RESOURCE ZONE - Audio / DVD

Here is an overview of what you will learn in this 8 CD content packed training program:

CD 1: TRAIN YOUR BRAIN TO WIN THE GAME

* An introduction to Psycho Dynamic Programming & The GAVA Process
* How the human brain works
* How to set and achieve extraordinary Goals – the G in the GAVA Process
* Creating and applying Power Affirmations – the first A in the GAVA Process
* The Power of Visualization – the effects it has on you and others – the V in the GAVA Process
* How to use Visualization to achieve your Goals
* Five other PDP techniques to train your brain to win the game – and double your sales fast.
* How to handle fear and rejection so you're never fearful again and never feel rejected.
* Techniques you can apply so you can take total responsibility for yourself and achieve anything and everything you want in life.
* Workbook exercises

CD 2: Time Management & Why People Buy

* Three of the most powerful time management techniques which will double your selling time whilst working less hours.
* The only real definitions of selling
* Why Features and Benefits don't sell
* The Emotional reasons that make people want to buy
* The psychology of selling
* Workbook exercises

CD 3: Cold Calling – Telesales & Appointment setting

* Why you get rejected and how to stop it happening
* Essential equipment for successful cold calling
* Monitoring your results for continuous improvement
* Researching the prospect and prospect sectors
* Scripts – why you need them – for just a while, and how to construct them
* How to ensure you always get a positive result from a call
* How NOT to start a conversation
* Opportunity and pain questions that make the prospect want to speak with you.
* Six positive ways to open a conversation that get the prospect wanting to know more
* Turning a pitch into a personal conversation that gets results
* How to work through the Gatekeepers
* Dealing with Voicemail
* Workbook exercises

CD 4: Referral Prospecting

* Why referrals are the key to sales success
* How to ask for referrals and get them every time
* Creating the perfect referral request
* When to ask for referrals – it's NOT after the sale is made!
* How to encourage ongoing referrals from your customers
* Getting referrals from your suppliers
* Bruce's 10 referral rules
* How to Network for maximum results
* Creating your Elevator Pitches
* When and when not to use an elevator pitch
* Why you must NEVER use an elevator pitch when networking
* Why you should never offer your business card and how to make sure you're asked for your it - and get remembered
* Why you must form your own MasterMind Group
* Workbook exercises

CD 5: Improving Your Communication skills

* How we communicate and why it can often go wrong
* The three ways we communicate
* How to establish immediate rapport
* The three dominant communication modes
* How to know your prospect's dominant communication mode and how to use these to influence your prospects to buy
* Power words
* Workbook exercises

CD 6: The Ultimate Selling System

* The hard sell and consultative selling – the upside and the downsides of consultative selling
* Why you must have a selling system
* Bruce's 9 step Ultimate Selling System
* The initial contact and how to establish rapport fast
* How to set an Agenda that puts you in control of the sales process
* How to get an agreement to do business on your terms and eliminate 'I want to think it over'
* How to establish the buyers authority and the buying process
* How to get the prospect to see things from your point of view using Facts Questions to paint a picture
* How to use Issue Questions to expose pain and opportunities
* When and how to use Features and Benefits effectively
* Workbook exercises

CD 7: Handling Objections & Negotiating skills

* The three types of objections and how to handle them
* The 8 rules you simply must follow for handling objections
* Dealing with 'I have to discuss it with'
* Dealing with 'I want to think about it'
* How to become a pro-negotiator when buying - and save yourself a fortune.
* Eleven key strategies for negotiating to win
* Dealing with Price objections and negotiating the best price
* Workbook exercises

CD 8: Closing The Sale & The 3 Keys Sales Success

* Thirteen of Bruce's best closing techniques
* The 3 keys to becoming world class at selling
* Workbook exercises

The total playing time of these 8 audio CDS is approximately 6 hours.