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Here are some of our training programs. For more information, please email to anna@briantracy.com.sg
Module 1. The Keys to Peak Performance and Personal Leadership
Participants learn the true definition of success, the seven desires or goals that we all have in common, the three essential results or benefits of success, the keys to learning effectively and peak performance, the true definition of personal leadership, the four key qualities of leaders throughout the ages and the seven rules for peak performance and personal leadership.
Module 2. The Seven Mental Principals of High Performance
Participants learn the one thing that makes each individual unique and different from all other people, how to create your world with your own thinking, the key to mental well-being and personal power, the principle that governs the lives of most people, the “Iron Law” of human destiny, why your beliefs determine your reality, how your expectations become your own self-fulfilling prophecies, why and how you attract certain types of people and circumstances into your life, the one factor that determines most of the circumstances in your life and the three principals that can change your life.
Module 3. The Key to Peak Performance
Participants learn the formula for individual human potential, the most important discovery in self-development in the 20th century, how you can use far more of your inborn potential, the three ingredients of your self-concept and how you can affect each one of them, how your personality develops from infancy onwards, the two major negative habit patterns that hold you back and the process of new, positive habit pattern development.
Module 4. Taking Charge of Your Life
Participants learn the difference between pro-activity and reactivity, how to gain a greater sense of personal control and power, how you move from immaturity to maturity, the challenge-response theory of history and how it applies to your personal life history, the difference between responsibility and irresponsibility and how it affects our society, why personal responsibility is mandatory rather than optional and the characteristics of a fully responsible person.
Module 5. Releasing Your Brakes
Participants learn about the foundation quality of self-esteem, self-respect and personal pride, the relationship between a sense of responsibility and a sense of control, the “Negative Emotion Tree” and how it applies to the way you think and feel, the critical factors that cause negative emotions, of all kinds, how to eliminate your negative emotions with a simple, powerful affirmation, the importance of learning how to release your breaks on a regular basis and how to identify your “Hot Buttons” and learn how to be a happier person.
Module 6. Managing Your Emotions
Participants learn about how to gain complete control of your emotions, the origin of negative emotions, how they are learned in the first place, the major causes of negative emotions of all kinds, the root causes of feelings of guilt and unworthiness and how to recognize them, the major indicators of unconscious feelings of guilt and how to recognize them, the five-part formula to eliminate feelings of unworthiness that hold you back and the importance of forgiveness and how to incorporate it into your life.
Module 7. Programming Your Mind For Success
Participants learn about how your outer world is an inner reflection of your inner world, why and how what you dwell upon, grows and increases in your life, the biggest obstacle to positive change in your life and how to remove it, four statements that you can use to become more flexible and effective, how your emotions determine everything that happens to you and how to control them, the “End of the Movie” method for achieving your goals faster and easier and the three keys to developing positive new habit patterns of thought and action.
Module 8. Changing Your Self-Concept
Participants learn about the three steps necessary to begin changing your self-concept, how to use the power of verbalization to articulate your new desired self, the major factor that determines your emotions every minute of every day, how to design affirmations that can make your potential unlimited, how to tap into the full powers of your subconscious mind, the power of your subconscious mind and the critical determinant of personality change and how you can use all of these techniques together to become an excellent speaker.
Module 9. The New Mental Diet
Participants learn about how to become an exceptional leader and role model in everything you do, the Law of Accumulation and how it applies to every area of your life, how to develop and implement your own “Mental Fitness” program, the importance of your reference group and how to choose the right people, how to eliminate previous ideas that may have held you back and trade them for new positive concepts for the future, the keys to maintaining an ongoing attitude of positive expectancy and the process of changing your thinking completely, moving from disbelief to belief.
Module 10. The Master Skill of Success
Participants learn about how and why goals activate your positive mind and make you more effective in everything you do, how to activate your success mechanism to override your failure mechanism, statistics show that goal setters achieve ten times as much as people without written goals, the major reasons people don’t set goals and how you can overcome them, the seven keys to setting goals, the seven key questions to help you set the best goals for yourself and how to develop and write out your own personal mission statement.
Module 11. Seven Steps to Goal Achievement
Participants learn about to create your own personal blueprint to achieve any goal you can set for yourself, how to decide exactly what it is you really want and then to write it down, how to set deadlines and sub-deadlines on each goal and each part of each goal, how to determine the knowledge and skills you will need to achieve your goal, how to identify the critical people and resources you will need to accomplish your goal, how to create a detailed plan of action to achieve your goals and how to back your plans with persistence and determination until they become realities.
Module 12. Focal Point – The Power of Concentration
Participants learn about the difference between being a knowledge worker and an average employee, the primary differences between successful people and unsuccessful people, the two-part key to peak performance and high achievement, how to gain two extra hours of productive time each day, how to separate the urgent from the important in everything you do, the theory of constraints and how you can use it to increase your productivity and The Law of Forced Efficiency and how it applies to maximizing your output.
Module 13. The Challenges of Change
Participants learn about how to become a master of change rather than a victim of change, the three major factors that are driving change in every area of your life, the key to meaningful competitive advantage in times of turbulence, how to apply “Zero-Based Thinking” to every part of your work and personal life, how to apply the principle of “Creative Abandonment” to everything you are doing, the seven R’s for change in your personal and work life and three keys to success in managing change in the 21st century.
Module 14. Managing Your Career
Participants learn about how to take responsibility for your career for the rest of your work-life, how to become more valuable to yourself and your company, how to use your job as an opportunity to perform at your very best, how to identify and develop your core competencies for the present and for the future, how to identify your area of excellence for your future career goals, how to become indispensable to your current employer and the four keys to personal strategic planning and how to implement them in every area of your life.
Module 15. High Performance Team Work
Participants learn about how to be a team player and team contributor in your work, the importance of focusing on contribution rather than recognition, how to become one of the most valuable and respected people in your organisation, how to be a valuable team player and later, a valuable team leader, a five part method for building a high performance team in your organisation, four management styles you can use as a team leader and the four stages of group development and how to recognize each one of them.
Module 16. Eliminating Stress and Tension
Participants learn about the primary reasons for stress, how to develop a “Hardy Personality”, how to become your own psychotherapist, how to identify and eliminate the major causes of stress in your life, a proven technique to neutralize the fear of failure, the solution to “Type A” behavior and how to deal with denial and neutralize anger.
Module 17. Doubling Your Brainpower
Participants learn about why it is that you are a potential genius, the different intelligences you have that you can use to improve your life, the three factors that control your current level of creativity, the “Law of Creativity” and how you can apply it to every area of your life, the two basic types of thinking used by everyone, how to keep your mind stimulated on a regular basis and the importance of “Solution Orientation” in activating your creative powers.
Module 18. Unlocking Your Creativity
Participants learn about how to become a more creative problem solver, the four requirements for creative thinking, the three factors that stimulate creativity in any situation, the most successful method of problem solving ever discovered, a systematic approach that you can use to solve even the most complex problem you are faced with, how to use brainstorming to maximize creativity and teamwork and the keys to decision making and how to apply them.
Module 19. Developing A Success Personality
Participants learn about the primary source of success and happiness in life, how to define a healthy personality, the essential mental laws that apply to relationships, the “Law of Indirect Effort” and how you can apply it in your life, the seven keys to building a powerful personality, the “Boomerang” principle in human relationships and the golden rule and its relationship to personal effectiveness.
Module 20. Appreciating Differences in People
Participants learn about the three ingredients of happiness for each person, the purpose of an organisation regarding different people, two key rules for understanding different people and personalities, the personality styles model and how to recognize each kind of person, the three primary sources of motivation that affect each person, the DISC profile of people and how you can identify these qualities in others and the three different methods that people use to process information.
Module 21. The Integrating Principle
Participants learn about your real job title and responsibility, the way you correctly define the “Customer”, the four different levels of customer satisfaction in your work, the key to market dominance in your business and in your activities, your primary customers, both within and outside of your company or organisation, the two measures that tell you whether you are truly satisfying your customers and how to dramatically increase your effectiveness with customers in everything you do.
Module 22. Building Superior Relationships
Participants learn about the central nature of relationships in building a happy life, the six major problems experienced in relationships, how to deal with jealousy, self-pity and negative expectations in relationships, the factor of “Incompatibility” and how to recognize and deal with it, the key qualities of excellent relationships and how you can incorporate them into your life, the importance of “Communications” and how you can communicate better, as a man or as a woman, the four stages of healthy personality development and how to make them part of your relationship.
Module 23. How to Raise Super Kids
Participants learn about the skills of successful parenting, the biggest single mistake parents make in raising their children, how to assure that your children receive a high quality and quantity of love, the emotional ingredients children need from their parents for healthy growth and development, how you can tell your children both verbally and non-verbally that you love them every day, the most common qualities of parents who raise high-achieving young people and a powerful method to make up for mistakes you have made in the past.
Module 24. Achieving Balance in Life
Participants learn about what should be your chief aim in life, the most outwardly identifiable characteristic of a well-balanced person, the primary source of your happiness in life, how to apply the principle of “Zero-Based Thinking” to achieve better balance in your activities, the “Law of Excluded Alternative”, how to determine your highest goal and how to organize your life around it, the key to balance with your family and work.
 Synopsis
MODULE 1: IntroductiontoSelling
Learn a proven strategy for moving into the top 20 percent in your field. How you can develop the winning edge.
How to set specific goals for improvement in the eight vital areas of sales success. Learn how small increases in performance can translate into large increases in sales. MODULE 2: Keys to Psychological Selling
Learn a series of practical mental principles you can use to keep yourself positive, cheerful and optimistic. Learn why your attitudes and expectations determine 80 percent of your sales results. How to increase sales by focusing on service to your customers.
MODULE 3: Unlocking Your Sales Potential
How to overcome the fears of rejection that hold you back. Learn how your sales performance is controlled by your self-concept, your belief systems. How to develop unshakable confidence and achieve your full potential in sales.
MODULE 4: Your Formula for Building Self-Esteem
You learn a simple system for developing a powerful sales personality. Why positive actions generate positive feelings. How to set sales and income goals, accept responsibility for results and commit to sales excellence. How to maintain an attitude of confident expectation no matter what happens.
MODULE 5: The New Model of Selling
How to build long-term customer relationships based on trust and mutual respect. The Friendship Factor - why people will buy from you if they like you. The importance of patience in dealing with today’s customer—the smartest, most demanding ever.
MODULE 6: Building Trust With Customers
How to build the “trust bond”, establish your credibility, listen your way into sales. How to satisfy the subconscious needs of every customer. Five types of questions you can use to build rapport, qualify prospects, identify needs. How to use trial closing techniques.
MODULE 7: Seven Secrets of Persuasion
Learn the sales triggers used by all top sales people, key words and actions you can inject into your sales conversation to build buying readiness, to cause the customer to want to do business with you. Simple, direct, effective—results can be amazing!
MODULE 8: Why People Buy
How to uncover key customer wants, problems. How to use customer-focused interviewing to elicit the key benefit, the Hot Button. How to recognize the Freudian slip; why quality is seldom a reason to buy; how to use the Hot Button close; how to spot hot buttons in your product or service.
MODULE 9: How To Qualify Your Prospect
Learn how to use the three step Doctor of Selling approach; examination, diagnosis, prescription. How to identify real prospects versus time wasters. How to use the Approach Close or the Demonstration Close at the outset. Three types of prospects—how to appeal to each.
MODULE 10: Using the Power of Suggestion
Learn how to exert a powerful, positive influence over your customer’s mind. The first 30 seconds—how to make a good first impression—everything counts! The importance of dress, grooming, accessories, body language and much more.
MODULE 11: Developing Mega-Credibility
How to remove the prospect’s number one fear that stops him or her from saying “YES”. How to build rapport, credibility and trust. How to lower resistance using preparation, referrals, testimonials, photos and fast follow-up to increase buying readiness.
MODULE 12: Creative Selling Techniques
How to tap your creative powers to make more and better presentations to better prospects. How to uncover buying motives, overcome buyer resistance, get more referrals and repeat business. Learn mind-storming techniques to become a sales genius.
MODULE 13: Powerful Telephone Techniques
How to use the phone to get appointments from qualified prospects. How to get through to the decision maker. How to sell the appointment, nail down the time, confirm without cancellation. You learn two magic phrases that get appointments every time.
MODULE 14: How To Approach Your Prospect
How to use mental rehearsal and physical preparation to give you an edge. Learn two-stage selling, using the interview style to open up the prospect. Learn simply techniques to build positive expectancy, arouse curiosity and establish instant rapport.
MODULE 15: The 1000% Formula For Income
You learn a proven step-by-step system to increase your personal and sales effectiveness by ½ percent per week, 26 percent per year, 1000 percent in 10 years. Seven simple ideas you can apply each day—guaranteed to work if you will.
MODULE 16: Mental Preparation for Selling
You learn a series of peak performance techniques used by Olympic athletes to achieve their personal bests. How to practice visualization and affirmation prior to a sales call to give you calmness, confidence, poise and control.
MODULE 17: Buyer Personality Types
How to recognize the four basic personal styles and how to sell each one. How to lower the tension level in a sales interview by selling to people the way they like to buy.
MODULE 18: Sales Presentation Skills
How to show the prospect how his or her needs can be satisfied with your product or service. How to move from the general to the particular. How to translate features into benefits or solutions. How to use visual aids, get the prospect involved, use trial closing throughout.
MODULE 19: How to Handle Objections
You learn to welcome objection as essential for success in selling. The Law of Six. How to treat objections as requests for information. How to uncover the key issue, the main (usually hidden) reason for not buying. How to close on objections—two ways.
MODULE 20: Recognizing Nine Types of Objections
Why all objections are not of equal importance. You learn which objections to ignore, delay, postpone or answer. Why people object and what you do that may trigger buyer resistance. How to recognize and close on last-ditch objections.
MODULE 21: Closing Requirements
How to recognize body language and buying signals that tell you a decision to buy has been made. What you must do before you have earned the right to ask for a decision.
MODULE 22:Dealing With Price Resistance
How to recognize the difference between ability to pay and willingness to pay. How to postpone price discussions. How to emphasize value and benefits to decrease price sensitivity. How to justify price with sound reasons. How to compare with more expensive items.
MODULE 23: Handling Money and Price Objections
Nine ways on how to deal with buyer resistance based on price. How to isolate price, determine the amount at issue, show why your product is worth the difference. How to suggest alternatives, use creative approaches to get the sale anyway.
MODULE 24: Overcoming Obstacles to Closing
Learn why buying decisions are stressful and what you can do to overcome the buyer’s inertia, laziness or fear of making a mistake. Five closing errors to avoid, including negative pre-judgment. How to get around obstacles to closing
MODULE 25: Seven Key Closing Techniques
You learn the seven most effective closing techniques ever discovered. You learn the Invitational Close, the Assumption Close, the Secondary Close (minor point close), the Puppy Dog Close, the Ben Franklin Close, the Order Sheet Close (two variations) and the Relevant Story Close, plus how to close on referrals.
MODULE 26: How to Set and Achieve Sales Goals
Learn how to develop your own peak performance system based on continuous goal-setting and daily action planning. Learn how to break down your annual income and sales goals into monthly, weekly, daily, hourly goals and plans—making you unstoppable! You also learn how to set personal and family goals.
MODULE 27: Maximizing Selling Time
How to structure your day to eliminate the major time wasters and spend more time fact to face with prospects. How to plan your work and work your plan. How to work all the time you are working. How to keep yourself on track.
MODULE 28: Turning Time Into Money
Learn the ten essential keys to achieving the highest levels of productivity during every sales day. How to use advance planning, get going early, use a time planner, set priorities and concentrate on high-payoff activities. How to get-to-it and stick-to-it.
MODULE 29: Going for the Gold
You learn thirteen great ideas for success in sales and in life, distilled from the wisdom of the ages. How to develop courage, cope with adversity and respond creatively to disappointment. You learn how to stay “on purpose”, counting your blessing, associate with the right people and more.
MODULE 30: Ten Keys to Success In Selling
How to open doors to the top. This motivating module is a highlight of the entire course. You learn why success is inevitable if you do certain things over and over until they become unbreakable habits, beginning with committing to excellence, ending with always doing more than you are paid for. Follow this advice and you can’t miss.
MODULE 31: Business-to-Business Selling
You learn seven key ideas to reflect upon when selling products or services to business. Clarity—who is your customer? where? when? why do they buy? Concentration—fish for whales. Consultative—be a problem solver. Courtesy—mark of professionalism. Competence—know your product inside and out, be an expert. Confidence—based on history of practice and experience. Courage—boldness and willingness to go forward.
MODULE 32: Four Keys to Strategic Selling
How to build an effective sales strategy around four main ideas. Specialization—becoming excellent in a specific area. Differentiation—developing a clear, market-oriented “uniqueness” that separates you from your competition. Segmentation—going after your “ideal” customers. And Concentration—focusing on dominating your market niche.
MODULE 33: Consultative Selling Techniques
How to take the Doctor of Selling approach—examining the client’s situation; diagnosing the problem; prescribing the solution. How to view yourself a problem solver. How to sell results or solutions, rather than products or service. How to become a profit improvement specialist by finding ways to lower client’s costs, increase revenues, and improve productivity—the key to high-profit sales.
MODULE 34: Return-on-Investment Selling
How to present your product or service as an investment with an expected payoff in increased revenues or decreased cost rather than as an excuse. Finding measurable ways to increase profitability for your clients. How to control implementation and results. Four steps to closing using this approach.
MODULE 35: Pathways to Personal Progress
You learn twelve steps to achieving personal excellence in sales and in life. Learn how to expect the best and be the best in your field, how to fly with eagles, the importance of knowing your product cold, the necessity and willingness to work hard and how to develop the winning attitude that guarantees success.
 Synopsis
Module 1: CHALLENGES OF SELLING
Today's sales professional is the recipient or beneficiary of the experiences of thousands of salespeople who have been observed and researched, along with their customers, by hundreds of researchers. This research has identified many traits and characteristics that can be copied and reshaped to your advantage. In this module, you will learn
how selling has changed over the years, what makes selling more complex and challenging and you will be introduced to the importance of building a "relationship" with your clients.
Module 2: BEING THE BEST
Over the last several years we have learned that personal traits, attitudes and habits have a significant impact on your success as a sales person. In this module you will be introduced to the habits and attitudes that are common to top professionals. You will review the15 key determinants of success.
Module 3: SELLING LIKE A PROFESSIONAL
Selling today is a profession. To succeed today you must take a logical approach. By following the sequential steps taken by top professionals, your success can be predicted.
Focusing on resolving problems and customer concerns is critical. You must answer all their questions before a sale can be made. To sell at your best you must plan the parts and stages of the sale in advance.
Module 4: POSITIONING STRATEGIES
In life, perception is important. It is often not the reality, but the perception of reality, that determines how people see, trust and believe in you. In selling, perception is absolutely critical. One of Murphy's Laws is that before you do anything, you have to do something else first. What you have to do first, before you can get to the top of your field or begin selling extensively, is to consider how you can position yourself, your company, and your products and services relative to your competition. Everything starts with positioning. This module helps you identify who you are, what you do and what you want to do in your selling activities.
Module 5: INFORMATION-BASED SELLING
Our job in this program is to move you into the top 10% of salespeople in your field. This requires a dramatic expansion of the amount of information available to you to help your customers achieve their goals. This module covers the kind of information you need, and the sources you can use to become an industry expert and one of the most knowledgeable people in your field. The pay-off can be absolutely enormous to both you and your company.
Module 6: PERSONAL PERFORMANCE
In this program you learn many ideas on how to increase your sales. But the fact remains that it is not what you do but who you are that really counts in the field of sales. We have looked at thousands of careers of men and women in selling and have found that they are unique personalities who have spent extensive time developing themselves on the inside as well as learning sales skills on the outside. In this module on personal performance, you will receive a series of ideas on how to get the very most out of yourself, how to keep yourself up, to keep yourself positive, and to keep your self-esteem high. You will learn how to be motivated to rapidly progress toward joining the top people in your field.
Module 7: PROSPECTING FOR PROFITS
There are no great secrets in selling. The more people you see, the more sales you will make. The quality or profile of the people you see will determine the percentage of those people who will buy. Your ability to clearly identify the ideal prospect and manage your time to effectively meet more prospects, is directly proportional to the quantity and quality of sales you will make. The key to being a good prospector is to learn how to do it, and learn how to do it in an excellent fashion.
Module 8: THE HEART OF THE SALE
People are forced to make many decisions day-in and day-out. The basis of these decisions, on the surface, appear to be logical in nature, but exhaustive study and research have shown that emotions play a far greater part in purchasing decisions than most executives and salespeople realize. In this module we will review the emotions and motivators that cause people to take action. We will review Maslow's Hierarchy of Needs and see how it applies to selling.
Module 9: CONSULTING vs. SELLING
People buy to improve their situation in today's market with the choices available. These decisions are based on who best understands their particular circumstances. Positioning yourself as a consultant, a problem-solver, is critical to success. The first step in becoming a consultant is the diagnosis. The diagnosis requires excellent communication skills, an investment of time, and caring. In this module you will learn how to become a doctor of sales, how to position yourself as a consultant - a problem-solver.
Module 10: PARTNERING FOR PROFITS
There is an old saying, "The more you do of what you're doing, the more you'll get of what you've got." One of the definitions of insanity is doing the same thing over and over the same way, and expecting to get different results. What we talk about in this session is a paradigm shift, where you turn the kaleidoscope and take a look at yourself and your business in a different way. We will look at profit-improvement strategies and partnering for profit, whereby you will no longer see yourself as a vendor of products or services with features and benefits, but as a vendor of bottom-line profits. You will look at your prospect or customer in such a way that you always ask, "What can I do, or where can I help to increase your profits?" This session describes how you can be a partner-in-profit.
Module 11: INTERVIEWING TECHNIQUES
Your objective is to become a partner-in-profits, not a vendor of products. The recommended approach is the "doctor of selling" approach. To become a partner-in-profits you must first learn more about the prospects and their problems. You must first do a diagnosis. This module speaks to a logical and sequential way to prepare and interview your prospects. The focus is on listening. Remember, "no one ever listened themselves out of a sale."
Module 12: BALANCING LIFE AND WORK
We know that the inner game of selling — how you feel about yourself, what you think, your attitude — is more important than anything else in sales. It is the key determinant of selling success. This module talks about balancing your life; keeping you in a healthy state of mind so you can maximize your working hours while enhancing your personal life. Your happiness is a matter of making the right choices.
Module 13: GAP ANALYSIS
You have done your work, you have thought about your industry, you have positioned yourself, gathered knowledge, looked at your market, prepared yourself, approached, prospected and made an appointment. Now we separate junior salespeople from tenured professionals. In this module, you will focus on the gap between ideal and actual, real and desired. You will learn to identify opportunities for you and your product by helping the customer clearly visualize the gap that your product can narrow for them. The gaps are opportunities to increase productivity or decrease cost.
Module 14: BUILDING BUYING DESIRE
There is a logical sequence to selling effectively. First we must build rapport, then identify needs, and finally, present our solutions. The value of our solution dictates the ease of the sale. Building value through the identification of associated cost and then quantifying that cost is critical to your success. Your job is not only to boost value for your solution, but to intensify desire to take action and implement your solution.
Module 15: COMPETITOR ANALYSIS
One challenge facing all sales representatives today is the proliferation of competition. No market escapes for long. The challenge must be met head on. Your customers are not making decisions in a vacuum occupied only by you. They are bombarded by competitive messages; by direct and indirect competitors. Understanding your strengths and weaknesses in comparison to competition is essential. Knowing where to position yourself with respect to the client's buying criteria is critical.
Module 16: COMPETITIVE STRATEGY
In this module we come to the key to making major sales: competitive strategy. After the prospect is first convinced of the need to solve an identified problem, he or she will not usually make a quick decision based upon that first contact, but will look at what the competition is selling and compare in order to make the best decision. This module addresses how to implement a successful competitive strategy. In order to best differentiate your company, product, service and benefit from those of your competitors; in order to get the business and provide your prospective customers with the greatest benefit, a competitive strategy is essential.
Module 17: REDUCING RISK
There are two emotions that drive major sales — the desire for gain and the fear of loss. This module will focus on the fear of loss and how you must reduce the prospect's perception of risk. Once the fear of failure is reduced or eliminated and a clear need is identified, the sale is made. Your job is to build trust, support, and credibility, thus reducing risk.
Module 18: LEADING THE FIELD
Through this seminar we have covered the skills and abilities that you need in order to get to the top of your field in selling. Goethe said that, "before you have more you must be more." And we know by the Law of Correspondence that you cannot have any more on the outside than you are on the inside. This module covers how you can be the best sales professional, the best in your specific field, even some principles on how to be the best human being that you can be. The more you work on improving yourself on the inside, the easier it will be to form those critical relationships on the outside that lead to great success, great happiness and rapid career rise. This module stresses key personal developmental aspects to secure your membership in the top 10% and how to get there.
Module 19: POWER AND POLITICS
We know that in small sales, the amount of information you need and the number of client personnel involved may be limited. When you move into larger sales, more information is needed, more people are consulted. This module deals with the power and politics of larger sales and how they can be understood and properly handled to consummate the sale.
Module 20: PROPOSING AND PRESENTING
Presenting the proposal is the summation of your sales effort. It is where weeks or months of effort come together. It is the most important part of the sale. There is a sequence of steps that must be followed in order to maximize the influence your proposal and presentation have on the client. In this module, we will outline the elements of a proposal and discuss how to present it. The sale is made in this phase.
Module 21: HOLDING YOUR PRICES
The most attractive companies are not always the lower-price alternative. Price resistance is as natural as the sun rising in the east and setting in the west. It is how you handle price resistance that makes the difference. The only thing that is relevant is the value that the prospect receives. The purpose of this module is to develop your understanding of price resistance and give you specific methods for dealing with it.
Module 22: SALES NEGOTIATING
Selling and negotiating can seem similar but are in fact different. When you are negotiating, you have to be in a position to vary terms in order to get a sale. In negotiation, you are giving something away to get the sale. In selling you are using persuasion skills to make the sale. Part of selling is developing the desire to buy. In negotiations the desire exists but the terms must be altered to make the sale. This module deals with negotiating a sale that has been agreed to by both seller and buyer.
Module 23: THE END GAME OF SELLING
The job of a salesperson is to create and keep a customer. The most important thing you can do is business development. You are now approaching the topic which tests you the most in the field: the end game of selling, where the top 10% of salespeople shine. This session discusses many crucial aspects on how to ask for the order, get the order, and consummate the development of new business.
Module 24: THE NEW PARADIGM
Much of what you accomplish in sales is determined by the quality of your thoughts and feelings about yourself. Your thoughts and feelings are a reflection of the way you look at the world, your paradigm. This module looks at the importance of establishing the right paradigm. You must, as a salesperson, establish a paradigm that will keep you up, positive, and feeling like a winner.
 Synopsis Module 1 - Becoming a Leader
The more of a leader you become on the inside, the more effective you become in all your leadership activities on the outside. In this module, you will learn the seven essential qualities of effective leaders in every area of endeavour. With these qualities you will accomplish more and faster than ever before. Capitalize on the potential you have inside, become a leader and see your company soar!
Module 2 - Strategies for Effective Leadership
Successful businesses require outstanding leadership. There are specific ways of thinking and acting that are common to successful leaders in every type of business organization. By asking provocative and uncomfortable questions, you begin to think deeper and more accurately than the people around you. This module will teach you how to bank on your strengths to think and strategize just like the best leaders in every situation.
Module 3 - Entrepreneurial Thinking
Learn some of the best methods for thinking and acting practiced by the most creative and entrepreneurial managers and leaders in every business. These skills will give you the direction, clarity and focus you need to take your business to the next level! In this module, you learn some of the key skills of thinking and acting practiced by the most creative and entrepreneurial managers and leaders in every business. By applying these skills, you can revitalize your entire organization.
Module 4 - Military Principles of Strategy
Knowing how to strategize often isn't enough. As a great leader, you must also know how and when to apply your strategies. The art of military strategy is taught to leaders in every military academy to prepare them for the most critical of all leadership responsibilities. These principles apply to your products and services, your business and your competition, every single day. In this module, you will learn how to apply some of the most important principles of strategy to everything you do.
Module 5 - The Formula for Strategic Planning
In business you can't plan enough before you start planning. The mark of a good leader and business person is someone who understands how to do this the right way. In this module, you are going to learn a method that resembles the combination to a lock. Once you have the numbers in the right order, you can open the lock. Once you have the right keys in the right sequence to strategic planning, you can apply them to any product, service or situation in your organization.
Module 6 – How Excellent Leaders Lead
Learn how to inspire your people to perform at high levels of productivity all the time. Being a great leader is more than just telling people what to do. The very best leaders are those who can elicit extraordinary performance from ordinary people. Your ability to get the very most out of the people who report to you is a key measure of your effectiveness as an executive. In this Module, you will learn how to manage your personal style in such a way that you get the very best out of each person who reports to you.
Module 7 - Key Functions of Managers
Being an exceptional manager is a difficult and demanding position. However, there are a few key areas that, once mastered, can make the job a lot easier. In this module, you learn the key result areas of every manager and how you can begin increasing your effectiveness in every area of your management activities. To be a better manager doesn't mean you have to alter your whole approach and style, instead you'll learn how to make little adjustments that will yield big results.
Module 8 - Fielding a Winning Team
Winning teams are better than the rest because they have the best coaches who know how to showcase their star performers. The same can be said for managers with successful teams. Learn what you can do to highlight the star qualities of your team members and how to motivate them to perform, get results, and achieve victory in the workplace and marketplace.
Module 9 - Building Peak Performance Teams
All work is done by teams. Your ability to assemble and manage a high performance team of motivated individuals is the key to your value and effectiveness as an executive at every stage of your career. Just as you use a recipe to prepare a dish in the kitchen, there is a specific recipe that has been proven to work in assembling a self-directed work team. Learn how to identify personality types and build teams where everyone compliments each other.
In this module, you will learn how to get the very most out of your team and out of each person on that team.
Module 10- Communicate with Power
Your success in business and in the world of work is largely determined by your ability to communicate effectively with other people. This module will show you how eliciting extraordinary performance from ordinary people is the key to success in leadership. You will learn the most important interpersonal skills ever discovered for motivating and inspiring people to perform at their very best as individuals and as members of an effective team.
Module 11 - The Customer is Always Right
No matter what industry you're in, without customers you're dead in the water.
In this module, you will learn the central role of the customer and how you can structure and organize all your business activities to achieve the very highest levels of customer satisfaction imaginable. When you know how to give exceptional service, your clients will continue to buy from you and ignore the competition.
Module 12 - Meeting Management Magic
Every meeting you have requires an investment of managerial time and energy. Your ability to use the tool of management meetings effectively can do more to multiply and leverage your results and effectiveness than perhaps any other skill. The meeting is the essential tool of management. Virtually everything you accomplish you achieve in interactions with one or more people, either in large formal meetings or in one-on-one meetings in passing.
In this module, you will learn how to be far more effective in every meeting you hold. You will learn how to get to the point faster, get more accomplished and assure greater results after the meeting than ever before.
Module 13 - A Great Place to Work
Top managers are those who create an environment where peak performance takes place. As a manager, you're able to double the productivity of your people by adjusting their working climate. This module teaches you how your office can also be a "great place to work" and your employees will feel valued and great about the work they do. You'll be amazed how the quality and quantity of work will improve after you implement these simple strategies. You will learn the most important ideas ever discovered to help you to create a high trust environment of your own where peak performance takes place every single day.
Module 14 - Motivating People for Maximum Results
Your ability to motivate your people to higher levels of performance and effectiveness can multiply your capability as an executive. By motivating people continuously and correctly you can dramatically improve performance and results. Learn the most popular, powerful and effective motivational methods and tools, and how you can apply them to every person who ever reports to you, as well as to yourself in the achievement of your own personal and business goals.
Module 15 - Getting the Best Out of Others
As a manager, your job is to get the highest return on human capital invested in your enterprise. Of all assets, only people can be made to appreciate and to perform at ever higher levels for the organization. In this module, you will learn how to immediately improve employee performance and to keep your people working at high levels of motivation, performance and productivity over time.
Module 16 - The Manager, Coach and Confidant
Being a manager means more than just telling your employees what to do. The best managers know how to coach their people when they're struggling and be there for them through tough times. People cannot grow without honest, objective feedback and instruction from someone who can look at their performance and tell them exactly how they are doing. In this module you will learn how to give timely and accurate coaching and counselling to each of your staff members on a regular basis. Your people are your most precious resource. Learn how to take care of them, and they'll do the same for you!
Module 17 - Boosting Employee Performance
Motivating your employees is one of the most important parts of being a manager. The best employees today are more demanding and more in demand than ever before. But, they are indispensable to your success and to the success of your company. So how do you keep them happy? This is the answer: Learning how to create a peak performance environment for them will earn their loyalty and commitment to you and your company more than any other factor. After this module, you'll know how to communicate with your employees in a way that will get the results you're looking for.
Module 18 -Becoming a Master of Change
In business and life, everything changes quickly. To be successful, you must be able to react quickly when things don't go exactly as planned. It's a fact, the more change you can handle, the more successful you will be. Top producers have to deal with plans being altered, products modified and rescheduled meetings constantly-but what makes them successful is their ability to roll with the punches. In this module you will learn a series of proven methods, techniques and strategies used by highly effective men and women in every area of life to manage the forces of change. You will learn how to get control of every aspect of your life and turn change to your advantage sooner than you ever thought possible!
Module 19 - Seven Secrets of Managerial Success
Learn how to be a highly effective manager using these seven secrets. Motivate your employees, keep them happy and increase their productivity and profitability! By investing time and energy into learning how to be a better manager, your team and fellow employees will also benefit and grow. Everything you do to enhance your ability to do your job in an excellent fashion improves your life and work in some way. In this module you will learn how to take time to analyse, decide and take effective action in every area of your work life to achieve more and better results than the average person. By learning the seven secrets to managerial success you'll get more done faster and easier than ever before!
Module 20 - Get the Most out of Yourself
You have amazing potential and abilities that you could never use if you worked full blast on yourself for the rest of your life. Your goal must be to get the very most and the very best out of yourself - for yourself, your company and your family. This module will teach you how to discover all of the untouched potential energy you have inside and turn it into usable energy to fuel your life and business. You will learn proven ideas that you can apply immediately to become a more valuable and effective person in everything you do. Be the best person you can be everyday and your business will perform at it's best, too!
Module 21 - Setting your Priorities
All of the most productive and highest achieving men and women are described by others as being "very well organized." The key to your success in management is your ability to analyze your work, select your highest-value tasks, concentrate single-mindedly on doing the one most important thing, and stay with it until it's complete. When you're proficient at setting priorities and executing them there is little you can't do. In this module, you will learn the simplest and most powerful techniques ever discovered to help you set clear priorities on your work, every hour of every day, and then focus on your most valuable task. This will enable you to get more done in a shorter period of time, and make a greater contribution than ever before.
Module 22 – The Pursuit of Personal Excellence
Are you happy with your life? Does your job bring you satisfaction and fulfilment? Are you on a path towards achieving your goals? If you're not, it's okay. In fact, most people don't realize their true potential to attain their goals and dreams. In this module, you will learn some of the key thinking tools and strategies practiced by the happiest and most successful people in every area of life. By practicing some of these ideas, you can dramatically improve the quality and quantity of what you do and accomplish.
Module 23 - Negotiating Strategies and Tactics
Your ability to negotiate well on your own behalf can have a major impact on improving the quality of your life and work. Luckily, the ability to negotiate is a learned skill, like riding a bicycle or typing. In this module you will be given the tools you need to feel confident in negotiations and consistently close deals the way you want them. With excellent negotiating skills, you can save or gain hundreds, or even thousands, of dollars for yourself, your company and your family in the weeks, months and years ahead.
Module 24 - Balancing Your Total Life
Top performers lead balanced lifestyles. Achieving balance between your life and work is one of the most important measures of how well you are doing as a person and as an executive. The fact is that you have far too much to do, every single day, and too little time in which to do it. In this module, you are going to learn a series of proven principles and techniques that you can use, starting immediately, to get your life in balance.
Module 25 - Superior Selection Skills
Almost all of your successes as an executive will be as a result of your having chosen the right people for the right jobs - people with the right talents, personality, skills and ability. Choosing the right people for your team is crucial to your success. Learn how to weed through the applicants to find the best possible candidates for the job every time. The better you become at finding and deploying the right people, the more effective you will be as an executive and the greater will be your contribution to your company.
Module 26 - Coping with Difficult People
Firing members of your staff who aren't producing results is a difficult and stressful time for everyone. However, your ability to "deselect" those who are not capable of doing the job in a competent and timely fashion is equally essential to your success as a manager. In this module, you will learn some simple ideas you can use to deselect people who are not capable of making a contribution that exceeds their cost. This is an absolutely essential management skill that you can then use competently for the rest of your business career.
Module 27 - Delegation-The Key to Leverage
Nowadays, all phenomenal business people are proficient at delegation. Delegation is an art and science. It is a skill that you can learn through practice. And like any skill, you become better and better at delegation the more you do it. Learn how to think about the process of delegating effectively to others. As you become an excellent delegator, you will become more and more valuable to yourself and your organization.
Module 28 - Inspecting What You Expect
No one is born with management skills, these skills are all learned. Your ability to supervise others can be greatly improved by learning what other excellent managers have discovered over the years and by applying these principles and ideas to your interactions with your subordinates. Learn how the most successful managers lead their staff and motivate them to perform at their best all the time. This module will show you how to be flexible and utilise different mental tools and skills to get the most and the best out of your people. You'll get an insight into the most effective way to get the most out of your employees than ever before.
Module 29 - How to Solve Every Problem
Life is a continuous succession of problems. Everything you do, all day long, revolves around your ability to solve problems effectively. Your entire success as a manager is determined by your ability to solve problems effectively and well. Learn how to look upon problems as the essential, defining skill area of your work. Build upon your natural business instincts and learn how to identify potential problems and their solutions.
Module 30 - Making the Best Decision
Consider the different outcomes after you've made a good decision and a bad one. Do you notice that almost every time you've made a bad decision, something bad comes out of it-and vice versa? Poor decisions lie at the root of virtually every failure. Excellent decisions are the foundation of virtually every great success. In this module, you will learn how to make better decisions, faster than perhaps ever before. Making the right choices for your business is the best way to ensure it's quick and lasting success!
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