Audio CD Outlines
The Promotion Coach Sales Playbook - First Million "How to Grow Your Commissions UP TO $150,000 a Year
and Become a Multi-Millionaire Selling Promotions"
CD One-Lifestyle Planning
- Why planning is important
- Defining your purpose
- Defining your principles in life
- "Line Item Veto" investment return
- Steps to retiring a multi-millionaire
- Kiplinger's Worry-Free Retirement system
- How to best determine your lifestyle annual budget
- Defining your sales and bonus goals to meet your lifestyle annual budget
CD Two-Developing My Expertise
- How large is the promotion industry?
- How do I develop my expertise?
- What are the top 25 money-making areas of promotion?
- What areas of expertise do the top producers develop?
- I am new; what should I do my first year and second year?
- What is my personal value pyramid?
- What do I need to do and learn to sell $300,000 a year?
- What do I need to do and learn to go from $300,000 a year to $1,000,000 a year?
CD Three-How to Develop My Territory Plan
- How long does it take to sell my first $1 million and earn up to $150,000?
- How to get out of the 80/20 trap using Ted's Easter Basket principles
and what are my sales strategy options?
- How much do companies spend on promotions?
- How many customers can I expect to find in a company?
- What are the titles of the people I should be calling on?
- How much will a typical buyer budget for promotions?
- What are the odds that a customer will repeat business with me?
- What effect does the competition have on closing a sale?
- How many customers and prospects do I need to get to $1,000,000 in sales?
- Where do I get a list of companies in my market to call on
and how do I determine which companies to call on?
- How long does it take to turn a prospect into a buyer?
- How do I build my territory account list?
CD Four-How to Build A SUCcESSFUL
Sales Plan
- How to keep my sales pipeline full using the One-A-Day plan to sell $1 million a year
- How to track the One-A-Day plan using Ted's Win/Loss Report
- How to grow sales with existing customers using Ted's BINGO plan
- How much time must I invest to build my sales plan?
- How to forecast billings by buyer by month
- How to plan to renew projects
- How to plan to win back past buyers
- How to plan my prospecting by month
- How to plan my BINGO forecast
- How to use Ted's buyer, win-back and prospect forecasting system
- Why it's important to update my sales plan every month
CD Five-How to prospect and market to buyers and prospects
- How to identify how many prospects to target each month
- How to identify sales opportunities with prospects
- How to use Ted's gold award-winning direct mail prospecting program
- Determining the best times to make prospect calls
- How to create an effective voicemail and contact script
- How to build sales from referrals and networking
- What networking organizations to join
- How to exhibit at shows
- How much to invest and what tactics to use to market to buyers and prospects
- Best practices for branding yourself
CD Six-Consultative Selling
- Why people buy for their reasons, not yours
- Introduction to the Max Sacks 7-Step Track Selling System
- What are the five buying decisions?
- What are the six buying motives?
- The importance of non-verbal communications in effective selling
- What are fact-finding and feeling-finding questions?
- Three kinds of questions you can ask
- The value of establishing a good relationship with the receptionist
- Using time; moving from the reception area to the customer office to build credibility - "Pre Interview"
- Ted and Al's role-playing; examples that benchmark the best practices of the Track Selling System
- Ted's top approach questions to ask buyers
- Ted's top qualification questions to ask buyers
- Ted's top budget questions
- Why perfect practice makes perfect selling
CD Seven-Time Management/Hard things first
- How does time equity pay off?
- Top ten time wasters and how to avoid them
- How much is your time worth?
- Ted's 80% rule of time management
- Ted's six techniques to sell value over price
- Ted's pricing guidelines
- How to do the hard things first
- How to manage your draw, commissions and business expenses
CD Eight-The master sales plan
- 23 steps to putting together a successful lifestyle plan and sales plan
- An easy-to-use template with built-in formulas is provided on LegacyWish CD
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