Cardone Courseoutline

COURSE OUTLINE
TOPIC: PROSPECTING
CATEGORY: Prospecting Strategies
Course 1: Prospecting Basics

Purpose of Prospecting
What is it?
Why is Prospecting Important?
How to Fill Up Your Pipeline So That You are Affluent with Prospects
How Prospecting is Different than Selling
Course 2: Prospecting Tips

Attitude
Activity Level
Expectations
Commit to Daily Prospecting
Time Management
Creative Variety
Course 3: Creating Lists For Prospects

Introduction
Power Base
Sold Customers
Service Type Calls
The Unsold
Who Do You Spend Money With?
Business Using Your Products
Competitions Customers
Orphan Owners
Lost or Unsold Customers of the Company
Course 4: Warm Calls

Your Power Base
The Power Base Call
Service Customers
Calling the Service Customer
Reactivating Sold Customers - Past Customers You Sold
The Call to Sold Customers
Converting the Unsold
The Call to the Unsold
People You Do Business With
300 71st Street, Suite #620, Miami Beach, FL 33141 Email: contact@grantcardone.com Toll-Free:800-368-5771 Office: 310-777-0255 Fax: 310-777-0256
COURSE OUTLINE
TOPIC: INSPIRATIONS FROM GRANT
Rant 15
Govt. Assistance Makes Slaves
Rant 9
Rant 10
Solving Problems with Herman Cain
Why I Love Kim Kardashian
Get Rich
Greece and the global financial crisis
Call of Duty MW3 Tips
Rick Perry Embarrassing Moment
Sandusky Child Molestation Scandal
Astro X Factor Elimination
Black Friday Sales
Occupy LA Protesters
Demi Ashton Divorce
Black Friday
Jobless Rate California
White House Gunman
Barney Frank
Jet Man
Newt Gingrich Never Quit
Governor Brownback Twitter Apology
Rosie O'Donnell Engaged!
LSU Tigers and Alabama National Championship
Tim Tebow Time
ADHD & ADD Big Pharma Drugging Our Children
Santa Claus Work Ethic
Alec Baldwin Brass Balls
Tim Tebow Time Again
Middle Class Message
Stop Occupying, Start Working
It's a Christmas Tree!
Pumped for Mission Impossible - Ghost Protocol!
Barry Bonds
How to Stay Motivated
Ron Paul
Liberals Turning Against Obama!
Public Schools Waiting for Superman = EPIC FAIL
Get Rid of Government
CNN Contributes to Economic Problems
Why Marriages Fail
Is Drew Brees the Best Quarterback Ever?
Sears Epic Fail at Customer Service
Top 10 2011 Most Destructive Attention Vacuums
What's Wrong with America
The Mayan Prophecy 2012
The Kardashians Entrepreneurs of 2011
COURSE OUTLINE
Super Bowl Predictions

Bully Advice
Kanye West Tweeting
Obama Foreclosure Rental Plan
Motivation and Fast Foods
Mitt Romney
How To Be A Millionaire!
Work Like a Millionaire!
Secrets of Millionaires!
World Class Retail Experience
Law of Attraction & Nuggets of BS!
The John King Slapdown by Newt
Mitt Romney Took My Advice
State of the Union is a Sales Pitch
Attract Success
Success Formula for Families
Warren Buffett Tax Position
Whiners Aren't Attractive
Being Poor Is A Choice
Seeking the Perfect Balance
Quitters
Don't Be A Victim!
Make Your Own Economy
Drugs Kill
Govt. Assistance Makes Slaves
Oh, the Linsanity!
Wealth Creation for Average People
How to Get the Dream Job
Happy Mardi Gras!
Top Sales Guru on Twitter
Gas Prices Are Not Your Problem
You Are A Genius
Adam Carolla & The Middle Class
Why the Middle Class is Failing
Car Dealers Are Heroes
Act of Valor
Act of Valor
Boredom and Burnout
Buy Your House Now!
How To Be Happy
Stages of Recovery
Gas Prices in USA
Negativity is Poison
5 Customer Experience Mistakes
Parents Are Important
Gen Y Advice
Millionaire Mindset
Invest in Real Estate NOW
Saints Can't Be Stopped!
COURSE OUTLINE
Drive By Salesman
Bullies Are Cowards
You're Being Deceived
Obesity in America
Best Buy Problems are American Issues
Advice on Money - Get Rich!
Best of Grant Cardone GRANT RANT'S
Thank You Delta!
HOW TO GET FIRED!
Never Talk About The Past
Are You A Robot?
SALES MOTIVATION!
Commit to Success
Urgency is the NEW Virtue
Create Time, Don't Manage It
Work Smart Not Hard
Why Your Kids are Dumb
Bullied By The IRS
New York City Bloomberg Sugar Police
Was Obama Born in Kenya?
Hell No, Gov Jerry Brown!
The Middle Class Solution: Get Out!
Don't Be A Little Bitch!
Tips On Public Speaking
Don't Be Scared Of Change
Be Laser Focused When Life Challenges You
Why Grant Cardone is Fighting for the Middle Class
Get Motivated and Don't Waste Time
Grow Your Business When It's Slow
How to Overcome Fear and Insecurity
The World IS Changing
Barack Obama Misleading Public About Success
Be Nimble To Be Successful
Make More Money
What Our Fathers Taught Us
The World IS Changing
Barack Obama Misleading Public About Success
Be Nimble To Be Successful
Make More Money
What Our Fathers Taught Us
COURSE OUTLINE
TOPIC: TOP TRAITS OF GREAT SALESPEOPLE
Introduction
Trait 1 - Great Salespeople quit thinking about a sale, and start thinking about a business.
Trait 2 - Great Salespeople treat each customer with a high level of customer service (1 customer at a time).
Trait 3 - Great Salespeople take the time to understand a customers needs.
Trait 4 - Great Salespeople OVER promise and OVER deliver.
Trait 5 - Great Salespeople invest in activities that will grow their business.
Trait 6 - Great Salespeople are always looking for new ways to serve their customers.
Trait 7 - Great Salespeople invest in networking, community, and building relationships.
Trait 8 - Great Salespeople get obsessed with selling as an art.
Trait 9 - Great Salespeople are not dependent on the economy.
Trait 10 - Great Salespeople surround themselves with over achievers.
Trait 11 - Great Salespeople are never, ever satisfied.
Trait 12 - Great Salespeople do not view failed sales and lost sales.
Trait 13 - Great Salespeople never give up on unsold client.
Trait 14 - Great Salespeople are like magicians.
Trait 15 - Great Salespeople see problems as opportunities.
Trait 16 - Great Salespeople invest in their education and personal development.
Trait 17 - Great Salespeople invest in making themselves known.
Trait 18 - Great Salespeople hold themselves to performance standards higher than normal.
Trait 19 - Great Salespeople constantly looking for new ways to build their pipeline.
Trait 20 - Great Salespeople protect and guard their clients like they are gold.
Trait 21 - Great Salespeople are convinced that their products are more valuable than the money they get for them.
Trait 22 - Great Salespeople have a deep belief that they won't be challenged by economies, competition, or low prices.
Trait 23 - Great Salespeople know how to listen more than they talk.
Trait 24 - Great Salespeople do not see themselves as selling, but serving and assisting.
Trait 25 - Great Salespeople are not satisfied with awards and paychecks.
Trait 26 - Great Salespeople always get answers to a question.
Trait 27 - Great Salespeople want to disrupt the status quo for their industry.
Trait 28 - Great Salespeople focus on results not effort.
Trait 29 - Great Salespeople stretch way beyond their comfort zones.
Trait 30 - Great Salespeople want to create clients for a lifetime.
Trait 31 - Great Salespeople never blame others… they always accept responsibility.
Trait 32 - Great Salespeople are obsessed with building clientele.
Trait 33 - Great Salespeople are inspired by failure.
Trait 34 - Great Salespeople stay hungry, act hungry and tell people they are hungry.
Trait 35 - Great Salespeople show up early and they stay late.
Trait 36 - Great Salespeople view problem customers as opportunities to create fans.
Trait 37 - Great Salespeople see a job with a salary as more of risk than a commission job.
Trait 38 - Great Salespeople value the connections in their community as their main aim of commerce.
Trait 39 - Great Salespeople are devoted to being in great physical, emotional and spiritual condition.
Trait 40 - Great Salespeople have the work ethic of an obsessed maniac.
Trait 41 - Great Salespeople trust instinct, creativity and passion to fuel them.
Trait 42 - Great Salespeople are very smart with their money.
Trait 43 - Great Salespeople are good at starting things and they are unbelievable at finishing them.
Trait 44 - Great Salespeople are willing to make the uncomfortable or difficult calls.
Trait 45 - Great Salespeople are magicians, geniuses at communication, keeping negotiations alive when others would let them die.
Trait 46 - Great Salespeople hold themselves accountable.
COURSE OUTLINE
TOPIC: TOP TRAITS OF GREAT SALESPEOPLE (Continued)

Trait 47 - Great Salespeople are convinced that what they do is making a difference for their clients and the world.
Trait 48 - Great Salespeople want to be #1 in their industry, not #1 in their company.
Trait 49 - Great Salespeople seek to dominate not compete.
Trait 50 - Great Salespeople go way beyond just selling. Don’t stop at just selling.
Trait 51 - Great Salespeople are immune to negativity.
Trait 52 - Great Salespeople are great listeners but they can also be deaf.
Trait 53 - Great Salespeople do not get emotional in the negotiations.
Trait 54 - Great Salespeople know that until the close takes place, value is not exchanged.
Trait 55 - Great Salespeople never stop learning.
Trait 56 - Great Salespeople know the difference between an objection and a complaint.
Trait 57 - Great Salespeople never lower their targets.
Trait 58 - Great Salespeople know the difference between selling, negotiating and closing.
Trait 59 - Great Salespeople are willing to persist and insist in the close.
Trait 60 - Great Salespeople know that the most important sale they will ever make is to themselves.
Trait 61 - Great Salespeople build value. they don’t discount price.
Trait 62 - Great Salespeople take the time to practice, drill, rehearse and role play.
Trait 63 - Great Salespeople follow up relentlessly.
Trait 64 - Great Salespeople believe their personal value exceeds the value of their product or service.
COURSE OUTLINE
TOPIC: SELLING BASICS

CATEGORY: Selling Basics
Course 1: Selling, A Way of Life

Selling is a Prerequisite for Life
The Commission
Volume and Profit: Part One
Volume and Profit: Part Two
Salespeople Drive Entire Economies
Course 2: Professional or Amateur?

Professional or Amateur?
The Great Shortage
Commitment
Greener Pastures
The Power of Prediction
The Only Reason You Won't Like Selling
Course 3: The Most Important Sale

Selling Yourself
Conviction is the Make/Break Point
The Ninety-Day Phenomenon
Put Your Money Where Your Mouth Is!
Course 4: Time
How Much Time Do You Have?
Use Every Moment to Sell
The Lunch Opportunity
Lunch Out = Sales Up
Course 5: Massive Action

Take Massive Action
The Four Degrees of Action
Massive Action = New Problems
Production Yields Happiness
The 10x Rule
Work Your Power Base
How to Build Your Power Base
Impose on Them or Help Them?
Capitalize on the Easy Sale
COURSE OUTLINE
TOPIC: UNDERSTANDING THE BUYER

CATEGORY: Understanding the Buyer
Course 1: The Magic of Agreement

The First Rule of Selling
The Agreement Challange
The Agreement Drill
Trust is Critical to the Sale
Customers Don't Make Sales, Salespeople Do
Credibility = Increased Sales
People Believe What They See, Not What They Hear
Use Third-Party Data to Validate
Tips on Using Information to Build Trust
Course 2: Attitude
A Great Attitude is Worth More Than a Great Product
Treat Them Like Millionaires
Daily Attitude
A Product of Your Environment
Tips to Have a Great Attitude
Course 3: Give, Give, Give

The Magic of Give, Give, Give
Love The One You're With
Level of Service
Make Service Senior to Selling
The Hard Sell
Closing is Like a Recipe
Course 4: The Price Myth

It's Almost Never Price
Love, Solve Problems, and Confidence
More on Price
Handling “Other” Concerns Handles Price
Justifying Price with Other Inventory
Salespeople Stop Sales, Customers Don't
Course 5: Your Buyer’s Money

No Shortage of Money
The People Business, Not the “X” Business
The Most Interesting Person in the World
Production Yields Happiness
The 10x Rule
Work Your Power Base
How to Build Your Power Base
Impose on Them or Help Them?
Capitalize on the Easy Sale
COURSE OUTLINE
TOPIC: THE SALES PROCESS

CATEGORY: The Sales Process
Course 1: Road to the Sale

What is the Road To The Sale?
Steps in the Road to the Sale 1-13
Mistakes to Avoid
Commit to the Steps
Course 2: Attitude
Your Mental Disposition
Service is Senior
Verbally Deliver a Great Attitude
How to Stay Positive
Tricks to Staying Positive
20 Traits of a Great Attitude
Rules to Being Positive
Positive Communication
Summary
Course 3: The Greeting

Purpose of the Greeting
Your Introduction
Putting the Buyer at Ease
Handling the RDR
Common Ground
Using Information
Using Information Part 2
Information Gets You Information
Dress and Posture
Tips on the Greeting
Biggest Mistakes In The Greeting
Great Greetings
Terrible Greetings
Course 4: Fact Finding

Questions to ask on a trade-in
The Importance of Fact Finding
21st Century Fact Finding Best Practices
What - Why - How
The New Situation
Wrong Product
Clues from the Last Purchase
Questions Not to ask
COURSE OUTLINE
Course 5: Presentation
The Basics
Selection
Verify Selection With Alternatives
More On Alternatives
Demonstration Basics
Feature Advantage Benefit
Product Knowledge - Mistakes
The Why
Why's and APES
Controlled Presentations
Present First
The Rules
Assumptive
Demonstration - Mistakes
Demonstration - Objections
Sell Yourself
Super Freak The Presentation
Course 6: Trial Closes

What's a Trial Close?
Trial closes you can use
Gaining Mental Ownership
Objections to trial closes
Not just the product
Make Them Feel Like Family
Course 7: Write Up
Introduction
Excuses
Increase Write Ups
Mistakes
Assumptions
Objections
Course 8: Objections In The Greeting

Objections in The Greeting Difference Between Want and Ask
I Have Bad Credit Initiate Objections in the Greeting
I have Bad Credit 2 Handling Price in the Greeting
Time Objections Mistakes Made in Handling Price
Time Objections 2 Just Looking
What Will the Payments be on? Want to Speak To Your Manager
Payments Time Objections
Objections in The Greeting Concerning Financing
Objections in The Greeting Credit Concerns
Handling Objections in The Greeting What Will the Payments be On?
COURSE OUTLINE
TOPIC: THEORY OF CLOSING

CATEGORY: Theory of Closing
Course 1: The Theory of Closing the Deal

Purpose of the Program Know or No
The Cost of Not Closing Two Ways to Learn
The End Game is the Close Closing is a Service
The Importance of the Close Relationship and the Close
The Winner's Exchange The 20/80 Rule
The Goal of the Closer
Course 2: The 10 Reasons Closers Fail

Never Attempted to Close No Financial Plan in Place
Pressure is Perceived as a Bad Thing Handling Objections That Are Only Complaints
Unwillingness to Deal With Emotions Shortage of Closing Material
A Lack of Belief in the Product Incorrect Barrier
An Incorrect Estimation of Effort Recap - The 10 Barriers to Getting a Deal Closed
Being “Reasonable”
Course 3: The Rules of Closing

The Rules Know How to Use Humor
Always Present Your Proposal in Writing Always Ask One More Time!
Always Clearly Communicate Your Proposal Always Have Available an Arsenal of Closes
Always Make Eye Contact Stay With the Buyer
Always Have a Pen Available
Course 4: Advanced Rules For Closing

Treat the Prospect Like a Buyer Always Agree With The Buyer
Always Know You Can Come to an Agreement Always Look for a Solution
Always Maintain a Positive Demeanor Care So Much That You Refuse Not To Close
Always Smile No Matter The Outcome Use the Full Arsenal of Closes
Always Treat a Buyer Like They Can! Always Know You Do Not Provide A Service Until You Close
Always Acknowledge The Buyer
COURSE OUTLINE
TOPIC: CLOSING STRATEGIES

CATEGORY: Closing Strategies
Course 1: Money Closes 1-10 Course 4: Money Closes 31-45

Payment Close Work Hard to Earn This Close
Payments To Figures Close You Deserve It Close
Rate Close Discount Close
Agreement Close I No Equity Close
Agreement Close II Same Product Close (Yours)
Agreement Close III Same Product Close (Theirs)
Won't Be The Last Time Close Now and Later Close I
Be Grateful Close You Knew That Before Close
Congratulations Close Gratitude Close
Do It Anyway Close Who Taught You That Close
Watch All Of These Closes Back-To-Back Watch All Of These Closes Back-To-Back
Able Close
Comission Close
Course 2: Money Closes 11-20 Leave It Up To The Bank Close
Disease Close Quality Close
Inventory Close - Move down a model Price Guarantee Close
Inventory Close - Move up a model
Selection Alternative Close Course 5: Time Closes
Package Alternative Do It Anyway Close
Payment Breakdown Close Watch All Of These Closes Back-To-Back
Budget Close I Important Person Close
Budget Close II Flush The Objection Close
Budget Close III Want To Be First or Last Close
Budget Close IV Sooner or Later Close
Watch All Of These Closes Back-To-Back Get It Done And Over Close
Never The Best Time Close
Future Date Close
Course 3: Money Closes 21-30 Now or Never Close
Budget Close V Get More Done Close
Assume Zero Balance Close
Down To The Penny Close Course 6: Stall Closes
Reduce To Ridiculous Close
Better to Live Rich Close Watch All Of These Closes Back-To-Back
Can't Take It With You Close Spouse Stall Close I
No Shortage of Money Close Spouse Stall Close II
Justify Close Spouse Stall Close III
Money Equal Close Spouse Stall Close IV
Treat Yourself Close Unavailable Party Close
Watch All Of These Closes Back-To-Back Unavailable Party Close II
COURSE OUTLINE
Course 7: Product Closes

Watch All Of These Closes Back-To-Back
Quality Close
Price Guarantee Close
Delivery Close
Check Close
Scale From One-To-Ten Close
Equipment Close
Title/Registration Close
Paperwork Close
Insurance Close
No Other Reason Close
Momentum Close
Re-Present/Re-Demo Close
Everything The Same Close
Summary Close
Comparison Investment Close
Course 8: Advanced Closes

Do It Anyway Close
Second Party Assist Close
Second Baseman Close I
Second Baseman Close II
Do It For Me Close
Payoff Close
Delay Payment Close
No Cosigner Close
Feel-Felt-Found Close
Handshake Close
Course 9: Classic Closes

Do It Anyway Close
Three Yes's And Then Close
Referral Close
If I Could, Would You Close
Eleventh Inning Close
Ben Franklin Close
Scarcity Close
Puppy Dog Close
Handshake Close
COURSE OUTLINE
TOPIC: INCOMING CALLS

CATEGORY: Incoming Calls
Course 1: Phone Mastery

Introduction
Telephone's Importance
Types of Calls
My Rules of the Phone
What Makes a Good Phone Person?
Myths About the Phone
Handshake Close
Course 2: Controlling the Call

Introduction
Buyer's Goals
Sales Person's Goals
Your Responsibilities
Types of Calls
Things to Avoid
Quick Review on Incoming Calls
Course 3: Setting the Appointment

Parts of the Call
The Greeting
Fact Finding
Number and Name
Hold Button
Appointments
Appointment Stalls
Stall Killer
Ending Calls - Vital
TOPIC: SELL OR BE SOLD

Introduction
Selling - A way of Life
Salespeople Make the World go round
Professional or Amateur?
The Greats
The Most important Sale
The Pryce Myth
Your Buyers Money
You Are in the People Business
The Magic of Agreement
Establish Trust
Give, Give, Give
Hard Sell
Massive Action
COURSE OUTLINE
TOPIC: SELL OR BE SOLD (CONTINUED)

The Power Base
Time
Attitude
The Biggest Sale of My Life
The Perfect Sales Process
Success in Selling
Sales Training Tips
Create a Social Media Presence (Part 1)
Create a Social Media Presence (Part 2)
Quick Tips to Conquer the Biggest Challenges in Selling (Part 1)
Summary
TOPIC: CLOSER’S SURVIVAL GUIDE

Disc 1
Disc 2
Disc 3
Disc 4
Disc 5
Disc 6
Disc 7
Disc 8
TOPIC: IF YOU’RE NOT FIRST, YOU’RE LAST

Disc 1
Disc 2
Disc 3
Disc 4
Disc 5
Disc 6
Disc 7
TOPIC: THE 10X RULE

Disc 1
Disc 2
Disc 3
Disc 4
Disc 5
Disc 6
Disc 7
COURSE OUTLINE
TOPIC: HANDLING OBJECTIONS

CATEGORY: Quick Fix - Objections
Course 1: Demonstration
Demo Objection I - Didn't Ask You to Drive It
Demo Objection II - Changes You Aren't Familiar With
Demo Objection III - Take Me 5 Minutes Bear With Me
Demo Objection V - Buy Your Lunch and Make Your First Payment
Demo Objection IV - Promise Not To Waste Your Time
Course 2: Greeting
Best Price/Time I (Information Overload)
Best Price/Time II- Exactly What You Need
Best Price V- Intelligent Comparison
Best Price VI- Best Position in the Market
Best Price/Not Getting Out of My Car - Can I Also Get You Figures on Your Car
Best Price/Not Getting Out of My Car - Would You Consider Saving...
Best Price/Not Getting Out of My Car- Hustle it Up For You
Best Price/Not Getting Out of My Car - That's Why We Offer Window Service
Invoice I- Pure Cost
Invoice II- Make Final Decision on Money Only
Invoice IV- Money Will Not Be the Problem
Credit Union I- We Use them To
Credit Union II- Love Working with Credit Unions
Credit Union III - Number of Lenders Cheaper than Your CU
Looking for Someone Else I- What are they Driving Now
Looking for Someone Else III- What Would You Like to See Her Do?
Payments I - Same Payment or Lower
Payments II - I Will Work it Out
Payments III - Why That Vehicle
Best Price/Time III- Appreciate You Shopping Us for Price
Best Price/Time IV- Save You Time
Best Price VII- Final Decision on Price Only
Invoice III- Work with Your from Invoice
Invoice V- Only Thing More Important than Price
Looking for Someone Else II-Bring Her Back at Later Date
Looking for Someone Else IV- Bring Information Back to Them
Just Looking I - My Job
Just Looking II - Right Product at Figures You Can Agree With
Just Looking III - Great, Bigger or Smaller
Just Looking IV - Excellent Selection to Look At
Just Looking V - Don't Waste Any Time
Just Looking VI - Put Information Together for You
Just Looking VII - That's Why We Display Our Products
Just Looking VIII - Take as Much Time as You Need
Just Looking IX - My Best Customers Do the Same Thing
Just Looking X - When You are More Serious, In the Future
COURSE OUTLINE
Course 3: Write Up
CREDIT UNION I (ENOUGH INFORMATION TO ASSIST) NOT BUYING TODAY IV (ANYWAY)
CREDIT UNION II (DELIVER ONLINE) NOT BUYING TODAY V (STILL NEED IDEA OF COST)
CREDIT UNION III (CREDIT UNION REPRESENTATIVE) NOT BUYING TODAY VI (RIGHT CIRCUMSTANCES)
TRADE NOT HERE I (DON'T NEED YOUR CAR) OWE TOO MUCH I (LET ME WORRY ABOUT THAT)
TRADE NOT HERE II (FIGURES YOUR LIKE) OWE TOO MUCH II (WILL NOT KEEP US FROM DOING BUSINESS)
TRADE NOT HERE III (SO WHAT) SLOW DOWN I (INTELLIGENT DECISION)
TRADE NOT HERE IV (UNTIL YOU AND I) SLOW DOWN II (FORGIVE ME)
BOTTOM LINE I (LET'S GO) SLOW DOWN III (DIDN'T ASK YOU TO MAKE A DECISION)
BOTTOM LINE II (EXACTLY) THIRD PARTY I (WANT THE SAME THING)
BOTTOM LINE III (NOTHING TO GO THROUGH) THIRD PARTY II (INTELLIGENT CONVERSATION)
BAD CREDIT I (LET ME WORRY ABOUT THAT) NOT BUYING TODAY VII (KNOW YOUR OPTIONS)
BAD CREDIT II (I'M THE PROFESSIONAL) TIME- I UNDERSTAND YOU'RE IN A HURRY)
BAD CREDIT III (THAT'S NOT A BIG DEAL) NOT BUYING TODAY VIII - SPENDING VALUABLE TIME
NOT BUYING TODAY I (MY FAULT NOT YOURS) SLOW DOWN IV - (GET HER DONE)
NOT BUYING TODAY II (CHANGE YOUR MIND)
NOT BUYING TODAY III (IF YOU WERE GOING TO BUY)
Course 4: General
Availability I - You Must be Driving that Now
Availability II - Largest Selection in State
Trade I - Qualify as Way to Answer
Price in Greeting ?- Also Figures on Yours
Trade II - Also Best Price on New
Trade III - Show You Both Ways
Don't Know What I Want - Bigger or Smaller
Don't Know What I Want - What Caught Your Attention
Give Me Your Card - Can I Get Your Information on Your Car
Give Me Your Card - Can I Get You Figures While You Look
How Much Down I - Show you Lease and Purchase
How Much Down III - Quote and Leave it Up to Me
Shopping for Girlfriend - What Would You Like to See Her Do?
Don't Know What I Want- If you Did Know
Don't Know What I Want - What are You Sure You Don't Want
Don't Know What I Want - What Brought You Out
Give Me Your Card - Mind if I Tag Along To Answer Questions
How Much Down I- Show You With No Money Down
COURSE OUTLINE
TOPIC: HANDLING OBJECTIONS

CATEGORY: Quick Fix - Closing
Course 1: Money
PAYMENT CLOSE REDUCE TO RIDICULOUS CLOSE
PAYMENTS TO FIGURES CLOSE BETTER TO LIVE RICH CLOSE
RATE CLOSE CAN'T TAKE IT WITH YOU CLOSE
AGREEMENT CLOSE I NO SHORTAGE OF MONEY CLOSE
AGREEMENT CLOSE II JUSTIFY CLOSE
AGREEMENT CLOSE III MONEY EQUAL CLOSE
WON'T BE THE LAST TIME CLOSE TREAT YOURSELF CLOSE
BE GRATEFUL CLOSE WORK HARD TO EARN THIS CLOSE
CONGRATULATIONS CLOSE YOU DESERVE IT CLOSE
DO IT ANYWAY CLOSE DISCOUNT CLOSE
DISEASE CLOSE NO EQUITY CLOSE
INVENTORY CLOSE 01 - (MOVE DOWN A MODEL) SAME PRODUCT CLOSE (YOURS)
INVENTORY CLOSE 02 - (MOVE UP A MODEL) SAME PRODUCT CLOSE (THEIRS)
SELECTION ALTERNATIVE CLOSE NOW AND LATER CLOSE I
PACKAGE ALTERNATIVE CLOSE YOU KNEW THAT BEFORE CLOSE
PAYMENT BREAKDOWN CLOSE GRATITUDE CLOSE
BUDGET CLOSE I WHO TAUGHT YOU THAT CLOSE
BUDGET CLOSE II ABLE CLOSE
BUDGET CLOSE III COMMISSION CLOSE
BUDGET CLOSE IV LEAVE IT UP TO THE BANK CLOSE
BUDGET CLOSE V QUALITY CLOSE
ASSUME ZERO BALANCE CLOSE PRICE GUARANTEE CLOSE
DOWN TO THE PENNY CLOSE
Course 2: Stall
Either Way Close
Going to Wait Close
Spouse Stall Close I
Spouse Stall Close II
Spouse Stall Close III
Spouse Stall Close IV
Unavailable Party Close
Unavailable Party Close II
Think About It Close I
Think About It Close II
Think About It Close III
Think About It Close IV
Think About It Close V
Leave Me Some Paperwork Close
Rash Decision Close
RASH DECISION CLOSE II
RASH DECISION CLOSE III
COURSE OUTLINE
Course 3: Product
Delivery Close
Check Close
Equipment Close
Title/Registration Close
Paperwork Close
Insurance Close
Momentum Close
Re-present Close (Re-demo Close)
Everything The Same Close
Summary Close
Comparison Investment Close
Course 4: Time
Important Person Close
Flush The Objection Close
Want To Be First or Last Close
Sooner or Later Close
Get It Done And Over Close
Never The Best Time Close
Future Date Close
Now or Never Close
Get More Done Close
Course 5: Affordable
AFFORDABILITY CLOSE - CAN'T AFFORD TO CONTINUE WITH WHAT YOU HAVE
AFFORDABILITY CLOSE - COST OF NOT DOING THIS IS FAR GREATER
AFFORDABILITY CLOSE - WHAT ARE YOU SPENDING YOUR MONEY ON?
AFFORDABILITY CLOSE - EVERYONE THINKS THE SAME THING
AFFORDABILITY CLOSE - EXTRA CONVENIENCES/ PAYMENT BREAKDOWN
AFFORDABILITY CLOSE - NEVER MORE AFFORDABLE THAN RIGHT NOW
AFFORDABILITY CLOSE - IF MONEY WAS LEFT OVER
AFFORDABILITY CLOSE - BETTER THAN YOUR PRESENT SITUATION
AFFORDABILITY CLOSE - WON'T GET ANY EASIER
AFFORDABILITY CLOSE - WHAT EXACTLY ARE YOU NOT SURE OF?
AFFORDABILITY CLOSE - I WILL BE THE FIRST TO SAY
AFFORDABILITY CLOSE - ASSURE YOU
AFFORDABILITY CLOSE - LIMITED PRODUCTION MAKES IT MORE AFFORDABLE
AFFORDABILITY CLOSE - BETTER TO ENJOY NOW
AFFORDABILITY CLOSE - LEAVE IT UP TO ME
AFFORDABILITY CLOSE - SURPRISED TO HEAR THAT
AFFORDABILITY CLOSE - BUYING LESS THAN THIS WOULD BE A MISTAKE
AFFORDABILITY CLOSE - THIS PRODUCTS SAYS YOU ARE A SUCCESS
AFFORDABILITY CLOSE - WE WILL WORK IT OUT TO WHERE IT IS AFFORDABLE
AFFORDABILITY CLOSE - PLEASURE OF OWNING FAR OUTWEIGHS THE COST
AFFORDABILITY CLOSE - SWITCH FOR A 'NO' THEN CLOSE
AFFORDABILITY CLOSE - PRESENT SPENDING GETTING IN YOUR WAY
COURSE OUTLINE
Course 5: Affordable (Continued)

AFFORDABILITY CLOSE - CHEAPER TO OWN
AFFORDABILITY CLOSE - EXACTLY WHY YOU SHOULD DO IT NOW
AFFORDABILITY CLOSE - VERY FEW PEOPLE THINK THEY CAN
AFFORDABILITY CLOSE - IF YOU CAN'T NO ONE CAN
AFFORDABILITY CLOSE - THAT'S MY RESPONSIBILITY
AFFORDABILITY CLOSE - WHAT YOU'RE DOING NOW ISN'T AFFORDABLE
AFFORDABILITY CLOSE - MAKE MY LIVING MAKING IT AFFORDABLE
AFFORDABILITY CLOSE - FULL BUDGET SUMMARY
AFFORDABILITY CLOSE - RATHER HAVE SOMEONE ELSE ENJOY YOUR MONEY
AFFORDABILITY CLOSE - SOME KIND OF FEAR OF BUYING
AFFORDABILITY CLOSE - LAST TIME YOU DID SOMETHING NICE
Course 6: Difference
DIFFERENCE CLOSE - AVOID SAME THING BY USING CASH
DIFFERENCE CLOSE - 4 WAYS TO REDUCE THE DIFFERENCE
DIFFERENCE CLOSE - DO YOU HAVE TO SELL YOURS?
DIFFERENCE CLOSE - SELL IT YOURSELF
DIFFERENCE CLOSE - DIFFERENCE IS BASED ON TRADING CYCLE
DIFFERENCE CLOSE - MOVE TO ANOTHER PRODUCT
DIFFERENCE CLOSE - COMPARED TO WHAT?
DIFFERENCE CLOSE - ONLY IF PAID IN FULL
DIFFERENCE CLOSE - PRICE, TRADE OR PAYMENTS
DIFFERENCE CLOSE - MORE THAN FAIR
DIFFERENCE CLOSE - ONE WAY TO REDUCE THE DIFFERENCE
DIFFERENCE CLOSE - BASED ON WHAT YOU ARE GETTING
DIFFERENCE CLOSE - DIFFERENCE BETWEEN NET AND GROSS
DIFFERENCE CLOSE - RIGHT INVESTMENT
DIFFERENCE CLOSE - FAR OUT WEIGHT THE DIFFERENCE
DIFFERENCE CLOSE - WORKED WITH MY BOSS TO GET IT HERE
DIFFERENCE CLOSE - TAILOR A PAYMENT PLAN
DIFFERENCE CLOSE - PROPERLY REFLECTS YOUR CHOICE
DIFFERENCE CLOSE - MORE THE REASON TO DO IT TODAY
DIFFERENCE CLOSE - WORK WITH ME
DIFFERENCE CLOSE - ADDITIONAL VALUE INCENTIVE
Course 7: Payment
PAYMENT CLOSE - COMPARED TO WHAT?
PAYMENT CLOSE - YOU CAN'T AFFORD NOT TO
PAYMENT CLOSE - NOT CONSIDERING FULL COST OF NOT BUYING
PAYMENT CLOSE - REMOVE THE ADDITIONS OFFER
PAYMENT CLOSE - WRITE ME A CHECK AND AVOID ANY PAYMENTS
PAYMENT CLOSE - NEXT PAYMENT AS CASH
PAYMENT CLOSE - REDUCE THE BALANCE
PAYMENT CLOSE - HOW DO YOU MAKE SENSE OF WHAT YOU HAVE NOW
PAYMENT CLOSE - BETTER TO LIVE RICH THAN DIE RICH
PAYMENT CLOSE - THAT'S WHY YOU WORK SO HARD
PAYMENT CLOSE - COMPARED TO THE ENJOYMENT
PAYMENT CLOSE - I AM SURPRISED YOU SAY THAT
COURSE OUTLINE
Course 7: Payment (Continued)

PAYMENT CLOSE - CAN'T AFFORD TO CONSIDER ANY OTHER
PAYMENT CLOSE - BUDGET SUMMARY CLOSE
PAYMENT CLOSE - TAX CLOSE
PAYMENT CLOSE - WHAT REASONS CAN YOU FIND?
PAYMENT CLOSE - SMILE, DISCOUNT AND CLOSE
PAYMENT CLOSE - WAITING IS COSTING YOU
Course 8: Down Payment

DOWN PAYMENT 02 - (BEFORE YOU SAY THAT)
DOWN PAYMENT 09 - (UNTIL WE EXAMINE)
DOWN PAYMENT 16 - (AMOUNT SUFFICIENT)
DOWN PAYMENT 01 - (FUNDS NOT AVAILABLE OR NOT COMFORTABLE?)
DOWN PAYMENT 03 - (SHARE THE BENEFITS)
DOWN PAYMENT 04 - (COMPARE TO THE RECOMMENDED)
DOWN PAYMENT 05 - (REQUESTED BY THE BANK)
DOWN PAYMENT 06 - (SEEM LIKE THE TYPE OF INDIVIDUAL)
DOWN PAYMENT 07 - (KEEP ALL YOUR CASH AND REPLACE AT REGULAR INTERVALS)
DOWN PAYMENT 08 - (BESIDE THE EQUITY)
DOWN PAYMENT 10 - (KEEP YOUR CASH AND PAY MORE PER MONTH)
DOWN PAYMENT 11 - (DON'T WANT TO OR DON'T HAVE IT?)
DOWN PAYMENT 12 - (MONEY REMAINS INVESTED)
DOWN PAYMENT 13 - (ALTERNATIVE WITH BANK REPRESENTATIVE)
DOWN PAYMENT 14 - (CERTAINLY)
DOWN PAYMENT 15 - (SAME AMOUNT)
DOWN PAYMENT 17 - (WE PROVIDE YOU WITH THE DOWN PAYMENT)
Course 7: Payment
PRICE CLOSE - CLARIFY PRICE, PAYMENTS, YOUR CAR, THE DIFFERENCE
PRICE CLOSE - YOU KNEW IT WAS MORE MONEY
PRICE CLOSE - MADE AWARE WHY
PRICE CLOSE - EASY TO ADJUST/DESERVE THE EXTRA'S
PRICE CLOSE - NO OTHER OBJECTIONS
PRICE CLOSE - PREPARE FOR LEASE
PRICE CLOSE - DISAGREE WITH YOU SUMMARY
PRICE CLOSE - MOST EXPENSIVE 1234
PRICE CLOSE - SWITCH TO ALTERNATIVE
PRICE CLOSE - EVEN WITH THAT IN MIND
PRICE CLOSE - LEAST EXPENSIVE BECAUSE
PRICE CLOSE - ALTERNATIVE WAYS OF PAYING
PRICE CLOSE - FINANCING MAKES IT AFFORDABLE
PRICE CLOSE - REASON IT'S PRICED THIS WAY
PRICE CLOSE - EVERYTHING YOUR PURCHASE IS QUALITY
PRICE CLOSE - PROPERLY REFLECTS THE VALUE
PRICE CLOSE - YOU KNEW THAT BEFORE
PRICE CLOSE - EXPENSIVE INVESTMENT
PRICE CLOSE - BUILT FOR PEOPLE LIKE YOU
PRICE CLOSE - ISN'T QUALITY WHAT YOU WANTED
PRICE CLOSE - CONSIDERED THE PRICE OF NOT OWNING
COURSE OUTLINE
Course 7: Payment (Continued)

PRICE CLOSE - YOU PICKED IT OUT
PRICE CLOSE - CONTINUED COMMITMENT
PRICE CLOSE - TOP SHELF
PRICE CLOSE - CAN'T FIX YOUR TASTE
PRICE CLOSE - EXTRA COMFORTS
PRICE CLOSE - PRICE IS THE BEST REASON
PRICE CLOSE - EARNED THE RIGHT
PRICE CLOSE - EVERYTHING IS TOO HIGH
PRICE CLOSE - BETTER TO LIVE RICH THAN DIE RICH
PRICE CLOSE - TAKE INTO ACCOUNT RESALE VALUE
PRICE CLOSE - TOP SHELF
PRICE CLOSE - CAN'T FIX YOUR TASTE
PRICE CLOSE - EXTRA COMFORTS
PRICE CLOSE - PRICE IS THE BEST REASON
PRICE CLOSE - EARNED THE RIGHT
PRICE CLOSE - EVERYTHING IS TOO HIGH
PRICE CLOSE - BETTER TO LIVE RICH THAN DIE RICH
PRICE CLOSE - TAKE INTO ACCOUNT RESALE VALUE
Course 8: Basic
Three Yes's And Then Close
If I Could, Would You Close
Ben Franklin Close
Puppy Dog Close
Handshake Close
Inventory Close - (Move Up)
Spouse Stall Close I
Spouse Stall Close II
Referral Close
Scarcity Close
Agreement Close I
Agreement Close II
Better to Live Rich Close
Budget Close I
Budget Close II
Can't Take It With You Close
Commission Close
Congratulations Close
Do It Anyway Close
Down To The Penny Close
Gratitude Close
Inventory Close - (Move Down)
Inventory Close - (Package)
Leave It Up To The Bank Close
COURSE OUTLINE
Course 9: Advanced
Second Party Assist Close
Second Baseman Close I
Second Baseman Close II
Do It For Me Close
Payoff Close
Delay Payment Close
No Cosigner Close
Able Close
Agreement Close III
Assume Zero Balance Close
Be Greatful Close
Budget Close III
Budget Close IV
Budget Close V
Discount Close
Disease Close
Justify Close
Now and Later Close I
Payment Breakdown Close
Quality Close
Selection Alternative Close
Who Taught You That Close
Won't Be The Last Time Close
You Knew That Before Close
Either Way Close
Going to Wait Close
Leave Me Some Paperwork Close
Rash Decision Close III
Spouse Stall Close III
Spouse Stall Close IV
Think About It Close III
Think About It Close IV
Think About It Close V
Unavailable Party Close II
Insurance Close
Momentum Close
Future Date Close
Get It Done And Over Close
Important Person Close
Now or Never Close
Sooner or Later Close
Want To Be First or Last Close
Referral Close
COURSE OUTLINE
TOPIC: 100 WAYS TO STAY MOTIVATED

CATEGORY: 100 Ways To Stay Motivated
Course 1: Potential
Introduction
Work to your Potential Not Your Quota
Shoot for Extraordinary
Go the Extra Mile Even After You Have Satisfied Basic Requirements
Do What Others Refuse to Do
Be Willing to Fail Knowing Failure is Impossible
Be the Most Dependable Person You Know
Let People Know You are Unique by Your Actions
Do Those Things That Challenge You the Most
Give More than is Expected of You
Course 2: Personal Development

Get in a Mastermind Group of Winners
Read a Book a Week
Cut Out Negative People
Stay Uncomfortable and Meet New People
Do Those Things You Are Fearful of
Surround Yourself with Positive Reminders
Reach Up for New Friends
Ask Those More Successful than You for Guidance
Make Continued and Regular Investments in Yourself
Go to Workshops to Learn and Connect
Avoid Those that Don’t Assume Responsibility for Every Outcome
Seek to be Exceptional in Every Area of Your Life
Course 3: Self-Esteem
Be Honest With Everyone Especially Yourself
Stay Involved with Your Community – Be Social
Be the Most Professionally Dressed Person in Your Space
Take Enough Time Off to Fulfill Your Desire for Time Off
Get Out of the House and Try New Things
Avoid Ads that Promote Depression as A Disease
Avoid Drama TV and Radio
Have Rewards for Accomplishments that Complement Your Potential
Cut Out All Behavior That Lowers Your Self Esteem
Everyday Look for Opportunities to Help Others
Stay in the BEST hotels
Fly First Class
Overcommit to Your Family and Friends
COURSE OUTLINE
Course 4: Stay Energized

Exercise a Little Everyday
Eat the Healthiest Foods You Can Afford
Avoid Foods with Sugars
Increase your Water Intake
Be Energetic Even When You Don’t Feel It
Take Power Naps if They Help You
Write Down the Successes You are Having
Listen to Music that Pumps You Up
Say YES to Life
Move with Speed and Urgency
Stay Hungry and Act Hungry with Everyone You Meet
Course 5: Purpose
Give More than is Expected of You
Ask Those More Successful than You for Guidance
Approach Success as Your Duty
Approach Success as an Ethical Issue Not a Financial One
Be the Most Ethical Person You Know
Have a Higher Purpose than Just Money
Never Settle for Good When You Can be Great
Get Great Partners
Be Deaf When Someone Says You Can’t
Create Daily Rituals that Put You in Charge
Never, Never, Never Compare Yourself to Money
Course 6: Magnetism
Never Lower Your Target Mentality
Make Sure the Whole World Knows You
Dominate Your Space, Don’t Compete in It
Get So Much Attention You are Criticized for It
Make the News Don’t Watch It
Become a Celebrity in Your Space
Get Some Big New Juicy Problems Rather than the Old Boring Ones
Be So Big in Your Space Everyone is Talking About You
Course 7: Goals
Write Down Your Goals First Thing Each Day
Write Your Goals Down Again Before You Go to Sleep
Have a 30-minute Finance Meeting with Your Family
Have a Monthly Goals Meeting with Your Family
Identify What You are Passionate About
Picture What you Want at the End of the Deal
Focus on the Future Not the Past
Keep Images of What it is you Want in Your Environment
COURSE OUTLINE
Course 8: 10x
Be a Maniac at Your Career and Life
Do a Little More than the Day Before
Do So Much that You are Criticized for It
Take Everything You Do To Another Level
Stay around hitters and winners
Never Compromise Your Potential for Being Satisfied
Look at How Things are Possible Rather than Impossible
Look to Accomplish Those Things Others Say Can't be Done
Course 9: Follow-Through
Stay Focused on the Daily Target
Do The Most Difficult Things First
Push Yourself to Do More than You Think possible
Visit Your Customers in Person
Call Every Problem Customer Personally and Quickly
Bring More to a Presentation Than You Could Ever Use
Complete Every Task Once Started
Respond to all Social Media Likes and Comments
Show Up Early for Everything
Make a List of Contacts That Would Change Your Life
Course 10: Time Management

Look to Control Time Rather than Manage It
Schedule Your Day in 15-Minute Blocks
Make Quality Time for Your Family Everyday
Keep Statistics on Everything Important
Keep a Full Calendar
Go to Bed Early
Be the First One Up in Your Neighborhood
Stay So Busy You are Running Everywhere You Go
Schedule Short Breaks
Get Things Done Long Before Required of You
Break Your Life into Priorities and Win at All of Them
Write a Daily Battle Plan
COURSE OUTLINE
TOPIC: RULES OF SUCCESS

CATEGORY: Rules of Success
Show Up
The 100% Philosophy
Attitude of Service “Give Give Give“
Focus On Your Dreams!
Exercise – Take Care of Your Energy Unit
Food is Fuel!
Change Your Attitude with Your Thoughts and Your Words!
Personal Growth – The More You Learn The More You Earn
Take Responsibility for All Results
Keep Moving Forward
Prosperity Attitude
Consistency
Go For Failure
TOPIC: INTERNET LEAD RESPONSE

CATEGORY: Internet Lead Response
Course 1: Internet Lead Response

The Digital Customer
Who is Shopping Online?
Why are Consumers Shopping Online?
How Online Customers Differ
There are more Mobile Devices than Desktops
Consumers Can Shop 24/7
More Purchases Take Place on Tablets
Average Consumer Spends 11 Hours Researching Purchases Online
The Consumer is Connected and You Need To Be As Well
Course 2: The Mistakes

Slow Response Time
No Defined Follow-Up Process
Gives Your Team Predictability
Gives You Consistency
Process Allows You to Scale
Assuming Your Lead Has Not Done Their Homework
Not Giving the Info Requested
Forget They Still Need to be Sold
Assuming the Lead is the Decision Maker
Rely on Only 1 Form of Communication
Quit Too Soon
Lead may be on the Wrong Product
Inability to get through Filters Gatekeeper
No Research on Lead
COURSE OUTLINE
TOPIC: FOLLOW UP TOOL

CATEGORY: Follow Up Tool
Follow Up Tool
TOPIC: PERSONAL FINANCES

CATEGORY: Personal Finances
Course 1: Money Mistakes

Introduction
Seeking Comfort, Not Freedom
Diversification
Depending on One Income Flow
Comparing to Others
Investing in Trends
Trusting without Proof
Saving to Save
Pretender Spender
COURSE OUTLINE
TOPIC: FOLLOW UP
CATEGORY: Follow Up
Course 1: Follow Up Unsold Customers

Demo Upsell
Using the Facts on Unsold Customers
Follow the Opportunity
Why Don't People Buy?
The Five Types of Buyers
Revelations of Follow-Up
Course 2: How To Use Follow Up Tools

Phone Call
Text
Email
Handwritten Letter
Personal Visit
Using Gimmicks
Apology Contact
Selfie Video Messages
Social Media Reach
Use Photo Images
Newsletter and Blogs
Testimonial
Survey
Course 3: Contact Follow Up Over 365 Days

Same Day Contact - Thank You
Day 1 Contact - Call
Day 2 Contact - Handwritten Letter
Day 3 Contact - Video
Day 4 Contact - Personal Visit
Day 5 Contact - Thought of You
Day 10 Contact - Event Offer
Day 14 Contact - Informational Links
Day 21 Contact - Video Email
Day 30 Contact - Event Offer
Day 40 Contact - Thinking About You
Day 50 Contact - Special Offers
Day 75 Contact - Send Photo Mock-Up
Day 90 Contact - Management Call
Day 100 Contact - Special Gift
Day 150 Contact - Drop Off Special Offer
Day 180 Contact - Compelling Information
Day 210 Contact - Just Got This In
Day 240 Contact - Apology Contact
COURSE OUTLINE
Course 3: Contact Follow Up Over 365 Days (Continued)

Day 270 Contact - Chocolate Boot Candy
Day 300 Contact - Person of Influence
Day 330 Contact - Testimonial Request
Day 365 Contact - You Don't Know By Now
Course 4: Reason Why People Do Not Buy From You

Lack of Time
Personal Issue (Kids, Marriage, Legal)
Concern About Cost
Cash Flow
Budget Constraints
More Pressing Problems
Able to Carry On Without
Change of the Guard
Instability Within
Poor Previous Decisions
Lack of Branding
Reputation
Uncertainty
Buy Sell Agreement
Not Decision Maker
Lost a Deal to Competition
They Don't Like You
Course 5: Most Effective Follow Up Strategies

Texting During Engagement
Immediate Texting
Management Call
Invites
Regular Newsletter
Social Media as Follow-Up
I Saw This and Thought of You
Giant Cookie
Telegram
Customized Candys
Lottery Ticket
Personal Visit with Giftbag
Purchase Prepaid Cell Phone
If I Don't Hear Back, I Will Ship the Product
Chocolate Feet
Call the Wrong Extension
Add This Phrase
Show them on a Magazine
The Five "No" Strategy
Five No Calls and Flip
Word of Caution on Follow-Up
COURSE OUTLINE
Course 5: Most Effective Follow Up Strategies

I Saw This and Thought of You
Giant Cookie
Telegram
Customized Candys
Lottery Ticket
Personal Visit with Giftbag
Purchase Prepaid Cell Phone
If I Don't Hear Back, I Will Ship the Product
Chocolate Feet
Call the Wrong Extension
Add This Phrase
Show them on a Magazine
The Five “No” Strategy
Five No Calls and Flip
Course 6: The Facts of a Follow Up

The Importance of Follow-Up
Follow Up Definition
B2B Leads Not Sales Ready
Why Leads Do Not Convert
The Importance of Nurturing Leads
Lift Your Lead Generation
Get a 500% Increase in Lead Conversion
Be the First to Follow-Up
The ALWAYS Rule
Don’t Be THAT Guy
How to Get Your Share of this Trillion Dollar Industry
Be in the Top 1% of Earners in the World
Convert 40% More Leads Than Anyone Else
The Most Powerful Follow-Up Tool
Course 7: Mistakes with the Follow Up

Never Made the Call
Not Enough Calls
Calls not on a Regular Basis
Wait too long to Follow Up
Lack Variety in Reasons to Call
No Clear Purpose in the Call
Not Leaving a Message
Not Collecting CRITICAL Data for Future Sales
Not Asking for Referrals
Not Organized to Store Data
COURSE OUTLINE
Course 8: Types of Calls for Owner Follow Up

12 Months - Anniversary Call
Same Day Call
3 Day Contact or Call
7 Day Contact
14 Day Contact - Send Video Message
1 Month Contact - Mail or Personal Visit
3 Month Call - Data Personal to the Buyer
6 Month - Value Your Opinion Call
12 Month
15 Month - Personal Visit Call
18 Months - Personal Mail
18 Months Same Day - Email or Phone Call
24 Month Call - Feedback Call
Course 9: Ways To Follow Up

Texting
Email
Calling
Visiting
Mail
Gifts
Friends
Retargeting
Course 10: Follow Up Basics

Commitment
CRM - Customer Relationship Management
Organization
Scripts
Accountability
Unreasonable Attitude
COURSE OUTLINE
TOPIC: CARDONE LIVE EVENTS

CATEGORY: Seminars
Course 1: Vendes o Vendes

The #1 Biggest Challenge
The Power of Networking
A New Way to Do Business
Define Your Purpose
Selling Vs. Closing
Never Lower Your Targets
Pressure
Expansion
Complaint vs. Objection
How to Grow Your Business
Skills For Financial Security
What Is Sales?
Professional or Amateur
The Reason People Buy
Why People Don't Like Sales
The Most Important Sale
What People Do With Their Money
Why Sales People Crash
How to Stay Sold
The Time is Now
Train Daily
CATEGORY: Keynotes
Course 1: Don’t Compete, Dominate!
Getting to the Next Level
Dominate Don't Compete
The New Economy
Make the News
Excuses vs. Expansion
Time
Certainty
Master Sales Person
Budget
The Biggest Problems
Get Out of Obscurity
The Second Level of Obscurity
Achieving Your Goals
Work
Money
Belief
The Success Formula
CATEGORY: Sales Meetings With Grant

Course 1: Market Traders Institute Skype Call
Market Traders Institute Skype Call

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COURSE OUTLINE

Course 1: Prospecting Basics

Course 2: Prospecting Tips

Course 3: Creating Lists For Prospects

Course 4: Warm Calls

TOPIC: INSPIRATIONS FROM GRANT

Super Bowl Predictions

TOPIC: TOP TRAITS OF GREAT SALESPEOPLE

TOPIC: TOP TRAITS OF GREAT SALESPEOPLE (Continued)

TOPIC: SELLING BASICS

Course 1: Selling, A Way of Life

Course 2: Professional or Amateur?

Course 3: The Most Important Sale

Course 5: Massive Action

TOPIC: UNDERSTANDING THE BUYER

Course 1: The Magic of Agreement

Course 3: Give, Give, Give

Course 4: The Price Myth

Course 5: Your Buyer’s Money

TOPIC: THE SALES PROCESS

Course 1: Road to the Sale

Course 3: The Greeting

Course 4: Fact Finding

Course 6: Trial Closes

Course 8: Objections In The Greeting

TOPIC: THEORY OF CLOSING

Course 1: The Theory of Closing the Deal

Course 2: The 10 Reasons Closers Fail

Course 3: The Rules of Closing

Course 4: Advanced Rules For Closing

TOPIC: CLOSING STRATEGIES

Course 1: Money Closes 1-10 Course 4: Money Closes 31-45

Course 7: Product Closes

Course 8: Advanced Closes

Course 9: Classic Closes

TOPIC: INCOMING CALLS

Course 1: Phone Mastery

Course 2: Controlling the Call

Course 3: Setting the Appointment

TOPIC: SELL OR BE SOLD

TOPIC: SELL OR BE SOLD (CONTINUED)

TOPIC: CLOSER’S SURVIVAL GUIDE

TOPIC: IF YOU’RE NOT FIRST, YOU’RE LAST

TOPIC: THE 10X RULE

TOPIC: HANDLING OBJECTIONS

TOPIC: HANDLING OBJECTIONS

Course 5: Affordable (Continued)

Course 7: Payment (Continued)

Course 8: Down Payment

Course 7: Payment (Continued)

TOPIC: 100 WAYS TO STAY MOTIVATED

Course 2: Personal Development

Course 4: Stay Energized

Course 10: Time Management

TOPIC: RULES OF SUCCESS

TOPIC: INTERNET LEAD RESPONSE

Course 1: Internet Lead Response

Course 2: The Mistakes

TOPIC: FOLLOW UP TOOL

TOPIC: PERSONAL FINANCES

Course 1: Money Mistakes

Course 1: Follow Up Unsold Customers

Course 2: How To Use Follow Up Tools