About the three businesses you own

How to identify ideal clients

How to pre-qualify leads

How to set up a computerized contact management system

Where to find leads and lists of contacts

Canvassing and cold-calling skills

How to build a top-of-mind identity with clients

How to choose or develop a unique selling proposition

How to set up and use a web-site

How to get press releases and articles published

How to use direct mail to build image and identity

How to create multiple sources of leads

How to look for non-traditional sources of leads

How to develop and use strategic relationships

How to get an abundance of referrals

How to set up a leads group

How and where to network effectively

The importance of creating a system for each lead generation method

How to create and use flow charts

How to plan, predict, and forecast sales

How to test new sales approaches

How to leverage time by having others generate leads for you

How to develop a complete marketing plan

How to measure and track effectiveness

How to determine lead acquisition costs

How to determine the lifetime value of a client

An understanding of 3 to 4 call sales processes

How to build rapport quickly

How to quickly create interest

How to craft attention-grabbing statements

How to create energy while telemarketing

An understanding of the purpose of the telephone

How to work through gate-keepers

How to get through voice mail

How to use email effectively

Keys to creating outstanding telephone scripts

All about territory and schedule management

How to minimize or eliminate canceled appointments

How to target the biggest and best clients within a territory

How to service existing clients while still spending time prospecting

How to confirm appointments

What to send prior to an appointment

How to use time effectively if appointments do cancel

How to get a schedule filled for you

How to replace each appointment before leaving it

How and when to set follow-up appointments

How to hire and train good sales assistants

How to create joint-venture relationships that set appointments for you

Ways to make appointments so valuable that clients will seek them out

How to set multiple appointments at once

How to use speaking engagements and seminars to fill your schedule

What leverage is, how to find it and how to use it

How to establish a bond with your clients

How to think long-term

How to truly care for clients

How to find out more about each client

How to remember names

About the law of reciprocation and how to use it with clients

How to communicate using your client's communication style

Why people buy

The relationship between logic and emotion

About risk reversal

The importance of pain and pleasure

How to ask effective questions

The difference between information-gathering
and emotion-accessing questions

How to find the decision maker

How to assess a client's financial capabilities

How to create and use a standard list of sales questions

How to get the opportunity to ask great sales questions

How to elicit a client's values and beliefs

The importance of values

How to sell based on values

About metaprograms, or buying strategies

How to elicit evidence procedures

How to predict client response

How to create compelling presentations

How to set the stage for a great presentation

About the law of contrast and how to use it effectively

The power of social proof

About commitment and consistency and its effects on a client

The importance of selling benefits

How to identify the benefits to a client of a product or service

The power of test closing

How to use opening test closes

How to use tie downs

How to use trade off test closes

How to use progressive test closes

How to put together a dynamic sales presentation

How to add in evidence or support for each point in your presentation

How to ensure that your presentation is a conversation

How to put together and use written proposals where necessary

How to present to groups

About public speaking skills

How to make the most out of speaking opportunities

How to handle objections

How to eliminate objections before they ever come up

All about negotiating

The major negotiating techniques and how to use them

How to recognize and defend against the major negotiating techniques

How to structure negotiations to be effective

How and when to close the sale

All about buying signals

How to transition to a close

The power of assumptive closes

How to use alternate choice closes

How to use order blank closes

How to use minor closes

How to ensure great client follow-up

Ways to stay in touch with clients

Ways to eliminate buyers remorse

Ways to increase client satisfaction

How to get more referrals

How and when to ask for the next sale

How to truly master the art of influence