 5 - P.E.A.R.C.E.S. Benefit Formula
PLUS Elephant Hunting - How to Identify a Real Prospect and Save Your
Time.
Elephant Hunting - How to Identify a Real Prospect and
Save Your Time.
1. Introduction
2.
The sculptors
3. Suspects and Prospects selling to a M.A.N.
4. Qualifying prevents selling to the wrong person
5. Qualifying establishes the right foundation for the sale
6. The car yard salesman - aggressive qualifying
7. Eight qualifying questions -
8. Question 1: Permission
9. Question 2: What do you have at the present time
10. Question 3: What do you like about it?
11. Question 4: What would you change?
12. Question 5: I guess you want to start... (now, later, whenever)
13. Question 6: Is there anyone else we need to speak with?
14. Question 7: A choice between A& B
15. Summary of the 7 questions
16.
Practise with the kitchen table drill
17. Question 8: Most people spend between $X and $Y...
18. What if the suspect fails to qualify?
P.E.A.R.C.E.S. Benefit Formula
1.
Introduction - Hello. I'm your customer!
2. Overview of P.E.A.R.C.E.S
3. It's not about price!
4. 'It's a beaut little mower really'
5. State features in benefit language
6. Fountain pens for sale
7. Bridging statements
8. Lawnmower sales re-visitied
9. The artist and the little girl - put the customer in the picture
10. P - Performance benefenglish
11. E - Economy benefenglish
12.
A - Appearance benefenglish
13. R - Reliability benefenglish
14. C - Comfort benefenglish
15. E - Ego benefenglish
16. S - Safety benefenglish
17. Conclusion
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CD 6 - S.A.Sh.M.A.C. - How to Handle Objections
PLUS Closing is as Simple as ABC
S.A.Sh.M.A.C. - How to Handle Objections
1.
Introduction to Handling Objections
2. The difference objections and real reasons not to buy
3. The four differences between experienced sales people and the rest
4.
Three kinds of objections -
1. Request for more information
5. 2. Negative statements
6. 3. Outright rebuttals
7. You have to test the difference between rebuttals and requests
8. Build objections into the sale - the graph
9. The S.A.Sh.M.A.C. formula in a presentation about tapes
10. The W.A.T.IF Formula
11. Conclusion
Closing is as Simple as ABC
1. Introduction to closing - Sam Walton
2. Closing defined
3. ABC - Always Be Closing - the modern interpretation
4.
Build closes into your presentation
5. Close when you see a buying sign
6. Buying your product back - review
7. Fear of closing
8. Common closes
9. Clincher questions
10.
'Either /or' - 'Two yes' options
11. Direct close
12. How to close
13. Minor choice close
14. Conclusion
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