Summary

Synopsis

Looking to improve communications with your clients? Discover a new way of doing business by integrating Bob Burg’s approach in Winning Without Intimidation. Using positive preparation methods, you can prepare mentally to make a sale and overcome any obstacles you might encounter in the process.

Objectives

• Name three ways in which “Winning Without Intimidation” affects your sales call preparation
• Prepare your personal sales strategy and sales objectives
• Develop at least two positive persuasion sales approaches
• Identify and resolve at least three client obstacles

Outline

• Acknowledgement
• Introduction
• Overview
• Objectives
• Be Yourself
• Clinch the Deal
• Sales Preparation Methods
• Defining Your Objectives
• Planning Ahead
• Designing a Strategy
• Crossword Puzzle
• Checkpoint I
• Presenting a Win-Win Solution
• Building Rapport
• Introduce Yourself...Again
• Finding Common Ground
• Giving Compliments
• Ask for Your Client’s Opinion
• Telephone sales
• Avoid Intimidation
• Saying Thank you
• Checkpoint II
• Turning Obstacles into Win-Win
• Flip Artistry
• Discouragement
• Objections
• Disagreeing
• Final Checkpoint