| Drill Number |
Description |
| 1 |
Breaking the Ice – Building Rapport with the Prospect |
| 2 |
Discovering and Handling Prospect Roadblocks |
| 3 |
Getting the Prospect’s Actual Problem |
| 4 |
Turning “The Problem” Into a Sale |
| 5 |
Overcoming Objections |
| 6 |
Spotting Prospect Difficulties and Handling Them |
| 7 |
The Sales Process that Results in Prospects that Close themselves |
| Drill Number |
Description |
| 1 |
Mining the Client's "4 Diamonds" |
| 2 |
Networking for Sales Professionals |
| 3 |
Spotting the Key Indicators of All Closable Prospects |
| 4 |
Rescuing the "Lost Deal" |
| 5 |
Harvesting Referrals, Referrals, and More Referrals |
| 6 |
Building Large Pipelines of Closable Deals |
| Drill Number |
Description |
| 1 |
Recruiting Sales Personnel – The "Only 3 Attributes"
to Look For |
| 2 |
Training and Managing a Sales Assistant |
| 3 |
Building Strategic Relationships |
| 4 |
Advanced Sales Closing Skills |
| 5 |
Group Presentations and Sales |
| 6 |
Running Sales Meetings that Build Winning Sales Teams |