#1) Establishing a production plan, time & territory management, market positioning (creating a central marketing theme) and prospecting.
#2) Pre-approach, securing appointments, working alternative business sources, telephone selling.
#3) Overview of sales presentation process, discussion of steps 1 and 2…attention and interest.
#4) Continuation of sales process, steps 3-5…conviction, desire, close & handling objections.
#5) Selling during the app, post-closing selling, building a multi-million dollar repeat & referral clientele base.
#6) Establishing and utilizing a marketing campaign that supports your in-person selling efforts, i.e., database marketing, consumer direct selling, properly utilizing direct mail…both snail mail and email versions, creating effective collateral materials, internet and social media marketing.
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