Day One

HOW TO OVERCOME CALL RELUCTANCE
Bob Johnson

Call reluctance is a topic that most, if not all salespeople must address at least once in their careers. Call reluctance is an "action inhibitor." It steals defeat from the jaws of victory. It is an obstacle to your ultimate success - an obstacle that must be overcome.  This session provides "battle-tested" tactic to help you win the war against call reluctance.

• Why Everyone Has Experienced Call Reluctance
• How Management Contributes To Call Reluctance
• You Can't Manage Productivity. You Can Manage Activity

HOW TO INCREASE YOUR TELEPHONE EFFECTIVENESS
Bob Johnson

Most salespeople use a telephone frequently, if not constantly.   However,  frequency of use does not predict successful use. There is a smart way to use the phone, and there are, at best, ineffective ways.  In this session you'll learn how to increase your sales effectiveness with the telephone and how to change customer doubts into beliefs.

• Why Fear Of Rejection Inhibits Telephone Effectiveness
• How The Telephone Should...And Should Not Be Used
• Correct Telephone Wording

HOW TO BUILD WIN/WIN RELATIONSHIPS
Bob Johnson

It is a time-tested fact of the business world that you can win almost any battle, but if the "cost" of the battle is a business associate or client who feels cheated, who feels not consulted as an equal partner, who believes his or her interest were less important than your own, then, ultimately, the battle you won will contribute the the loss of the war.  This session gives strategies and concepts to help you build relationships that stand the test of time - relationships where the needs of all parties are are clearly understood and met.

• How to Build An Atmosphere Of Cooperation
• How to Turn Rejection Into Acceptance By Talking About The Prospect's Interest
• The "WIIFM" (What's In It for Me?) Factor

Day Two

HOW TO BECOME A MEANINGFUL SPECIFIC
Zig Ziglar

This dynamic, powerful session focuses on distinguishing activity from accomplishment and why failing to recognize the difference is a major reason why many people fail at at any task.  We also look at the definition of fear and explore some of the attitudes and habits we must develop to overcome it.  We also look at aspects of self development that apply, not only to our selling careers, but to the totality of of our business, family and social lives.

• Do Not Confuse Activity With Accomplishment

• A Seven-Step Formula For Achieving Goals

• How To Develop A "Support Group"

HOW TO CHANGE DOUBT TO BELIEF
Bob Johnson

This session deals with an issue every salesperson faces: changing prospects' doubts to beliefs.  Because virtually every sales begins with some degree of doubt on the part of the prospect, unless the you can help the prospect make this switch, you will simply never close the sale.  This session focuses on the behavior of both the prospect and the salespersons.

• When/How To Introduce Facts
• Follow Each Fact With A Benefit
• Seven Forms Of Evidence:

• Examples 

• Testimonials

• Statistics

• Facts

• Demonstrations

• Analogies

• Exhibits

HOW TO PLAN YOUR WAY TO INCREASED PRODUCTIVITY
Bob Johnson

This session deals with critical part of delivering sales results: planning.  We focus on how to identify and organize the five key areas of business, using time effectively, and using statistics to track sales performance.

• The Difference Between "Primary" and "Secondary" Time

• How to strike a balance between serving existing clients and developing new clients

• How to Dramatically Increase The number Of Calls You Make

Day Three

HOW TO RESPOND...NOT REACT...TO LIFE
Zig Ziglar

Salespeople, in general, probably suffer more emotional ups an downs than any other career group.  We are constantly dealing with rejection, and still we are expect to have a smile on our face and a skip in your step.  Yet, we are human; things go wrong that affect our attitude and even our physical well-being.  The key, though is to not lest these daily trials and tribulations negatively affect our performance or personal lives.  This session, featuring master motivator, Zig Ziglar, teaches specific strategies to keep salespeople on an even keel - and productive in the face of disappointment.

•  How to Respond...Instead Of Reacting To Challenges
• Those Who Try To "Hurt"... Are Often Hurting
•  How To Turn Adversity To Advantage

HOW TO IDENTIFY BUYING SIGNALS
AND USE TRIAL CLOSES
Bob Johnson

Being able to identify buying signals does not required that you be a mind-reader, but it does require you to be an attentive listener.  This highly interactive session teaches you how to recognize a buying signal and give an appropriate response.  Plenty of role-plays will ensure you learn the techniques.

• When You See Or Hear A Buying Signal...Use A Trial Close
• Trial Closing Techniques:

• The "Prospect's Opinion" Technique

• The "IF" Technique

• The "How Would Your Boss/Spouse React?" Technique

• The Secret Of "Progressive" Trial Closing

HOW TO TURN COLD, HARD OBJECTIONS INTO SOFT, WARM BUSINESS
Bob Johnson

This session is full of great ideas on one the most crucial areas of selling: dealing with objections.  Virtually every successful sale, regardless of size, bean with the prospect presenting one or more objections.  This is the reality of sales" before you get the customer's signature on the dotted line, you must be able to overcome objections.  This session features some classic techniques that are sure to increase your selling effectiveness.

• Four Times To Handle Objections: Now, Later, In Advance, and Never
• Two Rules Of Handling Objections: Clarify and Cushion
• Four Methods For Handling Objections: The Explanations; The Denial; The Reversal; Let The Prospect Handle It

Day Four

HOW TO CLOSE WITH GREATER CONFIDENCE
Bob Johnson

This session concerns the payoff time in selling.  Of all the books written on selling, most devote the majority of the time to closing.  If you cannot close, you cannot sell.

• When To Close
• How To Take Your Prospect's "Temperature" With Trial Closes
• Four Closing Methods:

•  Instructive

• Assumptive

•  Alternative Choice

• Minor Detail

HOW TO BUILD A WINNING SELF IMAGE
Zig Ziglar

A positive self image is a particularly important part of being a successful businessperson.  If you do not feel good about yourself, you can bet your last dollar that your negative feelings about yourself will come across to other people, and they will not feel good about you, either!

• You Can't Perform In A Manner Which Is Inconsistent With The Way You See Yourself
• No One Can Make You Feel Inferior Unless You Give Them Permission
• The Difference Between Refusal and Rejection

WHY THERE'S NO "FREE LUNCH"
Zig Ziglar

This session concerns business managers worldwide.  How do you make employees appreciate the inherent value of work itself?  It's a subject on which millions of dollars are spent annually in hopes of finding an answer.  Having a good answer would lead to increased efficiencies and corporate profits.  This session share some ideas that the world-famous motivational expert, Zig Ziglar, has found to help people appreciate the value of work.

• The Best Of Plans Won't Work...Unless You Do
• The Difference Between Opportunity And Taking Advantage Of Opportunity
• To Get Something Out You Must Put Something In