104 Tips to Sell More with Less Effort

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Price: $197.00 Date Published: June 21, 2011
Hours: 104.00 School: Heart Centered Solutions
Materials: Teacher: Scott Schilling
Member Rating: Not yet rated

Course Description

Welcome to "90 Second Sales Tips — 104 Tips to Sell More with Less Effort!"

Thank you for taking the time to invest in yourself and the many people you will help along the way by reading this book and putting what you learn into action.

If you think this book is going to teach you how to "sell," it's not! If you think you have to be a "master selling machine," you don't! At least not in the way you have thought about it or been taught to do it in the past. By picking up this book in the first place, you obviously resonate with the life concept of being of service. I'll bet you would love to do better so you can do more for others and yourself. Call it a hunch.

How do I know? Pretty simple actually, most people I have had the pleasure to meet throughout my life have a true desire to love and be loved, help and be helped, and do their part in living a fulfilling happy life through their efforts.

Whether you are a seasoned sales professional looking to refresh and rediscover your zest for your profession, or someone who doesn't see themselves as a salesperson and yet is dependent upon talking with others to create and maintain their revenue stream, "90 Second Sales Tips" is for you!

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Course Materials

Welcome to "90 Second Sales Tips — 104 Tips to Sell More with Less Effort!"

Thank you for taking the time to invest in yourself and the many people you will help along the way by reading this book and putting what you learn into action.

  Material Name Type Size Length
Introduction PDF 411.00 KB  

Simply put, you have to capture the interest and attention of your prospect. You have to take control by giving, and creating positive energy to the interaction. Remember you only have one chance to make a first impression!

  Material Name Type Size Length
Tip 1: Capture Interest and Attention PDF 55.92 KB  
Tip 1: Capture Interest and Attention Audio 3.81 MB 2.08 minutes
Tip 1: Capture Interest and Attention Video 16.41 MB 1.40 minutes

You have to "be in tune" with what your prospect needs. I know you'll find this hard to believe, most salespeople typically talk too much. The good Lord was even on our side; He gave us two ears and one mouth. That must mean we're supposed to listen twice as much as we talk.

  Material Name Type Size Length
Tip 2: Be In Tune PDF 55.82 KB  
Tip 2: Be In Tune Audio 4.34 MB 2.37 minutes
Tip 2: Be In Tune Video 20.84 MB 1.78 minutes

So many times, salespeople have the desire to show how much they know; they kind of pound their chest. "I've got this many degrees," "I've done this," "I've done that." You know what the customer says? "I don't care. It's not about you; it's about me. Relate in a way that I (the prospect) can understand... Show More

So many times, salespeople have the desire to show how much they know; they kind of pound their chest. "I've got this many degrees," "I've done this," "I've done that." You know what the customer says? "I don't care. It's not about you; it's about me. Relate in a way that I (the prospect) can understand - so use simple language that I can understand." Show Less

  Material Name Type Size Length
Tip 3: Use Simple Language PDF 54.86 KB  
Tip 3: Use Simple Language Audio 4.32 MB 2.36 minutes
Tip 3: Use Simple Language Video 20.39 MB 1.74 minutes

People buy from those they perceive to be the authority. Whether you are actually the authority or not, matters less than whether they think you are. A heart-centered seller is going to be the authority because he has a true desire to serve the needs, wants and desires of his prospect.

  Material Name Type Size Length
Tip 4: Be the Authority PDF 50.30 KB  
Tip 4: Be the Authority Audio 3.87 MB 2.11 minutes
Tip 4: Be the Authority Video 17.00 MB 1.45 minutes

It's often said that a picture is worth 10,000 words! In many cases it is but there is something even more influential when it comes to presenting a product, good or service if you can do it. What adds power and credibility to your presentation? Demonstrating what you have to offer.

  Material Name Type Size Length
Tip 5: Demonstrate Your Product PDF 53.28 KB  
Tip 5: Demonstrate Your Product Audio 4.23 MB 2.31 minutes
Tip 5: Demonstrate Your Product Video 19.40 MB 1.66 minutes

While we all wished that every prospect recognized his own "needs," many times he simply doesn't. This is where you as the sales professional have to arouse needs of your prospect. Ultimately, this helps the prospect get on a better track and speeds up the selling cycle by helping him understand some... Show More

While we all wished that every prospect recognized his own "needs," many times he simply doesn't. This is where you as the sales professional have to arouse needs of your prospect. Ultimately, this helps the prospect get on a better track and speeds up the selling cycle by helping him understand some of the needs in his life. Show Less

  Material Name Type Size Length
Tip 6: Arouse Needs PDF 52.60 KB  
Tip 6: Arouse Needs Audio 4.39 MB 2.40 minutes
Tip 6: Arouse Needs Video 21.33 MB 1.82 minutes

A part of your task as a quality salesperson is to help your prospects understand their wants and deepest desires. By doing that, you then can begin to fulfill their wants by providing the answers they need to accomplish their desires. You have to create a paradigm shift for the prospect which takes... Show More

A part of your task as a quality salesperson is to help your prospects understand their wants and deepest desires. By doing that, you then can begin to fulfill their wants by providing the answers they need to accomplish their desires. You have to create a paradigm shift for the prospect which takes understanding the prospect's original position. Show Less

  Material Name Type Size Length
Tip 7: Satisfy Wants PDF 52.61 KB  
Tip 7: Satisfy Wants Audio 4.36 MB 2.38 minutes
Tip 7: Satisfy Wants Video 20.86 MB 1.78 minutes

To create a relationship, you have to be able to share some views with your prospect. His view might be his outlook going forward, or a belief from his past, or even an opinion of what's happening currently. The more you can gain some type of psychological alignment with him the smoother the sales process will go.

  Material Name Type Size Length
Tip 8: Discover Shared Views PDF 52.92 KB  
Tip 8: Discover Shared Views Audio 4.32 MB 2.36 minutes

In working together to make this a better planet, you have to share common experiences with others. One of the easiest ways to start the ball rolling is simply be as observant as you possible can be.

  Material Name Type Size Length
Tip 9: Explore Common Experiences PDF 54.99 KB  
Tip 9: Explore Common Experiences Audio 4.51 MB 2.46 minutes

All of us share the exact same 86,400 seconds in a day. If that's true (which it is), why do some people seem to get so much more out of their allotted time? The real answer is that they invest it wisely.

  Material Name Type Size Length
Tip 10: Invest Time PDF 55.48 KB  
Tip 10: Invest Time Audio 4.31 MB 2.36 minutes

People love to be loved. In fact Dr. Gary Chapman has written a great book entitled, "The 5-Love Languages." In his book Dr. Chapman details how we all have one predominant love language. They are: 1) Words of affirmation; 2) Quality time; 3) Receiving gifts; 4) Acts of service; and 5) Physical touch.... Show More

People love to be loved. In fact Dr. Gary Chapman has written a great book entitled, "The 5-Love Languages." In his book Dr. Chapman details how we all have one predominant love language. They are: 1) Words of affirmation; 2) Quality time; 3) Receiving gifts; 4) Acts of service; and 5) Physical touch. As you go through that list, it's not too hard to understand why people respond the way they do based on their language. Show Less

  Material Name Type Size Length
Tip 11: Express Interest PDF 55.19 KB  
Tip 11: Express Interest Audio 4.45 MB 2.43 minutes

Growing a relationship can be enhanced when you appropriately share knowledge - communicate what you've learned throughout your years of experience from a place of service. You have to understand and communicate the prospect's situation from your frame of reference and understanding to that point. There... Show More

Growing a relationship can be enhanced when you appropriately share knowledge - communicate what you've learned throughout your years of experience from a place of service. You have to understand and communicate the prospect's situation from your frame of reference and understanding to that point. There are few things worse than thinking you're presenting certain information for all the right reasons, yet not having it right. Show Less

  Material Name Type Size Length
Tip 12: Share Knowledge PDF 54.62 KB  
Tip 12: Share Knowledge Audio 4.32 MB 2.36 minutes

Long ago I heard a Zig Ziglar quote that has played over and over in my head for years. It is "Attitude not Aptitude will determine your Altitude!" In simple words, it's your attitude that will carry you much further than your learned attributes in many cases.

  Material Name Type Size Length
Tip 13: Remember Attitude is Everything! PDF 57.42 KB  
Tip 13: Remember Attitude is Everything! Audio 4.47 MB 2.44 minutes

The definition for becoming an asset to one another is simply that of providing value to another person. Following the trick of using acronyms to remember important information, you may want to think of it this way. An ASSET is "A Serious Servant Every Time" you can be.

  Material Name Type Size Length
Tip 14: Become an Asset PDF 53.41 KB  
Tip 14: Become an Asset Audio 3.88 MB 2.12 minutes

Why do you do what we do? This is certainly an age old question in man's search for meaning of life. There are as many answers to this question as you have time to hear them. If you are anything like me, the answer has changed significantly over time.

  Material Name Type Size Length
Tip 15: Be on Purpose PDF 52.14 KB  
Tip 15: Be on Purpose Audio 4.12 MB 2.25 minutes

So where does passion come from? In most cases, passion is a committed expression of your purpose. It is the enthusiasm that carries you forward. It is the encouragement you need when the going gets tough and you feel like calling it quits. Passion is powerful. It compels you to give everything you've... Show More

So where does passion come from? In most cases, passion is a committed expression of your purpose. It is the enthusiasm that carries you forward. It is the encouragement you need when the going gets tough and you feel like calling it quits. Passion is powerful. It compels you to give everything you've got to pursue the end goal. Passion is an internal feeling of drive and commitment that shines bright externally. Others feel your passion as you exude the energy behind your desire. Show Less

  Material Name Type Size Length
Tip 16: Express your Passion PDF 54.86 KB  
Tip 16: Express your Passion Audio 4.15 MB 2.27 minutes

We all have been granted infinite capabilities by higher source. It is ultimately up to you to develop and refine those talents in whatever direction your true heart's desire leads. Learning about and then listening to your personal inner GPS (global positioning satellite) will take you exactly where... Show More

We all have been granted infinite capabilities by higher source. It is ultimately up to you to develop and refine those talents in whatever direction your true heart's desire leads. Learning about and then listening to your personal inner GPS (global positioning satellite) will take you exactly where you want to go once you acknowledge the destination you desire to achieve. Simply put, let your heart be your guide. Show Less

  Material Name Type Size Length
Tip 17: Be Authentic PDF 53.80 KB  
Tip 17: Be Authentic Audio 3.91 MB 2.14 minutes

By definition as noted on dictionary.com, empathy is the intellectual identification with or taking the place of another person or thing; acting or serving as a substitute. Being empathetic is experiencing and relating to the feelings, thoughts, or attitudes of another. The reason this is so important... Show More

By definition as noted on dictionary.com, empathy is the intellectual identification with or taking the place of another person or thing; acting or serving as a substitute. Being empathetic is experiencing and relating to the feelings, thoughts, or attitudes of another. The reason this is so important as a salesperson is simple. There will be many times where you will need to "understand" the position of your prospect from a completely different point of view. Show Less

  Material Name Type Size Length
Tip 18: Be Empathetic PDF 52.89 KB  
Tip 18: Be Empathetic Audio 3.90 MB 2.13 minutes

Compassion is an even deeper level of caring for your prospects or customers. Simply put it is a feeling of deep sympathy and sorrow for another who is stricken by misfortune. More importantly it is accompanied by a strong desire to alleviate the suffering if at all possible.

  Material Name Type Size Length
Tip 19: Show Compassion and Concern PDF 55.01 KB  
Tip 19: Show Compassion and Concern Audio 4.23 MB 2.31 minutes

A number of years ago in one of my trainings, Freddie Rick, the founder of BetterTrades said to his troops, "Your actions speak so loudly I can't hear a word you are saying!" It really impressed upon me the concept of congruency between thought and action.

  Material Name Type Size Length
Tip 20: Say What You Do and Do What You Say PDF 55.27 KB  
Tip 20: Say What You Do and Do What You Say Audio 3.80 MB 2.08 minutes

Being accurate is simply good form. In any selling situation, you are going to be checked…and checked again to ensure the accuracy of your presentation, your pricing, your delivery schedule, you name it. Nobody really sets out to be inaccurate. Sometimes it just happens due to lack of communication... Show More

Being accurate is simply good form. In any selling situation, you are going to be checked…and checked again to ensure the accuracy of your presentation, your pricing, your delivery schedule, you name it. Nobody really sets out to be inaccurate. Sometimes it just happens due to lack of communication or information between the parties or within your organization itself. Show Less

  Material Name Type Size Length
Tip 21: Always be Accurate PDF 55.36 KB  
Tip 21: Always be Accurate Audio 4.26 MB 2.33 minutes

There is a sweet-spot when it comes to the amount of information to share with your prospects and customers. By sweet-spot I mean the "Goldilocks and the Three Bears" amount; not too much, not too little; just right. Too many salespeople have the urge to purge and supply every piece of information they... Show More

There is a sweet-spot when it comes to the amount of information to share with your prospects and customers. By sweet-spot I mean the "Goldilocks and the Three Bears" amount; not too much, not too little; just right. Too many salespeople have the urge to purge and supply every piece of information they have ever learned about their offering. Show Less

  Material Name Type Size Length
Tip 22: Give Them What They Need to Know PDF 54.84 KB  
Tip 22: Give Them What They Need to Know Audio 3.88 MB 2.12 minutes

It does little or no good to provide information that is dated when talking with your prospects or customers. We live in an immediate gratification society which amongst other things has caused people to look at when a piece of information was gathered or produced. If it is older than perceived to be... Show More

It does little or no good to provide information that is dated when talking with your prospects or customers. We live in an immediate gratification society which amongst other things has caused people to look at when a piece of information was gathered or produced. If it is older than perceived to be reasonable, it is discounted or discarded completely. Show Less

  Material Name Type Size Length
Tip 23: Make it Up to Date PDF 52.98 KB  
Tip 23: Make it Up to Date Audio 4.05 MB 2.21 minutes

One consistent challenge for salespeople is being able to clearly state the benefits their offerings produce because they themselves are actually too close to the product and their company. The old axiom of "you can't see the forest for the trees" comes to mind.

  Material Name Type Size Length
Tip 24: Strive for Clarity PDF 53.73 KB  
Tip 24: Strive for Clarity Audio 3.88 MB 2.12 minutes

A common pitfall of many a salesperson is their desire to make the product, good or service he is presenting appear to be far superior to what it actually is by over embellishing. Many times embellishment is even used as a failed attempt at humor in the process. In either case, he will lose credibility... Show More

A common pitfall of many a salesperson is their desire to make the product, good or service he is presenting appear to be far superior to what it actually is by over embellishing. Many times embellishment is even used as a failed attempt at humor in the process. In either case, he will lose credibility along the way. Show Less

  Material Name Type Size Length
Tip 25: Avoid Over Embellishment PDF 53.47 KB  
Tip 25: Avoid Over Embellishment Audio 3.99 MB 2.18 minutes

This is going to be a bold statement so I'm making it purposely. Here it goes - "Everything you need to know in order to finalize a sale with your prospect is in his head." He holds all the cards, and it is up to you to be skillful enough to get him to show you his hand.

  Material Name Type Size Length
Tip 26: Listen Carefully PDF 52.36 KB  
Tip 26: Listen Carefully Audio 4.17 MB 2.28 minutes

No one likes to hear criticism or negative things coming back at him about his offering—that's human nature. In selling however, many times that criticism will actually hold the key to his ultimate success in selling this prospect. As a salesperson, if you jump to the defensive, don't hear a prospect... Show More

No one likes to hear criticism or negative things coming back at him about his offering—that's human nature. In selling however, many times that criticism will actually hold the key to his ultimate success in selling this prospect. As a salesperson, if you jump to the defensive, don't hear a prospect out or don't really even give yourself enough time to think through what he is saying, you stand the potential to lose credibility quickly. The prospect may look at you as simply being over reactive and a non-critical thinker who has a true desire to fulfill his needs above those of the prospect. Show Less

  Material Name Type Size Length
Tip 27: Accept Criticism Critically PDF 57.54 KB  
Tip 27: Accept Criticism Critically Audio 4.28 MB 2.34 minutes

For years I have trained people to encourage objections. You may be asking yourself, "Why in the world would you want an objection?" The answer is actually quite simple and makes all the sense in the world. Here it is: "An unspoken objection is still an objection!" Just because it didn't come out doesn't... Show More

For years I have trained people to encourage objections. You may be asking yourself, "Why in the world would you want an objection?" The answer is actually quite simple and makes all the sense in the world. Here it is: "An unspoken objection is still an objection!" Just because it didn't come out doesn't mean it's not there. Show Less

  Material Name Type Size Length
Tip 28: Analyze Objections PDF 57.54 KB  
Tip 28: Analyze Objections Audio 4.37 MB 2.39 minutes

The old adage, "You only have one chance to make a first impression," is spot on! Whether you like it or not, your appearance casts an image of you from the very first moment someone sets eyes upon you. You've probably also heard of "love at first sight." That too usually takes place when two people... Show More

The old adage, "You only have one chance to make a first impression," is spot on! Whether you like it or not, your appearance casts an image of you from the very first moment someone sets eyes upon you. You've probably also heard of "love at first sight." That too usually takes place when two people are visually attracted to each other first and foremost. Show Less

  Material Name Type Size Length
Tip 29: Dress for Success PDF 53.06 KB  
Tip 29: Dress for Success Audio 4.20 MB 2.29 minutes

To be credible, you must be worthy of belief or confidence; you must be trustworthy. This comes back to one of the absolutes taught earlier; people buy from those they know, like and trust. Prospects want to do business with people that are like them, a salesperson that they have grown to like, a salesperson... Show More

To be credible, you must be worthy of belief or confidence; you must be trustworthy. This comes back to one of the absolutes taught earlier; people buy from those they know, like and trust. Prospects want to do business with people that are like them, a salesperson that they have grown to like, a salesperson who has shown his skills in solving a problem that prospect needed to be solved. Prospects look to do business with someone who can demonstrate his expertise to the advantage of the prospect. Show Less

  Material Name Type Size Length
Tip 30: Establish Credibility PDF 53.55 KB  
Tip 30: Establish Credibility Audio 4.04 MB 2.21 minutes

You can differentiate yourself quickly and easily as a quality salesperson with one simple positioning action made from the very minute you first meet your prospect. It comes from a thought process of WIIFT…What's In It For Them? Come from a place of others orientation. In today's terms this position... Show More

You can differentiate yourself quickly and easily as a quality salesperson with one simple positioning action made from the very minute you first meet your prospect. It comes from a thought process of WIIFT…What's In It For Them? Come from a place of others orientation. In today's terms this position is called Servant Leadership. Show Less

  Material Name Type Size Length
Tip 31: Speak from Their Orientation PDF 54.46 KB  
Tip 31: Speak from Their Orientation Audio 4.42 MB 2.42 minutes

How well do you know your prospect before you ever make your first sales call? If the answer is not all that well, you might want to reconsider your approach. To be a quality salesperson, you have to be a step ahead of the game. The reason is simple, because of the quantity of information that is available... Show More

How well do you know your prospect before you ever make your first sales call? If the answer is not all that well, you might want to reconsider your approach. To be a quality salesperson, you have to be a step ahead of the game. The reason is simple, because of the quantity of information that is available to your prospect at the drop of the hat, he knows plenty about you, your organization, your offering; and more importantly, your competition than you can imagine. Show Less

  Material Name Type Size Length
Tip 32: Know Your Audience PDF 55.31 KB  
Tip 32: Know Your Audience Audio 4.22 MB 2.30 minutes

If you want to connect more closely with your prospects, one great way to leap ahead of the crowd is to identify and understand your prospect's dominate learning modality. Everyone takes in information and learns based upon his personalized receptor system.

  Material Name Type Size Length
Tip 33: Learn Their Mode of Receiving Information PDF 54.97 KB  
Tip 33: Learn Their Mode of Receiving Information Audio 4.70 MB 2.57 minutes

There are two types of visual learners. The first are visual/verbal and the second are visual/non-verbal. To ensure that you are the most effective that you can possibly be with your presentations, it is best to know the subtle differences between the two. Let's first address the visual/verbal learner.

  Material Name Type Size Length
Tip 34: Help the Visual See PDF 52.04 KB  
Tip 34: Help the Visual See Audio 4.52 MB 2.47 minutes

The auditory/verbal learner comprehends best when information is presented auditory through the spoken word. This type of prospect learns best by listening to your presentation and then creating a group discussion about the subject matter. Very often he will benefit from listening to a recorded version... Show More

The auditory/verbal learner comprehends best when information is presented auditory through the spoken word. This type of prospect learns best by listening to your presentation and then creating a group discussion about the subject matter. Very often he will benefit from listening to a recorded version of your presentation to support what he has already heard. Show Less

  Material Name Type Size Length
Tip 35: Help the Auditory Hear PDF 52.80 KB  
Tip 35: Help the Auditory Hear Audio 3.93 MB 2.15 minutes

The feeling/kinesthetic learner comprehends best when physically engaged in a "hands on" activity. The kinesthetic wants to really be part of the demonstration of your offering. He needs to "feel" what you're presenting both figuratively and literally. If you have a product you can put into their hands…do it.

  Material Name Type Size Length
Tip 36: Help the Kinesthetic Feel PDF 54.68 KB  
Tip 36: Help the Kinesthetic Feel Audio 3.69 MB 2.01 minutes

To make any selling situation easier, there is one simple tip that will make your efforts go farther and allow you to achieve more than you ever dreamed possible. The key is to learn to ask quality questions of your prospect. He knows every reason why he will buy and also every reason that will keep... Show More

To make any selling situation easier, there is one simple tip that will make your efforts go farther and allow you to achieve more than you ever dreamed possible. The key is to learn to ask quality questions of your prospect. He knows every reason why he will buy and also every reason that will keep him from buying. Doesn't it make sense that when you know this to be true, you might as well go ahead and ask him to find out? Show Less

  Material Name Type Size Length
Tip 37: Ask Questions to Truly Understand PDF 53.98 KB  
Tip 37: Ask Questions to Truly Understand Audio 4.41 MB 2.41 minutes

Each prospect takes action directly because of some benefit he will receive for doing so. People act for selfish reasons. Quite frankly, that's okay. When you know those reasons, you can better understand how to present your offering in a way that solves his issue.

  Material Name Type Size Length
Tip 38: Learn Their Motivations PDF 53.40 KB  
Tip 38: Learn Their Motivations Audio 4.31 MB 2.35 minutes

Throughout your selling career, you will come across a number of prospects who are ultimately motivated by the all-mighty dollar. While this may or may not be what totally motivates you, your motivations are not nearly as important as the motivations of your prospect.

  Material Name Type Size Length
Tip 39: Focus on Money When Dollars Matter PDF 53.94 KB  
Tip 39: Focus on Money When Dollars Matter Audio 3.98 MB 2.17 minutes

Throughout your selling career, you will come across a number of prospects who are ultimately motivated by being recognized for the job they do. While recognition may not be your motivator, keep in mind it may be important to your prospect.

  Material Name Type Size Length
Tip 40: Focus on Public Acknowledgement When Recognition Matters PDF 54.67 KB  
Tip 40: Focus on Public Acknowledgement When Recognition Matters Audio 3.91 MB 2.14 minutes

Throughout your selling career, you will come across a number of prospects who are ultimately motivated by the contributions they have made and the legacy they have left for the job they do. Although legacy may not be a motivator for you, remember it may be significant to your prospect.

  Material Name Type Size Length
Tip 41: Focus on Contribution When Legacy Matters PDF 56.04 KB  
Tip 41: Focus on Contribution When Legacy Matters Audio 3.95 MB 2.16 minutes

Throughout your selling career, you will come across a number of prospects who are ultimately motivated by their desire to provide for their families and enjoy as much time with them as possible. While family life may not a motivator for you, your motivations are not nearly as important as the motivations... Show More

Throughout your selling career, you will come across a number of prospects who are ultimately motivated by their desire to provide for their families and enjoy as much time with them as possible. While family life may not a motivator for you, your motivations are not nearly as important as the motivations of your prospect. Show Less

  Material Name Type Size Length
Tip 42: Focus on Family When Family Matters PDF 54.77 KB  
Tip 42: Focus on Family When Family Matters Audio 4.39 MB 2.40 minutes

One of the most common mistakes being made by sales professionals for years has been attempting to sell the wrong product to the wrong prospect. It doesn't seem like that would be possible, but it happens all the time. The way it starts typically is when the salesperson doesn't do enough research and... Show More

One of the most common mistakes being made by sales professionals for years has been attempting to sell the wrong product to the wrong prospect. It doesn't seem like that would be possible, but it happens all the time. The way it starts typically is when the salesperson doesn't do enough research and assumes the prospect has a need or even a desire for what he has to offer, when in fact he doesn't. Show Less

  Material Name Type Size Length
Tip 43: Make Sure to Sell Dog Food to Dogs PDF 53.89 KB  
Tip 43: Make Sure to Sell Dog Food to Dogs Audio 4.19 MB 2.29 minutes

When you are living in a selling environment day in and day out, some things are not going to happen just exactly as planned. Both you and your prospect had every intention of everything working out perfectly and then somewhere along the way stuff happens. And usually when stuff happens, someone isn't... Show More

When you are living in a selling environment day in and day out, some things are not going to happen just exactly as planned. Both you and your prospect had every intention of everything working out perfectly and then somewhere along the way stuff happens. And usually when stuff happens, someone isn't too pleased about it. Show Less

  Material Name Type Size Length
Tip 44: Give a Spoon Full of Sugar… PDF 54.47 KB  
Tip 44: Give a Spoon Full of Sugar… Audio 4.22 MB 2.30 minutes

Third party testimonials about you, your offering and your organization are always far stronger than the exact same information you tell the prospect yourself. The reason is simple, your prospect expects you to tell him that you are the best rep, your offering is the best available, and your company... Show More

Third party testimonials about you, your offering and your organization are always far stronger than the exact same information you tell the prospect yourself. The reason is simple, your prospect expects you to tell him that you are the best rep, your offering is the best available, and your company is second to none. In fact if you don't tell him all of that, he'll probably be wondering if you really believe it yourself. Show Less

  Material Name Type Size Length
Tip 45: Obtain a Strong Third Party Testimonial PDF 55.20 KB  
Tip 45: Obtain a Strong Third Party Testimonial Audio 4.22 MB 2.30 minutes

No matter where you are in your evolution as a sales person, you have achieved a level of expertise unlike any other because it is yours. You are the best "you" out there, and as such you should rise to the level of your accomplishments. By no way am I suggesting that you should become arrogant. Rather... Show More

No matter where you are in your evolution as a sales person, you have achieved a level of expertise unlike any other because it is yours. You are the best "you" out there, and as such you should rise to the level of your accomplishments. By no way am I suggesting that you should become arrogant. Rather what I am suggesting is that you remain confident in your accomplishments to date and have a desire for constant and never-ending personal improvement. Show Less

  Material Name Type Size Length
Tip 46: Be Confident in Your Expertise PDF 57.14 KB  
Tip 46: Be Confident in Your Expertise Audio 4.14 MB 2.26 minutes

The third absolute in presenting anything is that your prospect will take action - when they are ready. It has nothing to do with when you want them to commit, or how long you have been working this deal. It has everything to do with the prospect's desire to solve his issues on his time frame. He wants... Show More

The third absolute in presenting anything is that your prospect will take action - when they are ready. It has nothing to do with when you want them to commit, or how long you have been working this deal. It has everything to do with the prospect's desire to solve his issues on his time frame. He wants to know how your offering will benefit them. Then when he is comfortable that he knows you, likes you and trusts you, he will take action. Show Less

  Material Name Type Size Length
Tip 47: Understand Their Timing! PDF 53.68 KB  
Tip 47: Understand Their Timing! Audio 4.09 MB 2.23 minutes

Because there are so many virtual companies and environments these days, there are times where you as the salesperson can have control of the location where you will be meeting. If that is the case, make sure you choose a location that is conducive to business about to be conducted.

  Material Name Type Size Length
Tip 48: Make Your Surroundings Professional PDF 52.44 KB  
Tip 48: Make Your Surroundings Professional Audio 3.93 MB 2.15 minutes

In many selling situations, you will not be the only person to present a potential solution to your prospect. If this is in fact the case, do your best to be the last salesperson to present to the prospect and decision maker. The reason is simple. As your prospect is inundated with multiple sets of information... Show More

In many selling situations, you will not be the only person to present a potential solution to your prospect. If this is in fact the case, do your best to be the last salesperson to present to the prospect and decision maker. The reason is simple. As your prospect is inundated with multiple sets of information and things to consider, he will undoubtedly begin to somewhat "numb-out" meaning his senses and memories may become over-loaded. Show Less

  Material Name Type Size Length
Tip 49: Present Last When Possible PDF 52.00 KB  
Tip 49: Present Last When Possible Audio 4.06 MB 2.21 minutes

Just like when prospecting, far too many salespeople go into a presentation with a shotgun approach. They are willing to take any little bit of success in the hopes that the prospect will continue to want more from them over time. While that may work sometime, it does not work nearly as well as going... Show More

Just like when prospecting, far too many salespeople go into a presentation with a shotgun approach. They are willing to take any little bit of success in the hopes that the prospect will continue to want more from them over time. While that may work sometime, it does not work nearly as well as going in with a solid plan and a primary objective. Show Less

  Material Name Type Size Length
Tip 50: Focus on the Ideal Result PDF 53.53 KB  
Tip 50: Focus on the Ideal Result Audio 3.95 MB 2.16 minutes

Prospects are much more likely to accept and promote solutions they have a hand in producing. If you want to rally support of your offering, ask your prospect to supply input regarding how to make your presentation the most effective for his group. The time to gather this support is prior to any major... Show More

Prospects are much more likely to accept and promote solutions they have a hand in producing. If you want to rally support of your offering, ask your prospect to supply input regarding how to make your presentation the most effective for his group. The time to gather this support is prior to any major presentation to a multi-person, decision making group. Show Less

  Material Name Type Size Length
Tip 51: Co-create with Your Prospect Whenever Possible PDF 53.63 KB  
Tip 51: Co-create with Your Prospect Whenever Possible Audio 4.00 MB 2.19 minutes

Tip 52: Ask Specific Questions to Get Specific Answers

  Material Name Type Size Length
Tip 52: Ask Specific Questions to Get Specific Answers PDF 53.09 KB  
Tip 52: Ask Specific Questions to Get Specific Answers Audio 3.90 MB 2.13 minutes

Being a student of your industry takes you far beyond the scope of most salespeople. To become a sales professional, you have to go up and beyond the call of duty. At the very least you have to know your offering. Some may think that's simplistic, but unfortunately so many so called sales people don't.

  Material Name Type Size Length
Tip 53: Do Your Homework. Make Sure Others Do Too! PDF 54.07 KB  
Tip 53: Do Your Homework. Make Sure Others Do Too! Audio 4.23 MB 2.31 minutes

Studies show that a person can listen and absorb information six times faster than most people talk. It's not hard to understand why a person's average attention span is about 5 to 6 minutes before they start to drift away. The brain is moving far faster than the information is being delivered. One easy... Show More

Studies show that a person can listen and absorb information six times faster than most people talk. It's not hard to understand why a person's average attention span is about 5 to 6 minutes before they start to drift away. The brain is moving far faster than the information is being delivered. One easy tip to maintain attention is to vary the pace of your speaking. Show Less

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Tip 54: Vary Your Pacing and Intensity PDF 53.33 KB  
Tip 54: Vary Your Pacing and Intensity Audio 4.00 MB 2.18 minutes

Professor Albert Mehrabian conducted an intensive study of non-verbal communications at UCLA. As it applied to feelings and attitudes throughout the communications process, Mehrabian concluded that 7% of the meaning came through the words, 38% of the meaning came through the tonality with which they... Show More

Professor Albert Mehrabian conducted an intensive study of non-verbal communications at UCLA. As it applied to feelings and attitudes throughout the communications process, Mehrabian concluded that 7% of the meaning came through the words, 38% of the meaning came through the tonality with which they were delivered, and 55% of the meaning came through physiology or expressions. Show Less

  Material Name Type Size Length
Tip 55: Vary Your Tone and Inflection PDF 53.32 KB  
Tip 55: Vary Your Tone and Inflection Audio 4.13 MB 2.26 minutes

Contentment is a wonderful thing but so is what I call a "positive discontent." Contentment can actually be the enemy of living your life to its fullest. A long time ago someone shared the saying "You are either green and growing or ripe and rotting." Who wants to be rotting? Stagnation is a terrible thing.

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Tip 56: Embrace Positive Discontent vs Dissatisfaction PDF 54.61 KB  
Tip 56: Embrace Positive Discontent vs Dissatisfaction Audio 4.58 MB 2.50 minutes

What are your Unique Selling Propositions (USPs)? They are the attributes that differentiate you from your competition who offer similar products, goods or services. It is imperative that you determine what makes you different from the rest. It is these USPs that become the strong hold for you to establish... Show More

What are your Unique Selling Propositions (USPs)? They are the attributes that differentiate you from your competition who offer similar products, goods or services. It is imperative that you determine what makes you different from the rest. It is these USPs that become the strong hold for you to establish your sales and marketing efforts around. Show Less

  Material Name Type Size Length
Tip 57: Learn What Make You Unique PDF 65.09 KB  
Tip 57: Learn What Make You Unique Audio 5.34 MB 2.92 minutes

There have been many studies throughout the years as well as educational systems put into place to help salespeople understand the four basic personality types of prospects. You may have heard of the DISC profile which rates people according to Dominance, Influence, Steadiness, and Conscientiousness.

  Material Name Type Size Length
Tip 58: Know Your Personality Type PDF 55.30 KB  
Tip 58: Know Your Personality Type Audio 4.63 MB 2.53 minutes

The Lion is the king of the jungle, at least certainly in its mind. This personality type makes up about 15% of the population. He is a power player who is typically motivated by money and challenge. He is said to be a workaholic, is very focused and doesn't play around. He is not into hugs and feelings.

  Material Name Type Size Length
Tip 59: Learn How To Present to a Lion Personality PDF 53.99 KB  
Tip 59: Learn How To Present to a Lion Personality Audio 4.15 MB 2.27 minutes

The Otter is a playful, fun loving people person who loves to make things happen. This personality type makes up about 15% of the population. He is expressive, likes to talk, is very spontaneous and is somewhat disorganized. He is said to be the best promoter on the planet, initiates conversations easily,... Show More

The Otter is a playful, fun loving people person who loves to make things happen. This personality type makes up about 15% of the population. He is expressive, likes to talk, is very spontaneous and is somewhat disorganized. He is said to be the best promoter on the planet, initiates conversations easily, sometimes exaggerates and is a story teller. Show Less

  Material Name Type Size Length
Tip 60: Learn How To Present to an Otter Personality PDF 54.61 KB  
Tip 60: Learn How To Present to an Otter Personality Audio 4.28 MB 2.33 minutes

The Golden Retriever is a lover and not a fighter. This personality type makes up about 35% of the population. He is a friendly who loves relationships. He hates confrontations, is into nature and at the end of the day, just wants to take his clothes off and relax. He has pictures of his family close... Show More

The Golden Retriever is a lover and not a fighter. This personality type makes up about 35% of the population. He is a friendly who loves relationships. He hates confrontations, is into nature and at the end of the day, just wants to take his clothes off and relax. He has pictures of his family close at hand in the office or in his wallet. Show Less

  Material Name Type Size Length
Tip 61: Learn How To Present to a Golden Retriever Personality PDF 57.77 KB  
Tip 61: Learn How To Present to a Golden Retriever Personality Audio 4.73 MB 2.59 minutes

The Beaver is the worker bee, the analytical and the master of detail. This personality type makes up about 35% of the population. He is the operations managers of the world. He has a strong desire to ensure things are done right. He wants a detailed analysis of the facts; once a decision is made he... Show More

The Beaver is the worker bee, the analytical and the master of detail. This personality type makes up about 35% of the population. He is the operations managers of the world. He has a strong desire to ensure things are done right. He wants a detailed analysis of the facts; once a decision is made he sticks with it. He is not touchy, feely or into hugs and feelings. Show Less

  Material Name Type Size Length
Tip 62: Learn How To Present to a Beaver Personality PDF 54.39 KB  
Tip 62: Learn How To Present to a Beaver Personality Audio 4.49 MB 2.45 minutes

No matter whom you are or how long you have been in the sales world, there is always a possibility you can get a little stale, and there is also room for improvement. Just the fact our times and technology are changing so rapidly dictates that from time to time you need to step back a little bit and... Show More

No matter whom you are or how long you have been in the sales world, there is always a possibility you can get a little stale, and there is also room for improvement. Just the fact our times and technology are changing so rapidly dictates that from time to time you need to step back a little bit and perform a self-assessment on what's going on. Show Less

  Material Name Type Size Length
Tip 63: Do Consistent Self-assessments PDF 54.45 KB  
Tip 63: Do Consistent Self-assessments Audio 4.48 MB 2.45 minutes

In virtually every training I present, the senior management of the organization first wants to drill home the point of the superiority of their company and offerings. While that is certainly a noble goal, it actually indicates a lack of understanding about why and how prospects choose to buy.

  Material Name Type Size Length
Tip 64: Remember You're in the People Business PDF 53.86 KB  
Tip 64: Remember You're in the People Business Audio 5.01 MB 2.74 minutes

There are going to be times throughout your selling career when you are just flat wrong. You certainly did not set out to be wrong but for whatever reason, you were. If and when this situation arises, admit it and apologize immediately!

  Material Name Type Size Length
Tip 65: When You're Wrong, Admit it Fast! PDF 55.02 KB  
Tip 65: When You're Wrong, Admit it Fast! Audio 4.09 MB 2.23 minutes

Simply knowing the Webster's definition of sales will help you going forward. It sets a foundation for your mindset, and helps give clarity of purpose. The Webster's definition states, "A sale is the exchange of a product, good or service for an amount of money or its equivalent."

  Material Name Type Size Length
Tip 66: Know the Definition of Sales PDF 55.10 KB  
Tip 66: Know the Definition of Sales Audio 4.72 MB 2.58 minutes

Networking is a great way to increase your prospect base, grow your sales channels, and find a way to increase your market penetration. The challenge is most people network to and with the wrong "level" of networking partners. Most sales people tend to network with those at their level and below, when... Show More

Networking is a great way to increase your prospect base, grow your sales channels, and find a way to increase your market penetration. The challenge is most people network to and with the wrong "level" of networking partners. Most sales people tend to network with those at their level and below, when in fact to grow their business, they need to meet and contact those who are above themselves. Show Less

  Material Name Type Size Length
Tip 67: Network Where You Want To Be, Not Where You Are PDF 55.13 KB  
Tip 67: Network Where You Want To Be, Not Where You Are Audio 4.17 MB 2.28 minutes

Back in the early ‘70's, long before ever officially starting a sales career, I was exposed to an amazing man by the name of Zig Ziglar. Zig is and has been the pre-eminent sales trainer for over 50 years. While not remembering everything he shared way back when, there is one quote he made that will... Show More

Back in the early ‘70's, long before ever officially starting a sales career, I was exposed to an amazing man by the name of Zig Ziglar. Zig is and has been the pre-eminent sales trainer for over 50 years. While not remembering everything he shared way back when, there is one quote he made that will never be forgotten. In fact, it has been the foundation and driving force for my sales mindset and more importantly heartset ever since. Show Less

  Material Name Type Size Length
Tip 68: Adopt Zig's Mindset PDF 55.12 KB  
Tip 68: Adopt Zig's Mindset Audio 4.49 MB 2.45 minutes

One of the best, fastest and most fulfilling approaches to create and gain relationships with your prospects is to feed them the food they hunger. As a salesperson, your understanding of human nature and what makes people tick will help you far more than knowing your product inside out. That's not to... Show More

One of the best, fastest and most fulfilling approaches to create and gain relationships with your prospects is to feed them the food they hunger. As a salesperson, your understanding of human nature and what makes people tick will help you far more than knowing your product inside out. That's not to say don't know your product; what it is saying is know people and their motivations. Show Less

  Material Name Type Size Length
Tip 69: Feed Prospects the Food They Hunger! PDF 62.66 KB  
Tip 69: Feed Prospects the Food They Hunger! Audio 5.01 MB 2.74 minutes

Fear is an interesting emotion to say the least. While we have all been naturally programmed with a certain amount of fear to be used for our own good, an abnormal amount can stand between you and becoming significantly successful.

  Material Name Type Size Length
Tip 70: Understand Why Fear Holds Prospects Back PDF 52.97 KB  
Tip 70: Understand Why Fear Holds Prospects Back Audio 4.31 MB 2.35 minutes

To truly create life long, quality relationships you must show respect, honor and dignity to your prospects. There are four simple factors you can apply. When you consistently put these into action, you will find a different level of respect, honor and dignity in return.

  Material Name Type Size Length
Tip 71: Show Your Prospect Respect, Honor and Dignity PDF 56.32 KB  
Tip 71: Show Your Prospect Respect, Honor and Dignity Audio 4.69 MB 2.56 minutes

Gaining a relationship with your prospects should always be a high priority. In business, just as in life, relationships can become fragile because of the interpretation your prospect applies to something you do during your interaction. That said, it makes sense to identify and become aware of the types... Show More

Gaining a relationship with your prospects should always be a high priority. In business, just as in life, relationships can become fragile because of the interpretation your prospect applies to something you do during your interaction. That said, it makes sense to identify and become aware of the types of things that communicate a lack of respect, honor or dignity to the prospect. Show Less

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Tip 72: Avoid Actions that Show Lack of Support, Honor and Dignity PDF 55.55 KB  
Tip 72: Avoid Actions that Show Lack of Support, Honor and Dignity Audio 5.23 MB 2.85 minutes

To be truly persuasive in your presentations you have to present your information in such a way that it is logical, emotional and motivational to spur the immediate action you desire. Ultimately you have to affect your prospect's mind, his heart and his will to encourage him to take action.

  Material Name Type Size Length
Tip 73: Be Persuasive in Your Presentation PDF 54.48 KB  
Tip 73: Be Persuasive in Your Presentation Audio 4.78 MB 2.61 minutes

Understanding how the mind works and using that knowledge in creating your presentations will go a long way toward your ultimate success. It is estimated that 65-70% of people are visual learners of some type. People generally think in pictures.

  Material Name Type Size Length
Tip 74: Remember People Think in Pictures PDF 54.33 KB  
Tip 74: Remember People Think in Pictures Audio 4.17 MB 2.28 minutes

Technically speaking, a "hook" is something that attracts attention or serves as an enticement for others to take notice. The desire is to relate to a prospect in a way that ensures he will give you his undivided attention for a period of time.

  Material Name Type Size Length
Tip 75: Understand the Power of the Hook PDF 55.66 KB  
Tip 75: Understand the Power of the Hook Audio 4.35 MB 2.38 minutes

There is an age old saying, "You can lead a horse to water but you can't make him drink." Researching the origin and meaning behind the phrase, I discovered it is to portray the concept that like horses, prospects only have a mind to do what they want to do. Here's the most interesting thing about all... Show More

There is an age old saying, "You can lead a horse to water but you can't make him drink." Researching the origin and meaning behind the phrase, I discovered it is to portray the concept that like horses, prospects only have a mind to do what they want to do. Here's the most interesting thing about all of this - it is absolutely not true! Show Less

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Tip 76: Understand the Power of Salting PDF 54.56 KB  
Tip 76: Understand the Power of Salting Audio 4.51 MB 2.47 minutes

Starting your presentation with a story creates an instant picture in the mind of your prospect. You can literally "paint him a picture" of what you are looking to get him to consider. If I say to you, "Imagine if you will, the youth of today are lost like a ball in a yard full of tall grass," you immediately... Show More

Starting your presentation with a story creates an instant picture in the mind of your prospect. You can literally "paint him a picture" of what you are looking to get him to consider. If I say to you, "Imagine if you will, the youth of today are lost like a ball in a yard full of tall grass," you immediately create a vision in your mind of a ball nestled down in a seemingly endless expanse of tall grass. Show Less

  Material Name Type Size Length
Tip 77: Create Emotional Word Pictures PDF 54.31 KB  
Tip 77: Create Emotional Word Pictures Audio 4.51 MB 2.47 minutes

We live and sell in an ever changing marketplace. Many salespeople feel like when they've just gotten a challenge figured out, it changes again. So true, and get used to it. There is nothing ever so constant as change! A study recently released by marketing guru Jay Shepard detailed the Top 5 reasons... Show More

We live and sell in an ever changing marketplace. Many salespeople feel like when they've just gotten a challenge figured out, it changes again. So true, and get used to it. There is nothing ever so constant as change! A study recently released by marketing guru Jay Shepard detailed the Top 5 reasons prospects are taking action today. Knowing these and incorporating them into your presentations will certainly help you sell more with less effort. Show Less

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Tip 78: Address the Top 5 Things People Are Looking for Today PDF 63.74 KB  
Tip 78: Address the Top 5 Things People Are Looking for Today Audio 5.10 MB 2.79 minutes

Every selling situation starts with two sides, you on the selling side and your prospect on the buying side. To ultimately have a successful transaction take place, there needs to be a meeting of the minds. Quite literally, each side must share enough information with the other side so that a positive... Show More

Every selling situation starts with two sides, you on the selling side and your prospect on the buying side. To ultimately have a successful transaction take place, there needs to be a meeting of the minds. Quite literally, each side must share enough information with the other side so that a positive decision is made to complete the purchase. Show Less

  Material Name Type Size Length
Tip 79: Develop Open-ended Questions PDF 57.49 KB  
Tip 79: Develop Open-ended Questions Audio 4.77 MB 2.61 minutes

Every great salesperson or even conversationalist gets stuck at one time or another. You're in the qualification process and have been asking such great questions, or simply sharing some ideal conversation when for whatever reason, you just go blank. You don't know what to say…you're stuck. That embarrassing... Show More

Every great salesperson or even conversationalist gets stuck at one time or another. You're in the qualification process and have been asking such great questions, or simply sharing some ideal conversation when for whatever reason, you just go blank. You don't know what to say…you're stuck. That embarrassing moment of total silence can get pretty uncomfortable if it's your turn and nothing's there. Show Less

  Material Name Type Size Length
Tip 80: Know Your Outs When You Get Stuck PDF 64.21 KB  
Tip 80: Know Your Outs When You Get Stuck Audio 5.28 MB 2.88 minutes

While every salesperson worth his salt believes he can close virtually every sale that comes his way, the fact is, there are times when he just can't. There are issues standing in the way when no matter how hard you try, or how good you are, you will not be able to conquer. Actually realizing, acknowledging... Show More

While every salesperson worth his salt believes he can close virtually every sale that comes his way, the fact is, there are times when he just can't. There are issues standing in the way when no matter how hard you try, or how good you are, you will not be able to conquer. Actually realizing, acknowledging and preparing for this is what shows you are a true sales professional! Show Less

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Tip 81: Know When to "T.O." the Sale PDF 60.90 KB  
Tip 81: Know When to "T.O." the Sale Audio 4.88 MB 2.67 minutes

This lesson alone could be the key to you exploding your sales business! It is gaining the understanding deep in your gut of the concept of High Intention and Low Attachment. I have been blessed to have learned this from a couple of great trainers, and more importantly fast friends, Jack Canfield and... Show More

This lesson alone could be the key to you exploding your sales business! It is gaining the understanding deep in your gut of the concept of High Intention and Low Attachment. I have been blessed to have learned this from a couple of great trainers, and more importantly fast friends, Jack Canfield and Robert MacPhee. It is a must lesson for those who want to sell more with less effort. Show Less

  Material Name Type Size Length
Tip 82: Adopt a High Intention, Low Attachment Attitude PDF 53.90 KB  
Tip 82: Adopt a High Intention, Low Attachment Attitude Audio 4.36 MB 2.38 minutes

The fear of failure is the fear of making mistakes or even losing approval. Many times it's tied to the fear of rejection in some way and ultimately becomes extremely self-limiting. You know, sometimes people say, "If I don't take action, I can't fail."

  Material Name Type Size Length
Tip 83: Understand the Fear of Failure PDF 55.41 KB  
Tip 83: Understand the Fear of Failure Audio 4.71 MB 2.57 minutes

The fear of rejection is the irrational fear others will not accept you for who you are, what you believe or how you act. Fear of rejection can be a pervasive motivator for caution in behavior and interaction with others. It's a state of mind that makes you incapable of doing or saying anything for fear... Show More

The fear of rejection is the irrational fear others will not accept you for who you are, what you believe or how you act. Fear of rejection can be a pervasive motivator for caution in behavior and interaction with others. It's a state of mind that makes you incapable of doing or saying anything for fear of others' "rejection, lack of acceptance or disapproval." It's really a state of being over dependent on the approval, recognition and affirmation of others to feel good about your actions. Show Less

  Material Name Type Size Length
Tip 84: Understand the Fear of Rejection PDF 55.96 KB  
Tip 84: Understand the Fear of Rejection Audio 4.71 MB 2.57 minutes

You may be thinking, "Oh come on now, are you telling me I could possibly fear success?" Yeah, it is far more common than you would expect and happens all the time. The symptoms are telling. You have accomplished all that you desire, but you're still not happy; you still aren't content, and you still... Show More

You may be thinking, "Oh come on now, are you telling me I could possibly fear success?" Yeah, it is far more common than you would expect and happens all the time. The symptoms are telling. You have accomplished all that you desire, but you're still not happy; you still aren't content, and you still aren't satisfied once you reached the goal. Show Less

  Material Name Type Size Length
Tip 85: Understand the Fear of Success PDF 54.87 KB  
Tip 85: Understand the Fear of Success Audio 4.18 MB 2.28 minutes

For years I have encouraged salespeople not to sell anything to anyone, rather to create "an environment" for his prospect to buy from him. While it sounds as if a transaction takes place in either situation, the orientation of where the decision making process is initiated is completely different.

  Material Name Type Size Length
Tip 86: Create an Environment to Buy PDF 56.04 KB  
Tip 86: Create an Environment to Buy Audio 4.58 MB 2.50 minutes

Persistency is one of the greatest attributes any professional salesperson can learn. The reason is simple; few times throughout your selling career will prospects say yes and purchase your offering with little or no effort on your part. When they do its great…it's called "a lay-down." While every... Show More

Persistency is one of the greatest attributes any professional salesperson can learn. The reason is simple; few times throughout your selling career will prospects say yes and purchase your offering with little or no effort on your part. When they do its great…it's called "a lay-down." While every salesperson alive would love to have "a lay-down" everyday, if that's your sales strategy, you're probably going to go hungry. Show Less

  Material Name Type Size Length
Tip 87: Be Persistent PDF 56.48 KB  
Tip 87: Be Persistent Audio 4.55 MB 2.48 minutes

A great way to gain information after the sale is with the best two question survey I have ever learned throughout my 35 year selling career. It's pretty simple and something you can put immediately into your post sale or even post sales call routine.

  Material Name Type Size Length
Tip 88: Survey after the Sale PDF 64.21 KB  
Tip 88: Survey after the Sale Audio 3.93 MB 2.14 minutes

There are only four ways to consistently grow your business. Understanding them and putting plans into action based around them will give you the momentum you need to increase your sale, make more money and sell with less effort.

  Material Name Type Size Length
Tip 89: Understand the Four Ways To Grow Your Business PDF 61.07 KB  
Tip 89: Understand the Four Ways To Grow Your Business Audio 5.22 MB 2.85 minutes

As a constant-learner, I've been blessed to review, learn, and teach a tremendous number of courses taught by the best of the best regarding how to get into and stay in action. While providing value, none gave me an easy to understand and act on formula for taking action and achieving success. So with... Show More

As a constant-learner, I've been blessed to review, learn, and teach a tremendous number of courses taught by the best of the best regarding how to get into and stay in action. While providing value, none gave me an easy to understand and act on formula for taking action and achieving success. So with that, I created the Dare to D.R.E.A.M. concept. Show Less

  Material Name Type Size Length
Tip 90: Dare to D.R.E.A.M PDF 61.77 KB  
Tip 90: Dare to D.R.E.A.M Audio 4.88 MB 2.67 minutes

Not long ago I heard a concept that was so simple and yet so poignant it needed to be included in these tips. It is simply, "Be Interested not Interesting." This concept is yet another way to work to get the point across of who is really most important in the selling situation. Hands down it is your prospect.

  Material Name Type Size Length
Tip 91: Be Interested not Interesting PDF 53.69 KB  
Tip 91: Be Interested not Interesting Audio 4.45 MB 2.43 minutes

In selling as in life, you are going to experience a tremendous number of events that cross your path. Initially some are going to be good. Still others initially you may consider to be bad. In either case, how these events are looked at is totally controlled by one person - you!

  Material Name Type Size Length
Tip 92: Look for the Opportunity in Every Event PDF 54.23 KB  
Tip 92: Look for the Opportunity in Every Event Audio 4.33 MB 2.36 minutes

There are four factors to the success in selling any product, good or service. If you understand and act on any one of the factors, your business has the opportunity to grow.

  Material Name Type Size Length
Tip 93: Understand the Cycle of Success PDF 52.11 KB  
Tip 93: Understand the Cycle of Success Audio 4.52 MB 2.47 minutes

The first factor in the cycle of success is to know the people who have a need for what you have to offer. You're very fortunate. It's very exciting to live on the earth where we live today because there are 6.4 billion people worldwide, 310 million in the United States, and 38.5 million in Canada alone.... Show More

The first factor in the cycle of success is to know the people who have a need for what you have to offer. You're very fortunate. It's very exciting to live on the earth where we live today because there are 6.4 billion people worldwide, 310 million in the United States, and 38.5 million in Canada alone. You have plenty of "potential market" to work. I'm not trying to suggest all 6.4 billion need what you have to offer. The point is that there sure are a lot of them that do! Show Less

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Tip 94: Know Your Prospective Market PDF 56.33 KB  
Tip 94: Know Your Prospective Market Audio 4.01 MB 2.19 minutes

The second factor in the cycle of success is simply to pursue and engage your prospective market. You have to take some kind of action to identify the submarkets within that great potential market you already have. You've got 6.4 billion people on the earth. As much as we'd all love to believe they all... Show More

The second factor in the cycle of success is simply to pursue and engage your prospective market. You have to take some kind of action to identify the submarkets within that great potential market you already have. You've got 6.4 billion people on the earth. As much as we'd all love to believe they all do, not all 6.4 billion are going to want what you have to offer. You have to learn to cultivate the market in a way that supports your plan. Show Less

  Material Name Type Size Length
Tip 95: You Have to Pursue and Engage PDF 54.86 KB  
Tip 95: You Have to Pursue and Engage Audio 4.26 MB 2.33 minutes

The third factor in the cycle of success is an understanding of performance and outcomes. The market has engaged and is using your offering, and with that it has started to work with you at a much closer level because it is getting results.

  Material Name Type Size Length
Tip 96: Know Your Performance and Outcomes PDF 55.22 KB  
Tip 96: Know Your Performance and Outcomes Audio 3.76 MB 2.05 minutes

The fourth factor in the cycle of success is the development of passion and principles. After you have successfully placed your offering into the prospect's hands, he will start putting it into action in his world with great success. The net result of his success is what it does to build your passion... Show More

The fourth factor in the cycle of success is the development of passion and principles. After you have successfully placed your offering into the prospect's hands, he will start putting it into action in his world with great success. The net result of his success is what it does to build your passion and your principles for what you are doing. It gives you increased confidence and conviction in what you do and the offerings you present. Show Less

  Material Name Type Size Length
Tip 97: Develop Your Passion and Principles PDF 54.98 KB  
Tip 97: Develop Your Passion and Principles Audio 3.84 MB 2.10 minutes

There is an old cliché in selling that says, "You don't sell the steak; you sell the sizzle!" Similarly, for years in my trainings I have said, "You don't sell what it is; you sell what it does!" To completely understand this concept and achieve a more quality presentation, you need to understand the... Show More

There is an old cliché in selling that says, "You don't sell the steak; you sell the sizzle!" Similarly, for years in my trainings I have said, "You don't sell what it is; you sell what it does!" To completely understand this concept and achieve a more quality presentation, you need to understand the concept behind Feature – Advantage - Benefit presentation. Show Less

  Material Name Type Size Length
Tip 98: Create a Feature – Advantage – Benefit Presentation PDF 64.32 KB  
Tip 98: Create a Feature – Advantage – Benefit Presentation Audio 5.04 MB 2.75 minutes

You only get one chance to make a first impression. You better make sure that you make a great one! So many times when walking up and meeting someone for the first time, a person will introduce himself by his job title or position. He'll say: I'm Dr. Tom; I'm a chiropractor or Hi, I'm Bill, and I'm an... Show More

You only get one chance to make a first impression. You better make sure that you make a great one! So many times when walking up and meeting someone for the first time, a person will introduce himself by his job title or position. He'll say: I'm Dr. Tom; I'm a chiropractor or Hi, I'm Bill, and I'm an insurance agent. Show Less

  Material Name Type Size Length
Tip 99: Introduce Yourself with Purpose PDF 55.32 KB  
Tip 99: Introduce Yourself with Purpose Audio 4.68 MB 2.56 minutes

As you are finding out information from your prospect that could become very critical to your presentation later on, ask for permission to take notes as you are talking. As you start your qualification process (asking questions to learn about your prospect, his business and his needs, wants and desires)... Show More

As you are finding out information from your prospect that could become very critical to your presentation later on, ask for permission to take notes as you are talking. As you start your qualification process (asking questions to learn about your prospect, his business and his needs, wants and desires) simply ask the prospect if he minds you taking notes. Show Less

  Material Name Type Size Length
Tip 100: Write Down Information Your Prospect Gives You PDF 53.14 KB  
Tip 100: Write Down Information Your Prospect Gives You Audio 4.57 MB 2.50 minutes

In every selling situation, there is an exchange of information from the seller to the prospect. With every exchange of information, there is the possibility of one side or the other understanding the information differently from the other. By its very nature, this fact will create objections. They will happen.

  Material Name Type Size Length
Tip 101: Understand Objections Happen PDF 53.39 KB  
Tip 101: Understand Objections Happen Audio 4.44 MB 2.42 minutes

One of the oldest and most successful closing techniques that has been around for years is the "Franklin Balance Sheet" method. It's important to learn this process because it is a very fair and forthright approach to detailing all the positives and all of the negatives involved with purchasing what... Show More

One of the oldest and most successful closing techniques that has been around for years is the "Franklin Balance Sheet" method. It's important to learn this process because it is a very fair and forthright approach to detailing all the positives and all of the negatives involved with purchasing what you have to offer. Show Less

  Material Name Type Size Length
Tip 102: Learn the "Franklin Balance Sheet" Close PDF 61.35 KB  
Tip 102: Learn the "Franklin Balance Sheet" Close Audio 5.42 MB 2.96 minutes

One of the strongest prospects you will ever have is someone who has been referred to you by another trusted friend or associate. Immediately a number of wonderful things are put into action and start working in your favor.

  Material Name Type Size Length
Tip 103: Always Ask for Referrals PDF 52.41 KB  
Tip 103: Always Ask for Referrals Audio 4.81 MB 2.63 minutes

One of the greatest lessons a salesperson can learn is to be grateful for every introduction, every interaction and quite frankly, every little thing that has happened both personally and professionally throughout his life. Gratitude is tremendously powerful when you stop to think about it. Expressing... Show More

One of the greatest lessons a salesperson can learn is to be grateful for every introduction, every interaction and quite frankly, every little thing that has happened both personally and professionally throughout his life. Gratitude is tremendously powerful when you stop to think about it. Expressing even the tiniest amount becomes a game changer. Show Less

  Material Name Type Size Length
Tip 104: Be Grateful PDF 56.94 KB  
Tip 104: Be Grateful Audio 4.47 MB 2.44 minutes

Hopefully at this point, you have come to understand that you can BE anything you want to be. More importantly, you were put on this earth to have a fabulous life and live the life of your dreams. I also truly believe that we all have a second invitation while here, and that is to help as many people... Show More

Hopefully at this point, you have come to understand that you can BE anything you want to be. More importantly, you were put on this earth to have a fabulous life and live the life of your dreams. I also truly believe that we all have a second invitation while here, and that is to help as many people as we can along the way. My gut tells me you have that same desire, or you wouldn't have made it this far in the book. Show Less

  Material Name Type Size Length
Closing PDF 272.34 KB  

Course Reviews

Scott Schilling

After spending more than thirty years in the sales, marketing, training, management, and speaking arenas, Scott is uniquely qualified to help individuals and organizations achieve the success they desire. With vast experience over a range of industries, Scott's value-added conceptual expertise in all aspects of business shouts out loud and clear.

While going to the University of Iowa on a football scholarship, Scott became a licensed life insurance agent at the age of eighteen. In his first month in business, Scott sold over a quarter million dollars worth of insurance. It's not hard to understand that with the years of personal selling background he has embodied, armed with a Bachelor of Business Administration degree with majors in marketing and insurance, Scott possesses the expertise necessary to educate, empower, and inspire others to achieve "their" success.

Since his years at Iowa, Scott has worked for and with Fortune 500 companies, small businesses, service organizations and individuals, to not only grow personally but to prepare him with a breadth of knowledge and experience to aid in his sharing that collection of expertise. When it comes to understanding the opportunity at hand, there are few others that can grasp the issues, diagnose the problems, design the remedy, and implement the cure as well as Scott.


As an Internationally acclaimed Trainer, Speaker, Author, Success Expert and Philanthropist, Scott has led the field in training others, presenting as a top professional speaker, writing inspiration works with practical application and executing the very success strategies he teaches. Scott's goal is to maximize the potential and God-given talents of all the individuals and organizations he encounters.

Scott works from the understanding that "to whom much is entrusted-much is expected"!

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