When you Examine the Field you purposefully prospect for your ideal customers. You identify those that have the problem(s) that your products, goods, and services solve. You are in the solutions business!

• Lesson #2 - Examine the Market
  14m37s

When you notify the field you are marketing your products, goods, and service for the marketplace for prospects to see and take notice.

• Lesson #3 - Notify the Field
  13m44s

When you harvest the facts you ask qualifying questions of your prospects. You want to fully understand their needs, wants, and desires regarding the benefits your products, goods, and services deliver.

• Lesson #4 - Harvest the Facts
  14m14s

When you announce the offer you are actually presenting your products, goods, and services for consideration for the first time. Notice, presenting your offer is the MIDPOINT of the selling cycle.

• Lesson #5 - Announce the Offer
  10m15s

When you negotiate their concerns you clearly listen and work to understand any potential objections your prospect has to your offering. You will learn a proven technique to address and handling prospect concerns.

• Lesson #6 - Negotiate their Concerns
  15m46s

When you confirm the agreement you close the sale! They agree to purchase...I prefer to call it "securing the order" because in reality, you want to open a long-term relationship with your candidate, not close it!

• Lesson #7 - Confirm the Agreement
  12m47s

When you explore additional opportunities you learn to ask for referrals, who your new customer knows that may need similar benefits to those they will be delivered...and most importantly, when and how to ask!

• Lesson #8 - Explore Additional Opportunities
  12m35s