• Video-based instruction every other week for twelve weeks.
• Sessions are modular. Each session is designed to stand alone.
  Participants can start with any session.
• One half day per session (four hours)

SESSION ONE

SESSION TWO

HOW TO OVERCOME
CALL RELUCTANCE
Bob Johnson

• Why Everyone Has Experienced Call Reluctance

• How Management Contributes To Call Reluctance

• You Can't Manage Productivity. You Can Manage Activity

HOW TO BUILD
WIN/WIN RELATIONSHIPS
Bob Johnson

• How to Build An Atmosphere Of Cooperation

• How to Turn Rejection Into Acceptance By Talking About The Prospect's Interest

• The "WIIFM" (What's In It For Me?) Factor
  
  

HOW TO INCREASE YOUR TELEPHONE EFFECTIVENESS
Bob Johnson

• Why Fear Of Rejection Inhibits Telephone Effectiveness

• How The Telephone Should...And Should Not Be Used

• Correct Telephone Wording

HOW TO BECOME
A MEANINGFUL SPECIFIC
Zig Ziglar

• Do Not Confuse Activity With Accomplishment

• A Seven-Step Formula
  For Achieving Goals

• How To Develop A "Support Group"

SESSION THREE

SESSION FOUR

HOW TO CHANGE
DOUBT TO BELIEF
Bob Johnson

• When/How To Introduce Facts

• Follow Each Fact With A Benefit

• Seven Forms Of Evidence:

           - Examples          

            -Testimonials   

            -Statistics   

            -Facts
            -Demonstrations

            -Analogies    

            -Exhibits

HOW TO RESPOND...
NOT REACT...TO LIFE
Zig Ziglar

• How to Respond...Instead Of Reacting To Challenges

• Those Who Try To "Hurt"... Are Often Hurting

• How To Turn Adversity To Advantage

HOW TO PLAN YOUR WAY
TO INCREASED PRODUCTIVITY
Bob Johnson

• The Difference Between "Primary" And "Secondary" Time

• How To Strike A Balance Between Serving Existing Clients And Developing New Clients

• How to Dramatically Increase The Number Of Calls You Make

HOW TO IDENTIFY BUYING
SIGNALS AND USE TRIAL CLOSES
Bob Johnson

• When You See Or Hear A Buying Signal...Use A Trial Close

• Trial Closing Techniques:
  -The "Prospect's Opinion" Technique
  -The "IF" Technique
  -The "How Would Your Boss/Spouse React?" Technique

• The Secret Of "Progressive" Trial Closing
  

SESSION FIVE

SESSION SIX

HOW TO TURN COLD,
HARD OBJECTIONS INTO
SOFT, WARM BUSINESS
Bob Johnson

• Four Times To Handle Objections: Now, Later, In Advance, and Never

• Two Rules Of Handling Objections: Clarify and Cushion

• Four Methods For Handling Objections:
  The Explanations; The Denial; The Reversal; Let The Prospect Handle It

HOW TO BUILD A
WINNING SELF IMAGE
Zig Ziglar

• You Can't Perform In A Manner Which Is Inconsistent With The Way You See Yourself

• No One Can Make You Feel Inferior Unless You Give Them Permission

• The Difference Between Refusal and Rejection
  

HOW TO CLOSE
WITH GREATER CONFIDENCE
Bob Johnson

• When To Close

• How To Take Your Prospect's "Temperature" With Trial Closes

• Four Closing Methods:
  -Instructive                - Assumptive
  -Alternative Choice    -  Minor Detail

WHY THERE'S
NO"FREE LUNCH"
Zig Ziglar

• The Best Of Plans Won't Work...
  Unless You Do

• The Difference Between Opportunity And Taking Advantage Of Opportunity

• To Get Something Out You Must Put Something In