Sales Presentations

Syllabus

Join us for the Webinar at 1:00 P.M. January 11, 2012!

Mark Leeper will be joining us for a discussion about sales presentations. Bring your questions!

Contents

• Sales 2
• In Defense of Salesmanship 3
• Sales Resistance 4
• A Marketing Process Problem. 6
• A Self-Image Problem. 8
• An Integrity Problem. 9
• Successful Sales Presentations 10
• Preparation. 10
• Diagnosis 11
• Delivery 12
• Objections 12
• Real vs. Unreal Objections 13
• Closing. 15
• The Puppy Dog Close 15
• The Monkey’s Paw. 16
• The Thermometer Close 16
• The Reverse Negative 16
• The Ben Franklin Close 17
• Rule #1 of Closing. 17
• Sales Tips for Muggles 18
• One Last Secret 20
• Sales Presentations – Action List 21
• Recommended Reading list 22
• Show Your Work Challenge 23

And of course, we will include the

• Recommended Reading list
• List of Resources (additional articles and tutorials)
• Action List
• Show Your Work challenge. We’ll send the details

About the Course -

Each course includes:

A thirty to sixty minute video with detailed instruction

A downloadable PDF Workbook

We’ll send “Certificates of Completion” to those that show a good working knowledge of the concepts, and feature the best ones on ABCI’s blog. (An opportunity for additional publicity!)

Need professional continuing education credit? CEUs or PDUs are provided for most professional organizations.
(Equivalent of 2 hours classroom instruction.)

Your satisfaction is unconditionally guaranteed.

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