Price $99 [Click here to order]

1. Welcome
   • Welcome from Louis Bernstein
   • About the Author
   • A Note to Sales Managers
   • Course Goals
   • Course Non Goals
   • Testing
   • Born to Sell?
2. The Product
   • The Product - Love Your Product
3. Find Someone To Sell To
   • Find Someone to Sell To - The Right List
     • Find Someone to Sell To - Continued
4. Prospecting
   • Prospecting - Getting to Know Someone
   • Prospecting - Set Goals
   • Prospecting - Selling by Phone
   • Prospecting - Selling Face-to-Face
     • Prospecting - Selling Face-to-Face Continued
   • Prospecting - First Impression
   • Prospecting - Call Demo 1
   • Prospecting - Call Demo 2
   • Prospecting - Voicemail
     • Voicemail Continued
   • Prospecting - Keep Track of Your Prospects
   • Prospecting - Learn to Like It
   • Prospecting - Perservere
5. Establishing a New Relationship
   • Establishing a New Relationship - Questions to Ask
   • Establishing a New Relationship - Questons to Ask
   • Establishing a New Relationship - Writing Questions to Find the Need
   • Establishing a New Relationship: Finding the Need Video
   • Establishing a New Relationship - Writing Questions to Find the Want
   • Establishing a New Relationship: Finding the Want Video
6. Qualifying a Prospect
   • Qualifying a Prospect - Is There a Sale Here
   • Qualifying a Prospect - Who Makes the Decision Here
   • Qualifying a Prospect - Qualifying Questions
7. Objections
   • Objections - Opportunities in Disguise
   • Objections - Your Price is Too High Video
   • Objections - We're Happy With our Current Vendor Video
   • Objections - Resistent to Change Video
   • Objections - Answering the Challenge
   • Objections - Walking Away
   • Objections - Walking Away Video
   • Objections - Stalling the Sale
   • Objections - Moving it Along
8. Buying Signals
   • Buying Signals - Its Showtime
   • Buying Signals - Getting Tripped Up
   • Buying Signals - Leverage
9. The Close
   • The Close - Role Playing
   • The Close - The Trial Close
   • The Close - Asking for the Order
   • The Close - Now Shut Up!
   • The Close - Conquering Fear
10. After the Sale
    • After the Sale - Upselling
    • After The Sale - Staying In Touch
11. Tools and Resources
    • Tools and Resources - Referrals and Recommendations
    • Tools and Rescources - Client Letters
    • Tools and Resources - Your Sales Cycle
    • Tools and Resources - Selling Proucts Versus Services
    • Tools and Resources - Selling Products Your Prospect Can Try
    • Tools and Resources - Services: Paint a Picture
    • Tools and Resources - Features and Benefits
    • Tools and Resources - Attitude
12. Final Thoughts and Feedback
    • Final Thoughts and Feedback: Honesty
    • Final Thoughts and Feedback: Integrity
    • Final Thoughts and Feedback: Stay in Touch!
    • Final Thoughts and Feedback - Thank you!