When you Explore the Marketplace (Prospecting) you are looking for your ideal customer. You are searching under every rock, looking behind every tree, not disqualifying anyone at this point. This is an information gathering process.

• Lesson #2 - Explore the Marketplace (Prospecting)
  28m4s

When you Make First Contact (Marketing) you let the marketplace know that your products, goods, and services exist...what problems they solve...and start to suggest reasons that prospects should consider your solutions.

• Lesson #3 - Make First Contact (Marketing)
  28m23s

When you Prep for Success (Qualifying) you ask the questions necessary to establish the path for your upcoming presentation. The person asking the questions is ultimately in control of the selling situation. And the better your ability to ask and the better your questions are the easier it makes your presentation to give.

• Lesson #4 - Prep for Success (Qualifying)
  20m45s

When you Offer the Goods (Presentation) you present the features, advantages, and benefits that your products, goods, and services deliver. Notice that you are at the MIDPOINT in the process before you ever start presenting. Because of the process completed before this step, you gain efficiency and effectiveness in your presentations which ultimately lead to more successful outcomes.

• Lesson #5 - Offer the Goods (Presenting)
  33m19s

When you Weather the Storm (Handling Objections) you positively and professionally handle your prospects questions and concerns. Objections are a natural part of the presentation process so knowing how to address them professionally is a must. You will learn a specific process to defuse tension, learn to hear your prospect out fully, and provide the appropriate response at the perfect time to move the sale process forward.

• Lesson #6 Weather the Storm (Handling Objections)
  21m54s

When you Engage the Sale (Closing) you are gaining agreement between the prospect and you regarding the terms and conditions of the transaction. I prefer to use the terms "secure the agreement" because philosophically, the last thing you want to do after all you've done to get to this point is "close" anything. You want to "open the relationship" over an extended period of time because of the quality of your approach.

• Lesson #7 - Engage the Sale (Closing)
  17m34s

When you Revitalize Your Future (Gaining Referrals) you refill your funnel of new and potentially favorable prospects. Word of mouth from customers that have turned into raving fans is nirvana. Gaining referred trust is a huge move forward in your next opportunity. This step naturally leads back to the first in the E.M.P.O.W.E.R. process.

• Lesson #8 - Revitalize Your Future (Gaining Referrals)
  20m59s