1- Managers
must give proper direction
|
"Are
you consistently inconsistent?”
|
| 2- How to determine what to direct |
“Everything is a product of its’ roots”
|
| 3- Goals, Quotas, Objectives: Ceilings or Minimums? |
“What
is the message that our Quotas are sending?”
|
| 4- Analyze----Plan----Implement |
“The
three building blocks to success”
|
| 5- Questions that each manager must answer |
“Are
we talking about the same thing?”
|
| 6- Managing the “Staffing” component |
“The Rule of “78””
|
| 7- Working a month in advance |
“Don’t
allow your business to control you”
|
| 8- The comfort of maintaining? |
“Is
it really that comfortable or just a game we play with ourselves?
|
| 9- Living in a world
of “need” Are you selling
or just taking orders? |
“Don’t
tell me how. Tell Me why.”
|
| 10- Separate Yourself: Find Your Own Parking Lot |
“Don’t
compete with the other Seagulls”
|
| 11- Positioning yourself |
“What
does your customer want to deal with?”
|
| 12- The Cold Call: |
What are you really selling?
|
| 13- The Initial Appointment |
“During
every meeting there are 8 people in the room”
|
“First
things first”
|
| 14- Earn the right to work with your customer: The Personal
Profile |
“How
did the interview go?”
|
| 15- Three Steps To Organizational Excellence: The Sales Process |
“Let
the process work for you”
|
| 16- Who or rather “What” are
you selling to? |
“See
me. Feel me. Hear me”
|
| 17- The “T” System
for Referrals |
“Oh,
by the way”
|
| 18- Objections-----Why do we get them and how can we avoid
them? |
“I
object!”
|
| 19- It Is What It Is |
“Don’t try to change a “Fact””
|
| 20- Don’t Negotiate
To Fail |
“When
do the negotiations begin?”
|
| 21- Fear vs. Stress |
“The
difference is in the planning”
|
| 22- Sales Is An Industry |
“Corner
The Market!”
|
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