We are living in adifferent

world

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consumer mindsetconsumer mindset

changechangedd

I’m not qualified! I’m not a writer! No idea where to start! No time! Don’t know what to write?

UNKNOWN

80%80%20%KNOWN

20%

UNKNOWN

KNOWN80%

differentiation

credibility

longevity

1986 = $5,000

Jay Conrad LevinsonGuerrilla Marketing

A. Per new client:

B. B. Referrals:

C. Referral Income:

D. Magic #:

(a x b)

(a + c)

8The

Steps

1Step 1

2Step 2

Poems + Publicity

= DISASTER

3Step 3

4Step 4

5Step 5

•QuestionsQuestions•BenefitBenefit•AttentionAttention•SellSell

•IdentifyIdentify•Ultimate ClaimUltimate Claim

•High quality High quality picspics•Image Image BuildingBuilding•Objective-Objective-BasedBased

NO, this is not ME!!!

NO, this is not ME!!!

6Step 6

Book titleHow to Become a Sales Superstar

Book title

Step 115 Chapters (Major Topics)

How to Become a Sales Superstar1. Closing sales2. Prospecting3. Handling Objections4. Attitude5. Rapport6. Dress7. Networking8. Setting Goals9. Getting a Coach10. Time Management11. Enthusiasm12. Product Knowledge13. Advertising14. Follow-up15. Lead Management

Book title

Step 115 Chapters (Major Topics)

Step 2Cut the 15 down to 10 and put in Sequence

1. Attitude 2. Setting Goals 3. Advertising4. Prospecting5. Networking6. Rapport7. Handling Objections8. Closing sales9. Time Management10. Follow-up

1. Closing sales2. Prospecting3. Handling Objections4. Attitude5. Rapport6. Dress7. Networking8. Setting Goals9. Getting a Coach10. Time Management11. Enthusiasm12. Product Knowledge13. Advertising14. Follow-up15. Lead Management

Book title

Step 115 Chapters (Major Topics)

Step 2Cut the 15 down to 10 and put in Sequence

Step 3Take one Chapter (Major Topic) and add 18 Ingredients

CHAPTER: Attitude 1. Self-Esteem2. Self-Confidence3. Happiness4. Old Programming5. Let Go of Past6. Enthusiasm7. Personal Development8. Education9. Getting a Coach

10. Goal Setting11.Exercise12.Nutrition13.Laughter14.Stress Relief15.Balance16.Trust17.Celebration18.Helping Others

Attitude

Book title

Step 115 Chapters (Major Topics)

Step 2Cut the 15 down to 10 and put in Sequence

Step 3Take one Chapter (Major Topic) and add 18 Ingredients

Step 4Cut the 18 ingredients down to 15 and put in sequence

CHAPTER: Attitude 1. Let Go of Past2. Old Programming3. Self-Esteem4. Exercise 5. Self-Confidence6. Laughter 7. Happiness8. Enthusiasm9. Personal Development10.Education11.Getting a Coach12.Goal Setting13.Nutrition14.Stress Relief15.Balance

Book title

Step 115 Chapters (Major Topics)

Step 2Cut the 15 down to 10 and put in Sequence

Step 3Take one Chapter (Major Topic) and add 18 Ingredients

Step 4Cut the 18 ingredients down to 15 and put in sequence

Step 5Turn the 15 Ingredients into Significant Statements

Ingredient: Self-Confidence You’ve Got to Believe in Yourself to Win in Sales

How to Become a Sales Superstar

Attitude

Self-Confidence

Book title

Step 115 Chapters (Major Topics)

Step 2Cut the 15 down to 10 and put in Sequence

Step 3Take one Chapter (Major Topic) and add 18 Ingredients

Step 4Cut the 18 ingredients down to 15 and put in sequence

Step 5Turn the 15 Ingredients into Significant Statements

Step 6Turn each significant statement into a question and come up with 3 answers

Book title

Step 115 Chapters (Major Topics)

Step 2Cut the 15 down to 10 and put in Sequence

Step 3Take one Chapter (Major Topic) and add 18 Ingredients

Step 4Cut the 18 ingredients down to 15 and put in sequence

Step 5Turn the 15 Ingredients into Significant Statements

Step 6Turn each significant statement into a question and come up with 3 answers

Ingredient: Self-Confidence You’ve Got to Believe in Yourself

to Win in Sales

Book title

Step 115 Chapters (Major Topics)

Step 2Cut the 15 down to 10 and put in Sequence

Ingredient: Self-Confidence You’ve Got to Believe in Yourself

to Win in SalesTurn statement into a question

WHY You’ve Got to Believe in Yourself

to Win in Sales?

Book title

Step 115 Chapters (Major Topics)

Step 2Cut the 15 down to 10 and put in Sequence

Step 3Take one Chapter (Major Topic) and add 18 Ingredients

Step 4Cut the 18 ingredients down to 15 and put in sequence

Step 5Turn the 15 Ingredients into Significant Statements

Step 6Turn each significant statement into a question and come up with 3 answers

Ingredient: Self-Confidence You’ve Got to Believe in Yourself

to Win in Sales 3 Answers• To get others

to believe in you

• To get referrals

• Show belief in what you sell

Turn statement into a question

WHY You’ve Got to Believe in Yourself

to Win in Sales?

Book title

Step 115 Chapters (Major Topics)

Step 2Cut the 15 down to 10 and put in Sequence

Step 3Take one Chapter (Major Topic) and add 18 Ingredients

Step 4Cut the 18 ingredients down to 15 and put in sequence

Step 5Turn the 15 Ingredients into Significant Statements

Step 6Turn each significant statement into a question and come up with 3 answers

Ingredient: Self-Confidence You’ve Got to Believe in Yourself

to Win in Sales 3 Answers• To get others

to believe in you

• To get referrals

• Show belief in what you sell

Turn statement into a question

WHY You’ve Got to Believe in Yourself

to Win in Sales?

7Step 7

8Step 8

personal campaign manager• perth700perth700• pre-pub salespre-pub sales• author announcementauthor announcement• radio interviews to radio interviews to appointmentsappointments• making money with making money with teleseminarsteleseminars• doing more paid speakingdoing more paid speaking• home study courseshome study courses• build a huge databasebuild a huge database• paid membership sitespaid membership sites• attract 300-500 prospectsattract 300-500 prospects