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The Mind Set
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THE WHOLETHE WHOLE CLUBWWW1
PERSON PERSON
Proper AttitudeProper Attitude People SkillsPeople Skills Selling SkillsSelling Skills Professional KnowledgeProfessional Knowledge
SMART WORKSMART WORK
NOTNOT
HARD WORKHARD WORK
Planning
Study
Selling
Perso
nal
THE WHEEL OF ACTIVITY
Service
Pro
spec
tin
g
THE PYRAMID OF SUCCESS
Success
Method
Energy
Attitude
Interest
WORKING AT WORKING AT
THE NEXT THE NEXT
LEVELLEVEL
The Ability to IntroduceThe Ability to Introduce New Members to New Members to
Clubwww1Clubwww1Means Cash.Means Cash.
Seven Conditions for SuccessSeven Conditions for Success
Conception of what we want.
Confidence that we can attain our goals.
Concentration on what it takes.
Consistency in what we do.
Commitment of emotional energy.
Character of high quality.
Capacity to enjoy the process along the way.
Means Setting a Base Means Setting a Base
WORKING WORKING FLAT OUT FOR FLAT OUT FOR
A PURPOSEA PURPOSE
A world incapable A world incapable
of change is a world of change is a world
without hope . . .without hope . . .
A salesperson A salesperson
capable of capable of
hope . . .hope . . .
. . . is a hopeful
salesman.
» Plan to achieve» Persistence in the face
of obstacles» Positive self-image
The 3 P’s for Success
Perfect Planning Prevents Poor Performance
PREPARING, REHEARSING and then USING
a PROPER PRESENTATION Helps ATTITUDE,
MIND and most of all CLOSING
What is your What is your presentationpresentation like?like?
Does it change Does it change with every with every client?client?
THE 7 STEPS OF A PRESENTATION
INTRODUCTION
FACT-FIND
PRESENT PROBLEMS
PROVIDE SOLUTIONS
CLOSE
ADMINISTRATION
REFERRALS
THE 4 PHASES OF A SALES
T T E N T I O NT T E N T I O N
N T E R E S TN T E R E S T
E S I R EE S I R E
C T I O NC T I O N
AA
II
DD
AA
When does the When does the close begin?close begin?
QUESTION:QUESTION:
When you leave the
house.
ANSWER:ANSWER:
WHO DOES WHAT BY WHEN
THE RECORD
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