Table of Contents

Section I: Training Your Team in the Five Basics of Selling. Mini-Seminar 1: Product IQ = Claims + Features + Benefits + Naildowns. Mini-Seminar 2: Why Do "I" Care?: Defining Your Passion and Personal Buy-In Factor. Mini-Seminar 3: Identifying the Five Steps to Selling. Mini-Seminar 4: Building Your Sales Presentation Around the Five Steps. Mini-Seminar 5: The Impact of Attitude on Sales Performance. Mini-Seminar 6: Attention: How to Gain a Favorable Start. Mini-Seminar 7: Interest: How to Capture It. Mini-Seminar 8: Presentation: What's It All About? Mini-Seminar 9: Desire: Building the Emotional Want in Your Offer. Mini-Seminar 10: Close: Getting the Commitment and the Order. Mini-Seminar 11: Building Relationships with the Stacking-N-Linking Conversational Model. Section II: Increasing Your Team's Selling Effectiveness. Mini-Seminar 12: Fine-Tuning Your Sales Presentation with the Five Enhanced Selling Steps. Mini-Seminar 13: Overcoming the Sales Blahs and Negative Stereotypes. Mini-Seminar 14: Using the Sales Funnel to Stay Sales Healthy. Mini-Seminar 15: Qualifying Your Profile Customer and Understanding the 80/20 Rule. Mini-Seminar 16: Designing a Qualified Suspect Profile for Increased Sales. Mini-Seminar 17: Overcoming "No". Mini-Seminar 18: Dealing with Objections for Constructive Outcomes. Mini-Seminar 19: The Four Mental Decisions Associated with Every Purchase Transaction. Mini-Seminar 20: Designing Core Dis-Qualifying Questions. Mini-Seminar 21: Selling to the Five Different Age Segmentations. Mini-Seminar 22: Selling to Gender-Specific Needs. Mini-Seminar 23: Selling to Individuals in One-on-One Situations. Mini-Seminar 24: Selling to Groups: Group Presentation Dynamics. Mini-Seminar 25: Selling to Culturally Diverse Audiences. Mini-Seminar 26: Differentiating Your Offer via Unique Selling Features/USF#1. Mini-Seminar 27: Differentiating Your Offer via Unique Service Features/USF#2. Mini-Seminar 28: Showing the Customer How Your Offer Excels. Mini-Seminar 29: Seven Steps to Improved Listening Skills. Mini-Seminar 30: Improving Your Communication Effectiveness: Sending the Correct Signal. Section III: Professional-Level Selling Skills. Mini-Seminar 31: Using Rule 1/12/50 to Continually Connect. Mini-Seminar 32: Leveraging Existing Relationships for More Business. Mini-Seminar 33: Getting Referrals from Every Client. Mini-Seminar 34: Cultivating New Business: The BLENDS Model. Mini-Seminar 35: Cross-Selling. Mini-Seminar 36: Up-Selling. Mini-Seminar 37: Down-Selling to Better Serve the Client. Mini-Seminar 38: Identifying Your Target-Rich Environment (TRE). Mini-Seminar 39: Cultivating Other TREs. Mini-Seminar 40: Why Customers Love You or Leave You. Mini-Seminar 41: Building Lasting Sales Relationships by Providing Reliable C.A.R.E. Mini-Seminar 42: Three Keys to Follow-Up Success. Mini-Seminar 43: Building Your Brand Recognition. Mini-Seminar 44: Using Your Business Card As Your Number 1 Selling Instrument. Mini-Seminar 45: Competitive Analysis: You Versus? Mini-Seminar 46: Cultivating Advocates from Existing Clients. Mini-Seminar 47: Mastering the Telephone. Mini-Seminar 48: Using Other Forms of Technology to Complement Your Sales Effectiveness. Mini-Seminar 49: Time Management Effectiveness with Quadrant Manager System. Mini-Seminar 50: Using a Database Management System to Assist in Your Sales Efforts. Mini-Seminar 51: Tracking Your Account Activity and Status. Mini-Seminar 52: Becoming an Expert. Appendix A: Professional Sales Skills Self-Assessment Inventory.

About the Author

Jeff Magee presents more than 100 keynote and sales training seminars each year--internationally in all 50 states. Jeff has clients ranging from Pfizer and other Fortune 100s to government agencies and not-for-profit organizations. He has presented to more than 500,000 people through on-site seminars, and keynotes.