SPEED Selling Non Manipulative Selling Skills for Beginners

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SPEED Selling

Sell More – Faster With James Maduk'sPowerful Speed Selling System!

By James Maduk

http://www.SalesTrainingForSmallBusiness.com- 1 -



SPEED Selling

Important First Steps

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SPEED Selling

How to Get the Most Out Of This

Multimedia E-book:This Version of SPEED Selling Is Brought To You By

James Maduk

From:

www.mysmallbizaffiliates.com

*Read and listen/watch every page. Skipping over sections is the same as tryingto bake a cake without using all of the ingredients.

WARNING: Don’t start implementing the ideas in this multimedia ebook untilyou go through the entire program once. Doing so guarantees that some of thework that you do will be a waste of your time and perhaps money. While it cantake time to get really great at recognizing personality types and selling morewith less effort, it has been my experience that doing things right the first timewill pay big dividends in the both the short and long term.

Do things right the first time!1. Don’t skip any of the chapters. *2. Listen to all of the multimedia sessions – that’s where the meat is!3. Do The Work!

REMEMBER: If I haven’t answered a question that you need answered in thisversion of the “SPEED Selling” e-book all you have to do is ask!

Send your questions to me via the help desk athttp://www.mysmallbizusupport.com and I’ll add it to the next release.Anyone who buys the “SPEED Selling” multimedia e-book gets lifetime updates!

This version of SPEED Selling is really a “Multimedia E-book”. When you startthe first page, you’ll know what I mean. You need an Internet Connection vieweach of the lessons.

I’ve included hours of multimedia content in this e-book. Each lesson has up tothree choices: Screen Capture , Whiteboard and Audio or Audio Only .


http://www.mysmallbizusupport.com/




SPEED SellingI teach each lesson in a Virtual Classroom format, which means you literallyjoin me in front of a whiteboard at a live seminar. Watch as I visually diagramout strategies. Listen, as I provide a complete explanation and key points infull detail. It’s exactly the same as being in the room with me.

Enter the email address and password that you created when you purchasedyour multimedia e-book to unlock the Videos.

If you have any trouble with the username and password please visit thesupport desk at http://www.MySmallBizuSupport.com .






SPEED Selling

CONTENTS:This is a Multimedia e-book. Each page contains links to audio interviews,

screen capture videos and whiteboard videos that you can view as you read thisthe text.

Click This Link To Unlock Every Videos

http://www.salestrainingforsmallbusiness.com?r=mysmallbizu&b=dc8d9657

Course Videos

SPEED Selling - An Introduction To Persuasion and Sales For EntrepreneursUnderstanding Why People Really Buy - Session Two

How To Expose Your Customers Decision Scale - Session ThreeTools You Can Use To Influence Your CustomersUse This Simple Non-Manipulative Sales ProcessHow To Grab The Attention Of Stubborn ProspectsOK, Now What Do I Do?Make Sure There’s A Match Before Your PresentEasy To Ask Questions Any Prospect Will AnswerHave You Ever Wanted Something So Bad You Could Almost Taste It?Here’s A Way To Get A Sale – Without Asking For It!Use This Glue To Cement The SaleThe Speed Selling Checklist

Other Products and Services from James MadukHow To Earn Money Giving Away This BookSpecial Bonus Download




SPEED Selling

DisclaimerThis Book Has Been Purchased From James Maduk and Personal Best Publishing

Copyright © 2008 by James Maduk All Right Reserved.No portion of this multimedia ebook may be reproduced in any form withoutthe written permission of James Maduk. Neither the publisher nor authorassumes any responsibility for errors, omissions or interpretation of the use ofthe subject matter contained. This multimedia ebook contains the opinionsand ideas of the author and is intended for informational purposes only.

Neither the author nor publisher shall be held liable for any loss or otherdamages resulting from this publication.

This audio ebook is the result of over 20 years as a speaker, trainer, author and23 years of sales trial and error.

I’ve made every attempt to include the most current and up to date salesinformation. I’m relaying the most current published information and myexperience.

While the text may remain static, I update the whiteboard and audio portion ofthis multimedia e-book on a continuing basis.




SPEED SellingPut Me Face To Face With Any Prospect and I'll Tell You Exactly How They Like To Buy

What You Sell!

You’re About To Find Out How James Maduk'sPowerful SPEED System Gives You An UnfairAdvantage In Any Selling Situation!

I've got good news and bad news for you...

First, the bad news:

FACT: In a typical sales encounter, 80% of prospects will say, "No" to your salesoffer. During tough economic times, this can reach as high as 90% or even 95%.

(I'll bet you already know this from experience, don't you?)

But here's the good news:

You know those rare salespeople who, despite fierce competition, rack upincredible numbers? You know the ones… the economy is bad and theirs is thehighest-priced product in the category -- yet they sell and sell and then sellsome more.

Rain or shine, they can sell like crazy. They just don't have a slow month, weekor even day. And what's more -- they make it look easy. Do you know why?

Because it is easy -- if you know how.

Now read this very carefully:

Selling will become easy for you, too, after I help you make a few tinyadjustments in the way you talk to customers.

You'll be able to close a high percentage of your sales easily and without thestruggle, frustration and rejection that you've experienced in the past.

Here's a short story that will make the concept crystal clear for you. It's about

an awesome strategy developed my first sales trainer who, a few years ago,traveled throughout North America selling for the famous Nightingale Conantcompany.

Before the end of his second year, he was the company's top-selling salesman --and the recipient of sales prizes and awards galore. He was constantlyapproached and asked, "How is it that you can sell so much more than everyoneelse? Please tell us your secret."




SPEED Selling

He said it was simple.

"Make sure that you have made at least one sales call before 9:00 a.m. every

work day."It was almost too simple. But his explanation was that he had formed the habitof doing the one thing that "failures don't like to do."

That one strategy catapulted him to the top of the sales heap.

Here is something else to think about; something you may have thought aboutbefore but didn't realize had a name. It's called the Pareto Principle.

It's a principal that was formulated by Dr. Joseph Juran (of total quality

management fame) based on the work of Wilfredo Pareto, a nineteenth centuryeconomist and sociologist.

The Pareto Principle states that "a small number of causes is responsible for alarge percentage of the effect --usually a 20-percent to 80-percent ratio."

I'm sure you've figured out where I'm going with this: 80% of all sales are madeby 20% of the salespeople.

When you make it to the top 20%, you'll be earning a very comfortable income.But when you take it up a notch and join the top 20% of the top 20% of sales

professionals -- I'll do the math for you: you are now in the top 3% of allsalespeople -- you've reached a height few people see.

You are, officially, one of the highest paid people in the world.

How big is the gap between your current income and one of the highestincomes on the planet? Remember… the razors edge.

Your razors edge is nothing more than a marginal improvement to your regularsales process. The key to success is to develop that edge -- because once youdevelop it, there is no reason why you cannot move rapidly into that coveted

top 3% slot.

How can such a marginal improvement give you that kind of boost?

Because one extra sale equals 10 years' worth of extra income.

Let me explain by way of another short story…




SPEED SellingIn an effort to increase the sales of its insurance products, a company offered aCaribbean vacation to everyone who met the pre-determined sales quota.

As you can imagine, each November the salespeople sold like crazy and, as a

result, a tremendous number of them qualified for two weeks in the sun.Here's what was interesting about this increase: On average, the salespeoplewere selling three new clients per week. During the contest period, they soldto four new clients per week.

The company pointed out that just one more sale per week would put all ofthem in the prize-winning category all year long instead of just in November.This translates into to 10 extra years of income over a 40-year career!

Absolutely astounding, isn't it?

Now, you do the math for your particular industry -- how much more moneywould you be earning if you had an extra sale per day, per week or per month?How would your life change with that kind of income?

Okay, you're probably saying, "Yeah, but I'd have to work like a slave to makethat extra sale."

Wrong.

Let me give you another concrete example:

Born and raised at the famed Calumet Farms, a gelding named "Armed" hadpurse earnings of $817,475. He was, in a word, incredible. At the age of 4 hecame into his own, winning 10 of 15 starts. And that wasn't his best year! Heeventually went on to be named Horse of the Year.

Another horse, which ran the same races as Armed, won about $75,000. That'sa difference of 10 to 1. Does that mean that the Armed was 10 times betterthan the second horse?

Of course not. In fact, Armed often won by just a nose.

When their records were compared, they found that Armed was only about 3%to 4% faster in time. That difference, however, translated into income that wasten times higher.

This same amazing principle can hold true for you -- you need be only 3% to 4%better than the next sales rep, yet earn 10 times more money. Imagine whatwould happen if you were 10% or 20% better!




SPEED Selling

What The Speed Selling E-book Covers…

In my online course entitled, "Speed Selling" for your Windows PC or MAC, I'vepacked into 180 minutes all the powerful, proven sales ideas and strategiesthat have taken me 20 years to research, develop and perfect. Every single oneof them is positively explosive.

Here's just a sample of what's in store:

An outrageous closing technique that was developed by a team ofpsychologists at a cost of $250,000. You can bet your last dollar that yourprospect won't be able to resist this!A clever trick that will take you only a few minutes to set up beforehand --

but it'll get your customer to close the sale for himself before you evenfinish your presentation. This is so powerful, it ought to be illegal!An easy-to-implement strategy that pulverizes the defenses of even themost unconquerable of prospects. Studies show that this one techniquecloses a whopping 50% or more of those who might not have otherwisebought the product.A way to identify the exact moment your prospect reaches his highestbuying temperature -- when he's most likely to buy. This will allow you toput the ball over the fence and stroll easily into home plate with a smile onyour face -- and a sale in your pocket.A great way to uncover the real reason your prospect isn't buying -- and the

exact words you can use to demolish the objection. This psychologicalmechanism can make you irresistibly powerful both in business and in yourpersonal life.A riveting sales presentation that makes closing practically irrelevant. Yourprospect will think he's shortchanging himself if he doesn't buy what you'reselling. This strategy will allow you to walk in to see your prospect, andwalk out with a sale in as few as 5 minutes.An ingenious way of obtaining a verbal commitment from your prospect tobuy your product -- even before you've made your presentation. This defiesall logic -- but it works like magic.A line you can use upon meeting your prospect that is guaranteed to have

him clinging to your every word -- all the way to the sale. Don't be surprisedwhen your customer becomes grateful to you for selling him your product.A devilishly simple sales tactic that will bring you a stampede of newcustomers and earn you a super-sized income. Master this skill and you'llhave a guaranteed income for life.A way to master an easy, seemingly innocent -- but lethal -- technique thatwill zero in on your prospect's defense mechanism and demolish it instantly.This works like a heat-seeking missile destroying enemy bombers.




SPEED SellingYou'll learn how a self-made millionaire invented an irresistible tactic thatvirtually eliminates the need to close the sale because the sale will closeitself for you. It's like a ripe apple dropping out of a tree into your hand!Without a doubt, this is the equivalent of an expensive, three-day sales

training seminar!The information you'll find is "real sales training for non manipulativeprofessionals", the same material taught in one of my three-day seminars forwhich people pay well over a thousand dollars. Now, you can have the samesales blueprint condensed into 180 minutes of fast-moving stories, examples,humor and concrete, practical ideas that get results fast!

It's not hard to see that now is the best time to catapult your business tounprecedented heights. Don't let your competitors beat you to it, or they coulduse SPEED Selling to run you out of business. So Lets Get Started!




SPEED Selling

SPEED Selling - An Introduction To

Persuasion and Sales ForEntrepreneurs

: Whiteboard and Audio Sessionhttp://www.mysmallbizusupport.com/sfe.php

Running Time: 15 Minutes

Description: This is the first "SPEED Selling for Entrepreneurs and SmallBusiness Owners" session. Every thing you wanted to know about NON-

MANIPULATIVE selling... But were afraid to ask.


http://www.mysmallbizusupport.com/sfe.php




SPEED Selling

Understanding Why People Really Buy -

Session Two: Whiteboard and Audio Sessionhttp://www.mysmallbizusupport.com/sfe.php


Description: Learn How to Read Your Customers Like A Book. This is the second"SPEED Selling" Session.

Every wondered how people work? What makes them tick, to decide andbelieve in a doing what’s right? Watch this course and you'll learn how!

I introduce the Stickperson and the relationship between personality types,body and thoughts.

I spent a great deal of my early selling career working with some of thegreatest sales trainers in the world… What was interesting to me was that theywere also some of the best MOTIVATIONAL speakers I had ever heard.

They know how and why people act the way they do.






SPEED Selling

How To Expose Your Customers Decision

Scale - Session Three: Whiteboard and Audio Sessionhttp://www.mysmallbizusupport.com/sfe.php


Description: Learn How to Read Your Customers Like A Book. This is the third"SPEED Selling” Session.

Do you know that most customers never “Decide” to buy what you’re selling!

In fact most clients will avoid making a decision if given the chance.

We have a personal decision scale that we use every time we have to “weigh”our choices. The question is will your interaction with a prospective buyerrequire that they consider buying from you?

Find out how the decision scale works in this powerful session.






SPEED Selling

Tools You Can Use To Influence Your

Customers: Whiteboard and Audio Session



Description: Psychological Tools Anyone Can Use To Influence prospects andexisting clients.

Can you imagine trying to build a house without any tools? How long would ittake? What would the house look like?

Building a sale isn't any different except in this case we're going to usepsychological tools. These are behavior and thought patterns that we all have.We can learn from Human Nature and good old common sense, find out how inthis session.






SPEED Selling

Use This Simple Non-Manipulative Sales

Process: Whiteboard and Audio Session



Description: What really happens during a sale? Can you connect with yourpotential customer?

Sales professionals know that creating a strong foundation at the beginning of asales conversation dramatically improves the chance of a successful outcome.

While is sounds simple, the process of selling can be quickly dropped during theactual interaction with the customer. Wouldn’t it be great to have a track torun on, a natural progression of steps that you could use to guide yourselfthrough as you discover if you can help your prospect?

Well here’s the process that I use and the track you can run on.






SPEED Selling

How To Grab The Attention Of Stubborn

Prospects: Whiteboard and Audio Session



Description: We’ve all had them – tough as nails customers who immediatelyclam up whenever a salesperson comes near them.

What can you do? How can you engage someone who doesn’t want to beengaged?

It’s easy when you know how. With this video you’ll learn an easy way tocompel your prospects attention. “Grabbing Your Prospects Attention” meanstheir focused on what YOU have to say.

Study this session and learn this valuable skill.






SPEED Selling

OK, Now What Do I Do?



Description: You’ve got your prospects attention, now what?

This is where the real conversation starts. Notice I used the word“conversation”, that means two people are involved.

Most people start right into a long boring presentation at this point TELLING thecustomer about all the FEATURES their product or service has.

Wrong!

You need to create interest, the kind of interest that means your prospect isHUNGRY to hear how you can solve their problems….

Find out how in this session.






SPEED Selling

Make Sure There’s A Match Before You

Present: Whiteboard and Audio Session



Description: I’m betting that 80% of the Sales Presentations that occur daily –DON’T HAVE TO BE DONE!

In fact they’re a complete waste of time for the prospect and the sales person.

Why?

Watch this session and you’ll know exactly WHEN you should give apresentation.






SPEED Selling

Easy To Ask Questions Any Prospect Will

Answer: Whiteboard and Audio Session



Description: Want to be a great listener? Learn to ask great questions!

A conversation is always controlled by the questions being asked. Thesequestions can be explicit or implied.

I’m sure you’ve heard the expression “People Love to Talk about Themselves”before. If that’s true this session gives you an easy way to learn about the realperson you’re trying to help.

Remember you’re job is to provide a solution to your customers problems.Watch this video and learn simple strategies that will give the prospect areason to open up to you.






SPEED Selling

Have You Ever Wanted Something So

Bad You Could Almost Taste It?: Whiteboard and Audio Session



Description: Compelled!

It’s a strong word to use, but that’s exactly what you’d like your prospects tobe when it comes to whipping out their wallets and buying what you’re selling.

Have you ever been compelled before, I mean really motivated to dosomething. I’m not just talking about buying, being compelled is an emotionalstate that can be induced.

At will! - If you know how.

This session reveals the unique strategies that you can use to create that state.Giving your clients the reasons and feelings that they need before they buyfrom you.






SPEED Selling

Here’s A Way To Get A Sale – Without

Asking For It!: Whiteboard and Audio Session



Description: People buy experiences.

So you better learn how to give them the experiences they need – to buy yourproduct or service. This video reveals a really simple three step process thatyou can use in any part of your sales activities communicate an experience,good or bad!

Remember from earlier sessions we talked about the two levers, pain andpleasure. Here’s your chance to give your prospect a taste of what mayhappen, good or bad if they buy or don’t buy from you.

Practice this skill – It’s important.






SPEED Selling

Use This Glue To Cement The Sale



Description: Remember the “Crazy Glue” commercials? If you’re old enoughyou won’t be able to forget the image of the guy hanging on to his constructionhat that was stuck with Crazy Glue to the ceiling.

Wouldn’t it be great to have your customers stuck to you?

Looking to you for answers to their problems and referring all of their friendsand acquaintances to you.

It’s possible to do this with your clients, if you ask the simple question I revealin this video.

Don’t forget to do this even when you don’t make a sale!






SPEED Selling

The Speed Selling Checklist



Description: We’ve covered a lot in the last 12 videos. If you apply just one ofthe ideas contained in just one of the videos, I’m sure you’ll sell more.

But think what might happen if you applied all of them.

How much more would you sell?How much faster would each sale happen?How many more referrals would you be able to generate?How much faster would your business grow?

Most businesses spend time and money creating processes around every part oftheir business – except sales!

Here’s your chance to fix that mistake. Watch this video and commit theSPEED Selling process to memory, then form the habit of implementing it inevery sales conversation you have.

You’ll be amazed and delighted at how quickly you’ll your sales will increaseand more importantly you’ll be able to create some lasting friendships withyour clients and customers.






SPEED Selling

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SPEED Selling

SPEED Selling Non Manipulative Selling Skills for Beginners

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