Step 9: Option Presentation

The next step in the process is step 9: Option Presentation. Step Nine: Option Presentation This step will change your life. Most of the time when I work with sales people, they have a very straight-forward, yes or no proposition for their clients. Well you never want to offer your client just a yes or […]

Step 8: The Interview – WNABE

This is the eighth step in the free sales course. It is called The Interview or WNABE (it’s an acronym).   Step Eight: The Interview – WNABE Now it’s time for step number eight: The interview. I’ve taken you through the pre-meeting close, the client has agreed that he wants help, so now we’re going […]

Step 7: The Pre-Meeting Close

This is the seventh step in the process. The title is: The Pre-Meeting Close   Step Seven: The Pre-Meeting Close Now, we’re up to step 7, and it’s the step that I call the pre-meeting close. This is the actual part of the conversation you’re going to have with the client, where the deal is […]

Step 6: Provide Powerful Proof

This is step 6 in the free sales course. The title is: Provide Powerful Proof. Step Six: Provide Powerful Proof Now it’s time for step six: provide powerful proof. The reason you need to provide powerful proof is, number one, to demonstrate your credibility, to demonstrate that you’re an expert in doing what you do. […]

Step 5: Follow-up Unit They Buy or Die

This is step 5 in the free sales course. The title is: Follow-up Until They Buy of Die. Step Five: Follow-up Until They Buy Or Die Now we’ve moved onto step number five: Follow up until they buy or die. That’s an expression that I love because it really communicates the impact that follow up […]

Step 4: Test Their IQ – The Qualification

This is step 4 in the process. The title is: Test Their IQ – The Qualification. Step Four: Test Their IQ – The Qualification Step Four is the testing of the IQ. The second step, the qualification. We need to qualify everyone we suspect will be a good client for us, and we need to […]

Step 3: Test Their IQ – The Invitation

This is step 3 in the free sales course. It is titled Test Their IQ – The Invitation. Step 3:  Test Their IQ – The Invitation Step 3 is the first in a 2-part testing the IQ of the client. I use IQ because it’s an acronym for invitation and qualification. In step 3, we’re […]

Step 1: Ruthlessly Evaluate Every Relationship

This is step one in the free sales course. The title is: Ruthlessly Evaluate Every Relationship Step One: Ruthlessly Evaluate All Relationships Step one in our process is to ruthlessly evaluate all of your relationships. We’re going to break these relationships into four categories. I want you to look at everyone you’ve come into contact […]

Introduction to Free Sales Course

This is the introduction to the free sales course. Introduction to 60 Second Sales Course Think of a time when you romanced a client for months and months on end, maybe even a year or longer. Think of all the effort you put into that, and then the payoff at the end wasn’t what you […]