The product?

It is a series of words, delivered on the telephone or in person, that engage the prospect’s unconscious (remember?) by speaking primarily about the product you have to sell rather than the commodity.

1. The Appointment Presentation 2. The Needs Analysis Presentation 3. The Solutions Presentation

The purpose of an Appointment Presentation is one thing and one thing only: to make an appointment.

The Power Point Selling System is composed of two parts: Structure and Substance. Structure is what you do. Substance is how you do it. The Structure of the System is all of the predetermined elements of the Process, and includes exactly what you say, the materials you use when you say it, and what you wear. The Substance of the System is what

There are three kinds of systems in your business: Hard Systems, Soft Systems, and Information Systems. Hard Systems are inanimate, unliving things. My computer is a Hard System, as are the colors in this office’s reception area. Soft Systems are either animate—living—or ideas. You are a Soft System; so is the script for Hamlet. Information Systems

What is a selling system? It’s a fully orchestrated interaction between you and your customer that follows six primary steps: 1. Identification of the specific Benchmarks—or consumer decision points—in your selling process. 2. The literal scripting of the words that will get you to each one successfully (yes, written down like the script for a

A system is a set of things, actions, ideas, and information that interact with each other, and in so doing, alter other systems.

“In some companies that process is called Lead Generation, Lead Conversion, Client Fulfillment.