1. Appearance - personal, vehicle and sales material
2. Pride - in yourself, your company and, your profession
3. Confidence - in yourself, your company and, your product or service
4. Warmth - sincerity
5. The Golden Rule In Selling - "Give Your Customers More In Use Value Than You Receive From Them In Cash Value"
6. Desire to Achieve - Wants to help others get what they want and in turn, earn a higher income and get what you want

1. Prospecting (S.T.P.) See The People
2. Professionally making contact (Using the Five Magic Questions)
3. Presentation/Demonstration using the S.T.I.C. Theory
4. Objections (Using the objections to help guide you to the close)
5. Closing (Asking For The Order)
6. Service (Service your customers like you sold them)

1. Impact - observing and hearing Proven, Professional Sales training techniques that WORK!
2. Repetition - repeating what you've learned. Repetition is the mother of learning.
3. Utilization - practice, drill and rehearse what you've learned.
4. Internalization - by utilizing the above three, the techniques and sales material become you.
5. Continued reinforcement - Don't stop doing what you did to get you where you are. Always go back to basics each year just as star quarterbacks go back to basics every spring.

1. All selling has one thing in common - the product or service is purchased by people.
2. Selling is the highest paid hard work and the lowest paid easy work there is. There are no income ceilings and no one limits your income but you.
3. Selling is a daily challenge. You don't know what is going to happen to you by end of each day.
4. It takes a low capital investment with a high potential return. It is fun and self-satisfying. If it isn't fun and self-satisfying it isn't worth it.
5. You grow in direct proportion to your abilities and skills. If you want to earn more, learn more and do more.
6. No sales person was ever born great, but trained great. Learn what to do and say!

PERSISTENCE The power to hold on in spite of everything, the power to endure - this is the winner's quality. Persistence is the ability to face defeat again and again without giving up ~ ~ to push on in the face of great difficulty, knowing that victory can be yours. Persistence means taking pains to overcome every obstacle, and to do what's necessary to reach your goals.

"I do not think there is any other quality so essential to success of any kind as the quali-ty of perseverance. It overcomes almost everything, even nature." JOHN D. ROCKEFELLER

Persistence is a very important characteristic of every successful salesman. We seem to forget the statstic regarding persistence. Most sales are closed on the fifth call and only twenty percent of all salespeople make the fifth call. Don't join the majority (80 percent) of all salespeople. Be a 20 percenter and watch your sales grow.

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Greater Horizons, Inc.
545 Country View Lane
Ghent, KY, 41045
859-567-4010 or Toll Free 800-944-0766


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