1. What is the Road to The Sale
2. Steps in the Road to the Sale 1-13
3. Mistakes to Avoid
4. Commit to the Steps
1. Your Mental Disposition
2. Service is Senior
3. Verbally Deliver a Great Attitude
4. How to Stay Positive
5. Triks to Staying Positive
6. 20 Traits of a Great Attitude
7. Rules to Being Positive
8. Positive Communication
9. Summary
1. Purpose of the Greeting
2. Your Introduction
3. Putting the Buyer at Ease
4. Handling the RDR
5. Common Ground
6. Using Information
7. Using information Part 2
8. Information Gets You Information
9. Dress and Posture
10. Tips on the Greeting
11. Biggest Mistakes in The Greeting
12. Great Greetings
13. Terrible Greetings
1. Handling Objections in The Greeting
2. Difference Between Want and Ask
3. Initiate Objections in the Greeting
4. Handling Price in the Greeting
5. Mistaks Made in Handling Price
6. Just Looking
7. Want to Speak To Your Manager
8. Time Objections
9. Concerning Financing
10. Credit Concerns
11. What Will the Payments be On
1. The Importance of Fact Finding
2. 21st Century Fact Finding Best Practices
3. What - Why - How
4. Wrong Product
5. Clues from the last Purchase
6. Questions Not to Ask
7. The New Situation
1. The Basics
2. Selection
3. Verify Selection With Alternatives
4. More On Alternatives
5. Demonstration Basics
6. Feature Advantage Benefit
7. Product Knowledge - Mistakes
8. The Why
9. Why's and APES
10. Controlled Presentations
11. Present First
12. The Rules
13. Assumptive
14. Demonstration - Mistakes
15. Demonstration - Objections
16. Sell Yourself
17. Super Freak The Presentation
1. What's a Trial Close
2. Trial closes you can use
3. Gaining Mental Ownership
4. Objections to trial closes
5. Not just the product
6. Make Them Feel Like Family
1. Introduction
2. Excuses
3. Increase Write Ups
4. Mistakes
5. Assumptions
6. Objections
