THE PROCESSTHE PROCESS

Proper AttitudeProper Attitude People SkillsPeople Skills Selling SkillsSelling Skills Professional KnowledgeProfessional Knowledge

SMART WORKSMART WORK

NOTNOT

HARD WORKHARD WORK

Planning

Study

Selling

Perso

nal

THE WHEEL OF ACTIVITY

Service

Pro

spec

tin

gOr OtherActivity

THE PYRAMID OF SUCCESS

Success

Method

Energy

Attitude

Interest

WORKING AT WORKING AT

THE NEXT THE NEXT

LEVELLEVEL

The Ability to IntroduceThe Ability to Introduce New Ideas, Meet Expectations New Ideas, Meet Expectations And Implement Them...Means And Implement Them...Means

Cash!Cash!

Seven Conditions for SuccessSeven Conditions for Success

Conception of what we want.

Confidence that we can attain our goals.

Concentration on what it takes.

Consistency in what we do.

Commitment of emotional energy.

Character of high quality.

Capacity to enjoy the process along the way.

Means Setting a Base Means Setting a Base

WORKING WORKING FLAT OUT FOR FLAT OUT FOR

A PURPOSEA PURPOSE

A world incapable A world incapable

of change is a world of change is a world

without hope . . .without hope . . .

A salesperson A salesperson

capable of capable of

hope . . .hope . . .

. . . is a hopeful

salesman.

» Plan to achieve» Persistence in the face

of obstacles» Positive self-image

The 3 P’s for Success

Perfect Planning Prevents Poor Performance

PREPARING, REHEARSING and then USING

a PROPER PRESENTATION Helps ATTITUDE,

MIND and most of all CLOSING

What is your What is your presentationpresentation like?like?

Does it change Does it change with every with every client?client?

THE 7 STEPS OF A PRESENTATION

INTRODUCTION

FACT-FIND

PRESENT PROBLEMS

PROVIDE SOLUTIONS

CLOSE

ADMINISTRATION

REFERRALS

THE 4 PHASES OF A SALES

T T E N T I O NT T E N T I O N

N T E R E S TN T E R E S T

E S I R EE S I R E

C T I O NC T I O N

AA

II

DD

AA

When does the When does the close begin?close begin?

QUESTION:QUESTION:

When you leave the

house.

ANSWER:ANSWER:

WHO DOES WHAT BY WHEN

THE RECORD